Customer Value Counts

How do you turn the value dial up so that more customers say yes to you more often?

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Tip the balance in your favour by communicating your value to your customers

What is your tipping point when it comes to building customer value?

How good are you and your team at sharing the value of the work you do with your customers?

Tip the scales in your favour when you communicate your value to your customers

How to make communicating your value with your customers a top priority?

What happens when you deliver and communicate your value to your customers?

Your business wins when you deliver and communicate your value to your customer

Why risk the future of your business by not communicating your value to your customers

Your business success is determined by how well you communicate your value to your customers

What happens when you get better at communicating your value?

Start communicating your value to your customers

Stop thinking your customers won’t go elsewhere if you don’t deliver value

Your business success depends on how well you communicate your value to your customers

Challenge the status quo of your customers for business wins

Your business wins when you challenge your customers status quo

What happens if you communicate your value by challenging your customers status quo?

Start to communicate your value to your customers by challenging their status quo

Beat your competition when you challenge your customers

How can a buying vision help your business deliver more value?

Communicate your value to your customer by making the conversation about them not you…

What happens when you use the 3Cs in a value conversation with your customer?

How can 3Cs help you have successful conversations with your customers?

Face the challenging conversations with your customers by using the 3Cs…

Get your value conversations with your customers right by using the 3Cs…

Use the 3Cs to communicate your value to your customer in the right way

Ask the right questions and show your value to your customers

How to ask the right questions and show your value to your customer

Communicate your value to your customer by asking the right questions

What happens when you help your customer discover the unknowns?

Uncover your customers unknown challenges to highlight the value of your business

What happens when the right questions uncover your customers unknown challenges?

Communicate your value to your customer by helping them uncover unknown challenges

It’s a question of safety when it comes to communicating your value to your customer

Get business wins when you locate your customer’s sources of challenge or difficulty

How to communicate value to your customers by uncovering the unknowns

Why your customer’s unknown challenges will demonstrate your business value

How can your customer’s unmet and unknown challenges mean your business wins?

Getting your customers to change means mastering the art of challenging their status quo

Tackling the status quo bias that exists in your customer’s business will increase the value of your business

Your business success depends on tackling the unknown bias that exists within your customer’s business

Communicate your value to your customer when you tackle their unknown challenges

A checklist to help you tackle the bias and status quo that exists within your customers business

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1. How important to you and your team is the value you provide to your customers? How often do you discuss customer value in team meetings? How good are you at sharing this value with your customers? How you communicate your value will determine the success of your business. Click here to tip the balance in your favour by communicating your value to your customers.

2. How much thought do you give to customer value? When you take customer value seriously you will not only get better at communicating what you currently do, but it will also make you work harder on delivering future value and communicating that too. Click here to tip the balance in your favour by really communicating your value to your customers

3. What is ‘Customer Value’? The Business Insider definition is: “Customer Value is the perception of what a product or service is worth to a customer versus the possible alternatives. Worth means whether the customer feels they have got the benefits and services for the cost they have paid” But what does customer value mean in your business? Click here to discover what happens when you start communicating your value to your customers…

4. It’s rare to find a business with complete clarity on the value they provide to their customers. It’s even rarer to find a business that’s happy and confident enough to have good conversations with customers, conversations that effectively communicate their value to that customer. How good are you at having good conversations with your customers that clearly communicate your value or the value or your products and services? Click here to learn that it’s not enough to be able to deliver value, you also need to communicate your value too.

5. When it comes to delivering and communicating your value to your customer one challenge matters most – to know what you are up against, you might think it is your competition, but actually it is your customers status quo, click here to learn from research that your customer is more likely to choose you when you help them clearly see the need for change.

6. When it comes to communicating your value to your customer, your job is to help your customers see beyond their existing status quo by engaging in a conversation that enables them to realise the status quo is ‘unsafe’ for them. Forrester Research call this a ‘Buying Vision’. Click here to discover how this ‘buying vision’ can give you a competitive edge.

