One of the most difficult challenges in our personal and business lives is communicating value. There is an art to providing value; it is learned behavior that focuses on others, their needs, and is worth something to them. All too often in today’s business environment, there is a presumption of value. Making an assumption like this is slippery and a colossal waste of time.
For almost four decades I have provided clients with some variation of products and services. What I have learned is that the perceived benefits we think are important mean nothing without showing the client what value you have for them.
On the receiving end of pitches or proposals, I have trained myself to first say so what? “If the product and services offered do not have personalized value for me I am not interested in further discussion.” It is that simple.
There are thousands of life and business coaches out there telling us how important it defines our brand. Without denigrating them and some are hacks, telling another human what you do is the opening move in the game of life. More importantly is the ability to define what we do and convey the potential value of our work to others. Ladies and gents, that is how we are ultimately paid.
Building lasting relationships is not only dependent on creating value but also being ethical in all dealings. There is little room or time for complacency; able competitors will eat your lunch.
My friends, please remember this: respect, consideration, and courtesy matter a lot. Treat others fairly, decently, and equally. Build your moral compasses carefully and always monitor them daily. You know the battle cry: do your best each day. No one can ask more or less from any of us.
All the best/blessings, Mark
