August TONE-SETTER: Don’t focus on services, lock in on VALUE
VALUE: ”Fair return or equivalent in goods, services or money for something exchanged.”
*Value in business must be interpreted NOT by the input you provide via products or services; rather, by the outcomes realized in terms of what improves the condition of others. A self-disclosing example:
*Companies couldn’t care less that our firm offers presentation skills training, that’s an input: They want more influential communicators who drive company performance and win client business. That’s an outcome realized, one on which companies are willing to invest.
*There's nothing distinctive about us offering leadership coaching and team-building facilitation for executives. We may think these sound good in our own shops, but these are just more benign inputs. The value realized from these services should be reflected by leaders who can align organizations more effectively, teams who create higher trust, stronger morale and managers who implement smarter and more innovative decision-making.
*Does your business focus more on inputs (what you create and sell) or outcomes (what others get from working with you)?
*My experience in working with countless groups of executives and sales managers is they are caught up far more on the input side than they ever realized.
*Focus on outputs, always get feedback on how you can make more compelling value propositions and you’re likely keep your head up when things are down.
****Remember this: What we do, few care about. How they benefit, everyone cares about.
No comments:
Post a Comment