7. Demonstrating and communicating the value of your business and your products and services to your customer can be a tricky path to tread. Your customer of course knows that you have an ulterior motive - by helping them you increase the chances of them buying from you. Click here to learn what the 3Cs are and how they can help you in your value conversation with your customer.

8. Any value conversation with your customer needs to be about their challenges, dangers, threats, problems and worries. This first value conversation you have with your customer needs to be about your genuine concern for their business. To help you communicate your value in this department, click here for 3Cs that will help you.

9. The success of your business depends on your customers, without them you would not have a business. The future of your business depends on keeping these customers and winning new ones. Click here to discover that to do this you need to get absolute clarity on the value of your business and of your products and services to your existing customers and to any future customers.

10. Problem finding is the essential ingredient in your first value conversation with your customer. If you ask your customer questions about ‘stuff’ they already know, you will fail to talk about enough value for change. Click here to learn why diagnostic questions are the most powerful and valuable, but only if they uncover something new, unconsidered, unexpected, unknown.

11. Actively and articulately communicating your value to your customer means that your customer is more likely to choose your business over your competition. But to do this with success you have to communicate your value effectively, remember the customer already knows your ulterior motive is to win their business. Click here to learn how to become a genuine business partner and not just another business looking to win a sale.

12. Your customers willingness to change and buy from you depends on your ability to challenge their status quo… Your real value as a business partner to your customer is to help them solve the challenges they have not even considered. Click here to discover how to do this.

13. To get your customer to change and buy from you requires skill and knowledge, it requires you to have crystal clear clarity on your value to your customer and to be able to communicate your value in a conversational and engaging way. Click here for 4 pointers to get this conversation started.

14. In getting your customer to change and choose your business over the competition you must tackle their status quo bias, remember as human beings most of us fear change, we like things to ‘stay as they are.’ Click here to learn how to get your customer’s attention by focusing your conversation on their unconsidered needs and challenges, challenges they haven’t thought about.

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Blog 1 – Your business wins when you communicate your value to your customers

How important to you and your team is the value you provide to your customers?

How often do you discuss customer value in team meetings?

How good are you at sharing this value with your customers?

What I mean by this is how often do you communicate your value, the value of your team and your products and services to your customers?

Whether or not you give much thought to customer value, when you take customer value seriously you will not only get better at communicating what you currently do, but it will also make you work harder on delivering future value and communicating that too.

It’s really a win-win…

Your team benefit from an increased, improved focus, a better experience of working to deliver value to your customer and your customer have a better experience also of working with you and your team understanding how valuable you are to them.

In addition to this, communicating your value to your customers will increase their loyalty, build better relationships, give you the edge over your competition and lead to business growth and increased profits.

So, what do your customers really value?

What do your customers really want and how do you deliver it?

And when you have delivered it, how do you communicate this to your customers in a conversational and engaging way?

Click here to read how Morton Grodzins got it wrong, Malcolm Gladwell got it right, and how you can get it right for your business when you focus on building your value in the hearts and minds of your customers.

Blog 2 – How do you communicate your value to your customers?

What is ‘Customer Value’?

The Business Insider definition is: “Customer Value is the perception of what a product or service is worth to a customer versus the possible alternatives. Worth means whether the customer feels they have got the benefits and services for the cost they have paid”

But what does customer value mean in your business?

It’s rare to find a business with complete clarity on the value they provide to their customers.

It’s even rarer to find a business that’s happy and confident enough to have good conversations with customers, conversations that effectively communicate their value to that customer.

How good are you at having good conversations with your customers that clearly communicate your value or the value or your products and services?

It’s not enough to be able to deliver value, you also need to communicate your value too.

The success of your business depends on your ability to communicate your value to your customers.

So how do you do this?

Facts and figures are irrefutable, they can help you clearly show your value to your customers.

