by Tony Vidler
It may seem an obvious question; but do you know what “value” IS to your prospective clients?
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. Or what is valuable at one time is not valuable in other circumstances.
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….