Posts tagged ‘Guest Author’

A value proposition is the entire set of resulting experiences from which your customer derives value from what you.  A good value proposition will have an enormous number of elements, or individual value outcomes.  The more you have, the easier it is to promote your offering in a compelling way.

High Value!Synergy

It is not unreasonable to suggest you need to identify at least 50, and likely up to 100 different things that your customers will find of great comfort and value if they buy from you.  Some elements of what you do may be inferior to similar elements in other suppliers’ offerings, but it is the overall package that wins.

Focus on customer experiences

Beware of the tendency to focus on internal stuff that’s of no consequence to the customer.  Customer experiences generally revolve around Quality, Price, Service and ‘Intellectual Capital’.  Social Capital – the value in your customers, suppliers, vendors, networks, referral sources, alumni groups, joint ventures, alliance partners, professional bodies, reputation and so on – is the least exploited form of Intellectual Capital, yet is the most highly valued by customers.

Communicate Value

By  emphasising total quality service and transformation, you offer a superior value proposition.  But please, don’t embellish the truth.  Don’t kid yourself that things your customers expect to be able to take for granted will be compelling differentiators.  No one expects ‘poor’ quality  or ‘lousy’ service!

In summary….

Communicate value outcomes with numbers, free  information, rapid results, and exclusive viewpoints all served up in easily digestible bite-size chunks.

Customers actually aren’t price sensitive –  They’re value conscious!

David Winch

Guest Author:  David Winch works with professional service providers to help them overcome their fear of selling and to get paid what they’re worth.

Do you want more from your business in 2011 than you had in 2010?  If you do, then I have a quick test for you, which will set you on the right track!

On a scale of 1 to 10, where 10 is the highest, score the following people, who supply your business with key services:

  1. Your accountant.
  2. Your marketing advisor.
  3. Your lawyer.
  4. Your IT consultant (hardware/software or Internet.).
  5. Your bank manager.

The cost of average advice

If your scores were 7 or below in any of those areas, you need to ask yourself why you are wasting your time, taking advice that is average or little better than average.  Just as you can tell a lot about a person, by looking at the kind of people they hang out with, you can also predict how successful a business will be, based on the quality of the people it calls upon for advice.  Unless you want an “average” business (and you don’t, otherwise you wouldn’t be reading this blog), you must avoid taking average advice.

Surrounding your business with average providers is never a good idea, but as we progress through the worst economy in living memory, it’s a recipe for trouble!

The value of great advice

Interestingly, you do not always have to pay more, to find a better quality advisor or provider.  Some low quality providers charge too much for their services and others seem to undervalue just how great they are.  So, why not spend some time reviewing the people you rely on for advice, support and guidance.

Look particularly for new people in the areas where your business is weakest, as those advising you currently in that area, are clearly failing you!

This relatively straight forward process can help you massively improve your business results very quickly!

Guest author:   Jim Connolly is another of my valuable Twitterbuddies and a most accomplished business blogger. His contributions are a regular source of education and inspiration.  To read more posts like this one please click here