But just the facts and figures are not enough, the way you communicate your value, matters more.

To be valuable to your customers you need to show them how to assess the value of your products and services. This applies to your existing customers as well as potential new customers.

It’s your customer conversations that dictate the value your customers see and experience.

Click here to discover the 6 aspects of a valuable conversation from your customer’s point of view and why it pays to get absolute clarity on how to show the value of your business, products and services in a value driven conversation.

Blog 3 – Meet challenges head on when it comes to your customers status quo…

When it comes to delivering and communicating your value to your customer, a few questions might come to mind…

What do customers really want and how do I meet their demands?
What do customers really value and how do I demonstrate that my business delivers this value?
How do I do all of this without looking like my only aim is to get them to buy my products and services?

These are all good questions and if you take time out with your team to work out how to deliver value to your customers and how to communicate this value there would be many more questions.

But one challenge matters most – to know what you are up against.

Your competition

You know you are up against your competition, and it is easy to spend a lot of time and energy worrying about what they are or aren’t doing and trying to stay one step ahead of them.

Your customer’s status quo

But your biggest challenge is your customers deep rooted desire to keep things as they are now – to maintain the status quo. Our natural tendency as humans is to prefer things to stay as they are.

Your job is to help your customers see beyond their existing status quo by engaging in a conversation that enables them to realise the status quo is ‘unsafe’ for them.

Research from Forrester Research (world-renowned research and advisory firm) shows in ongoing studies into the buying habits of director-level decision makers, that 74% of business executives choose to buy from businesses that ‘help them clearly see the need to change’.

Forrester call this a ‘Buying Vision’

The same research shows only 26% of director-level decision making relies on a side-by-side competition comparison of businesses or "Bake-Off".

So how can your business be chosen 74% of the time by your customers?

Click here to discover that success for your business comes when you help your customers see beyond the status quo and build a ‘buying vision’ rather than a ‘bake off’.

Blog 4 – Your value to your customers – it’s about them, not you!

Demonstrating and communicating the value of your business and your products and services to your customer can be a tricky path to tread. Your customer of course knows that you have an ulterior motive - by helping them you increase the chances of them buying from you.

To alleviate this scepticism or mistrust you must ensure your conversation, to begin with, is not about you, your business or your products and services.

This conversation needs to be about your customer’s challenges, dangers, threats, problems and worries. This first value conversation you have with your customer needs to be about your genuine concern for their business.

This will then naturally create the right path to discuss the fact that if they carry on doing what they’ve always done, maintaining the status quo, their future is unsafe.

To help you communicate your value in this department here are 3Cs that will help you:

Curiosity – be genuinely interested in what your customer has to say – listen more than you talk, take notes and ask questions to get to the heart of some of their issues
Care (or concern) – for their wellbeing, success and long-term future
Commitment – to their interests, feelings and results, suggest ideas that you can put in place to improve results

Click here to discover how to use the 3Cs in your customer conversations and communicate your value by positioning your business as a partner on your customer’s side to help them with all the challenges facing their business.

Blog 5 – Demonstrate your value by digging deep to discover your customer’s hidden challenges

The success of your business depends on your customers, without them you would not have a business. The future of your business depends on keeping these customers and winning new ones.

To do this you need to get absolute clarity on the value of your business and of your products and services to your existing customers and to any future customers.

Once you have clarity on your value you have to be able to communicate it, otherwise how are they ever going to know?!

The way you communicate your value to your customers matters more than anything else.

When you prepare well, ask the right questions and show a genuine interest in your customers business using the 3Cs (Curiosity, Care and Commitment), you are on the right track.

But which questions do you ask?

Problem finding is the essential ingredient in that first conversation.

If you ask your customer questions about ‘stuff’ they already know, you will fail to talk about enough value for change.

Diagnostic questions are the most powerful and valuable, but only if they uncover something new, unconsidered, unexpected, unknown.

