What IS value to your prospect?
Quick Tips Videos & Sales & Marketing for Professional Services & Sales & Selling & Value Proposition

What IS value to your prospect?

June 29, 2016

by Tony Vidler  CFP logo   CLU logo  ChFC logo

what is value

It may seem an obvious question; but do you know what IS “value” to your prospect?

 

Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another.

 

Offering water to a drowning man is not helpful, but the same water to a parched man in the desert has quite a different value.  This simple point is often overlooked by professionals when engaging prospective clients, and assumptions are made about what value is to the prospect.

 

The smart move at the beginning of an engagement is to gain an understanding of broadly what value is in the mind of the prospective client.  Then we can engage and provide advice and assistance in the right context for that prospective client, because we un derstand what matters to them.

 

In this weeks Quick Tips video we talk through how you can figure out where value sits for the prospect you are working with, in order to be frame the rest of your engagement with them….

 

Watch the video to learn more…

 

You might also be interested in this related article:
 Here is an easy way to work out how to express the value that you create for clients
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