Posts Tagged ‘value leap’

The Value Leap

Thursday, January 29th, 2009

You do good work for your clients.

You want growth and to do this, generally you need more clients.

You need marketing to find the new clients.

So OK – you know about being customer focused (you read my last post).

You understand your company, but don’t describe your company to new prospects, be customer focused. The customer doesn’t really care about your company, they care about what you can do for them.

Think back to the value you give to your existing clients.

Don’t just tell your prospects about what you do, tell them the value you can give them.

This is similar to describing features and benefits. Features being things you do, and benefits being what the customer receives.

Take the conversation to the next logical step. And tell them the value, don’t make them guess, or leave it for them to interpret.

Some examples:
‘Your new furniture is great quality and unique. You’ll be very happy with it, you’ll be proud of it. Its natural timbers will make it a talking point with your friends and family.’
‘Your project will be delivered on time, and on budget. This will make your job easier. You will look good in front of your boss.’
‘With your marketing on track – you’ll get the growth you are after. You’ll get the rewards from your company that you wanted. You will feel much better about yourself. You might be able to afford some new staff, to give you more time at home with your family.’

When you are more explicit about the value, and use customer focused language, you then getting much closer to your customer. You have a shared language, and a shared view point, and often shared goals.

So take your customer focused conversation to the next step – YOU take the ‘value leap’ so that your client doesn’t have to.