Your competition is already having conversations with your customers about their known challenges, so you doing this just makes you the same as your competition.

You want your customer to make a change, to choose you, or to stay with you, so for this to happen you must stand out. Customer change, as we know is highly unlikely if they are tied into what they already know and understand, so your conversation needs to hunt for the unknown challenges.

Daniel Pink in his book ‘To Sell Is Human’ says that your products and services;

“are far more valuable [when your prospects are] mistaken, confused, or completely clueless about [their] true problem...
...your ability to get prospects to do something different, choose you, and pay a premium, hinges less on your problem-SOLVING skills and more on your problem-FINDING skills.”

The first time you approach a customer conversation with a focus on unconsidered challenges may be tough and you may stutter and stall! But the more you do it, the easier and faster it will become.

Click here to learn that your real value to your customer comes when you discover the unknown, undervalued or unmet challenges of your customer’s business, challenges they were not even aware of…

Blog 6 – Seek out the unknown challenges in your customer’s business to deliver real value

Actively and articulately communicating your value to your customer means that your customer is more likely to choose your business over your competition.

But to do this with success you have to communicate your value effectively, remember the customer already knows your ulterior motive is to win their business, so how do you come across as a genuine business partner and not just another business looking to win a sale.

Asking the right questions in your value driven conversation is key to your success. Using the 3Cs (Curiosity, Care and Commitment) to make the conversation all about your customer’s business, not what your business, will help your customer realise your value to them.

Your customers willingness to change and buy from you depends on your ability to challenge their status quo…

So where do you look?

Erik Peterson et al, in their book ‘The Three Value Conversations’ state:

“If your prospects know precisely what their problem is, they can often find the information they need to make a decision – with limited assistance or input from you.
“(Instead) dig hard to find the unknown, undervalued, or unmet challenges that your prospects and clients aren’t even thinking about.”

So, what are these challenges?

Undervalued challenges – issues your customers already knows about but are bigger than and coming faster than they are expecting
Unmet needs – resolving unnecessary workarounds your customers are using – masked or
hidden issues – challenges they have been seeing as normal – things that they ‘have always done this way’.
Unknown challenges – longer-term issues – unanticipated global trends (political; environmental; social; technological; economic) – challenges from unknown competitors or new businesses into the market.

Your real value as a business partner to your customer is to help them solve the challenges above – the challenges they have not even considered.

Click here to learn more about these challenges and the 3 sources of insight that will provide real value to your customer.

Blog 7 – A checklist to help you communicate your value to your customers

To get your customer to change and buy from you requires skill and knowledge, it requires you to have crystal clear clarity on your value to your customer and to be able to communicate your value in a conversational and engaging way.

This business breakthrough report will provide all the tools and skills you need to be able to communicate your value to your customer.

In getting your customer to change and choose your business over the competition you must tackle their status quo bias, remember as human beings most of us fear change, we like things to ‘stay as they are.’

To get your customer’s attention you need to focus your conversation on their unconsidered needs and challenges, challenges they haven’t thought about.

When you compare and contrast their status quo with the downside of doing nothing and the upside of change, your business will be seen as much more valuable.

Here are 4 pointers to get your conversation started:

Share and ask about an unconsidered insight – use the 3Cs to position yourself as a genuinely empathetic partner, share other customer examples, numbers, trends, stories about a challenge your customer has yet to experience.
Show how unsafe the status quo really is – ask your customers about the issues and consequences of doing nothing, considering the new insight and change being discussed.
Contrast the unsafe current situation with the new safe situation – ask about the alternative view, based on positively dealing with the new change and how this will secure the future of your customer’s business.
Prove it – share evidence that backs up making the new change, use customer stories, independent evidence or even the customers before and after own numbers to prove your claims.

Click here to learn how to use these 4 points in your customer conversations to help your customer make the changes needed for their future security and understand the value of your business.

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