Understanding and Communicating Your Unique Value

Q: What do you find salespeople, business professionals most struggle with today?

A: “Understanding the value of the service/product they offer. Believing in the value of their time as well as their prospect’s.”
— Nahme Chokeir, Vice President Client Services

I typically give the group a couple minutes to write down a few notes and then ask them to share. The responses most often include words and phrases like…

World class • Customer focused Competitive price • Cutting Edge Full Service • Quality Passion • Exceed Expectations Customer is King • Market Leader Innovation • Value-Added Strategic • Full-Service Out of the Box

Do any of these sound familiar to you?

The following are examples of value statements shared with me by clients and pulled off the Internet.  As you read them, ask yourself, what does it mean and what would it mean to a prospect if they heard this?  Then, look at your own value statement and ask the same.

(Company names have been changed to avoid complete embarrassment)

“Our success is predicated on our ability to integrate our functional expertise in client services with our profound methodologies and industry experience. Our approach and process is complex and cohesive but the end results are simple. We gain market share for our clients, increase revenue and deliver substantial ROI on every engagement.”

“Bingham Associates offerings and our depth of experience reflect a commitment to improving performance. We offer a broad range of consulting services, behavioral and process skill models, and development experts with extensive backgrounds in designing solutions that support your strategies for growth.”

“Elite Management Systems is the premier provider of industry information systems. We support and sell the industry’s most comprehensive suite of software.”

”The stability of AMS solutions is legendary. We are supported by a dedicated group of well qualified people.”

“Advantis Healthcare provides society with superior products and services by developing innovations and solutions that improve the quality of life and satisfy customer needs, and to provide employees with meaningful work and advancement opportunities, and investors with a superior rate of return.”

Blah, Blah, Boring. What’s really different or unique about what you do? Often the best way to speak to this is to talk about why your clients hired you – what was going on for them in their business situation, what kinds of challenges they were facing or opportunities they were looking to capitalize on, what were they open to, and how did you help them change?

If you would like to talk to us about your unique value, Contact Us,
or if you would like to share your own example add your comments below.