Have you done a Value Check on your business lately?
I recommend my clients do a check every quarter and a minimum. I prefer they do it every time they talk to one of their customers or prospects.
It is not difficult to check our Value. We simply have to ask the Keepers of our Truth. The challenge is that we forget to do that. We get stuck in a gravity, knowing the value of yesterday is our value for today and tomorrow – and we just keep truckin’.
I’ve been looking at a lot of small-business websites lately – for coaches and consultants to hep small businesses grow. I notice a lot of people are saying the same things, claiming the same value and results – trying at all the same set of prospects – with no distinction.
So let’s review Rebel’s #1 Rules of Business Fundamentals.
We grow our business when we deliver distinct value to a market (or markets) the compelled to buy a from us. Because we solve their problems in a unique and powerful way.
Note the key principles: distinct value, compelled to buy, solve customer problems.
Is that what you’re talking to your customers about? Or are you using the same handwaving, chest thumping, Me, Me Me claims promoted by the rest of your industry?
If you want to know the truth about your value – and how to think that really is – out there and do a check with your keepers of your truth. Say Who? Dont ask your internal folks – go ask your customers, prospects, partners, channels and industry thought leaders.
Value is in the eye of the beholder. In the case of your business – you’re beholders are the people with the dollars.
So get out there and do a Gravity check this week. Here are some ideas to get you started.
- Those 2 new customers you just signed. Go ask them what they see as your distinct value. Ask an open-ended question and to listen to what they say. They most likely see your value and a different light than you do – shut up and listen
- The five customers who didn’t buy from you. Get out there and ask them why they didn’t buy. Ask them what you could have done differently to win their business. Gather their ideas about what would be distinct value that you could offer – and then get hopping to deliver something that’s distinct.
- The customers who stopped buying from you. Go ask them the same thing – why did they stop buying. if it’s because of lack of money – then that means your value wasn’t compelling enough. So figure out what would be compelling enough for them to part with their dollars. What problem can you solve for them that is important – to them, not to you.
We all get wrapped up in running our business, in the day-to-day operations and crises. That’s why it’s so important to schedule a Gravity Check of your Value on a regular and ongoing basis.
Only when we continuously and consciously shift our perspectives – from Gravity to Growth, from Known to New – will we reach for and attain sustainable growth.
So what are you waiting for – Ready. Set. Check!
