Posts Tagged ‘Value’

Many people go out of business because they have failed to align their product with what the market demands – and with what their inner selves demand.

Many times, businesses need to endure a breakdown before a breakthrough can be felt. Sometimes, the bad times are the only times that spur the need for positive change. In other words, even if you're struggling with simply "making it," there's plenty of hope.

I know you want an endless supply of customers – a flow that's as intense as you're willing to handle. But there's an important element to consider before moving forward. You must ensure that any success you've experienced to this point isn't just a symptom of luck. I like to say that even a broken clock shows the right time twice a day. If you glance at the clock randomly, there's a chance you might get the right time. And if you do, you might be fooled into thinking the clock is working. But it's not.

You have to make sure that people are coming to you because of the one-of-a-kind value you've offered them, not because they've stumbled upon you.

There's no denying that you have a treasure trove of valuables to offer. You have gifts, talents, and abilities that are guiding you toward your perfect mission. You know there are people out there that would greatly benefit from what you have to offer. But when you can't find those people, or they can't find you, it can be a painful disappointment. Because your venture really is your calling, right? Or isn't it?

Every business owner has a calling, and to truly find success in that calling, that business owner needs to be assured that their distinctive abilities are made apparent by that business.

Often, your attempts at furthering your business aren't the problem. Instead, it might be that you have missed something that's fundamental to attracting clients: finding that one thing that only you can offer, and that consumers are looking for.

If you are passionate about something, and it happens to also be a God-given gift, then somewhere in the world, there is a demand for that service. God isn't wasteful. He wouldn't give you something and not create an equal and opposite need for it.

Your challenge is to find the channel through which you can deliver your true value to those who need it. Frederick Buechner defines vocation as the place where passion meets the world's greatest hunger. This is a beautiful statement. It reinforces the idea that we're all here to do something or be someone. Unfortunately, it doesn't tell us how to make the connection, or how to keep ourselves in business.

To get a better grasp on this channel, take the time to reflect on you. You are a vehicle for delivering the gifts that the world is waiting for. Put your gifts in writing, and assess them. Then ask yourself these questions:

• How do my gifts complement one another?

• How can my talents be combined to create something unlike anything the world has ever seen?

• Does that combination meet a need?

• If not, can I find a legitimate need?

• Or do I need to find a new and different recipe for those gifts, based on a need I know I can satisfy?

Carving out your vocation using the talent and need factors will go miles to pull your business through adversity. In times of adversity, luck is nowhere to be found…but true value never dwindles.

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at

When you're marketing your product, you must spend some time establishing your product's value. Before you explore pricing with your sales prospects, you must convince them that your product is truly valuable for them. They need to feel like they want your product, or no price tag will make them buy. If you do a good enough job of presenting your value proposition, you can charge far more than you think you should charge, because you're letting your product sell itself; you're not relying on the price to sell your product.

Establish a Problem
First, you must establish a problem that your potential prospects face. For example, one of my students offered pain solutions for back pain sufferers. In her case, the problem that her clients faced was back pain. Think about what you're trying to sell, whether it's a seminar, class, or product, and what problem it addresses. That's the problem you want to establish in your sales material. By introducing the problem that your product solves, you're setting yourself up to provide the solution.

Show How Your Product Solves the Problem
Once you've established the problem, show your potential prospects how your product solves the problem. For my back pain student, her product reduced and eliminated back pain - chronic back pain that her clients simply couldn't eliminate. Talk about how your product does what it does, and what your client will gain by utilizing your product. If possible, talk about other solutions to the problem, and why your product does it better.

Add Testimonials to Build Value
If you have them, this is a great point to add testimonials. After explaining how your product solves a problem, let one of your clients show the value of your product by including a testimonial about how they had success with your product. For pain sufferers, a good testimonial might be someone saying something like "I had back pain every day before I used this product, but after only a few days, I'm pain free! No more expensive chiropractor visits, endless pain pills, and living every day in pain!" Adding testimonials helps to build the value of your product and add credibility.

Quantify What People Gain

Don't assume that people will inherently see the value in your product once they know what it does. You have to tell them why your product is good. Quantify what they gain. For back pain sufferers, they gain an end to back pain. But they'll also be able to stop spending a lot of money on expensive chiropractor visits, pain pills, specialists and other expensive pain-related products. Spell all of this out to your prospects so they'll see what they gain in writing; don't just expect them to figure it out for themselves.

Present a Value Proposition for Every Product
You must present a value proposition for every product you sell. Whether you're selling e-books, coaching programs, seminars, workshops or physical products, you must always establish a value proposition. If you do it well, your product will sell itself - you won't have to convince people to buy, because the product will convince them!

You are in the perfect place at the right time, and you were given your talents and your life experience for a reason.

Of this, I am positive. And you need to be positive about it too.

Do you recall the devastating tsunami in Sri Lanka at the end of 2004? There was a Swedish woman on the beach that day who became known as "the angel on the hill."

She noticed the first part of the tsunami - the warning. She observed that the tide went out really quickly and was revealing the seabed. It so happened that years before, she had been working as a journalist and had done a broadcast in Hawaii about the impact of tsunamis.

At that moment, she was one of the few people that recognized and understood what was happening. She was able to warn many people to get off the beach immediately. Who knows how many lives she saved just by that action?

After the two waves subsided, people were in shock, and many badly injured. They assembled for safety on this hill, where this same Swedish woman tended to many injuries. It turned out that she had completed two years of a medical degree a few years earlier.

Though she wasn't a qualified doctor, that two years of training had given her just enough knowledge to save many lives.

And, here's what I want you to take away from this true story.

She had been a journalist and that hadn't worked out. She had gone to medical school and that hadn't worked out. And quite possibly, up until that day in her life, she may have had well-meaning friends and relatives and colleagues saying to her, "You're in your 30s now. When are you going to get your act together?"

She had obviously tried a few different careers that hadn't played out in the way she probably expected them to. But, from another perspective, she had the perfect training to save lives that day.

So, stop being so hard on yourself. Stop lamenting the things of your past or thinking they were a waste of time, or that you're a failure for not following through on them. So what if you've lost interest in a promising hobby you might have had as a child. It's no big deal if that musical instrument fell by the wayside when you got older.

Don't beat yourself up over it.   Stop looking at these things as though you are a quitter or that you lack commitment.

How about looking at them from a different perspective? How about seeing everything that you've done in your life, and every single thing that has happened to you up until now, as the perfect training for adding the most value to your life today?

What greater value could that Swedish woman in Sri Lanka have had than to save the lives that she did?

You are in a position to add value, too. Don't use your past as an excuse or justification for not moving forward. You need to look at your past in a different way. You have the perfect training to get started on what you want to do in your present. Your past experiences are all signposts leading to the next step, the next place you need to go.

You have a brilliant foundation to build upon right now.   So Step UP!, take action and move forward to where you truly want to be.

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