What is your definition of Extraordinary Value? Guess what, it doesn’t matter. All that matters is a prospect’s definition of extraordinary value, if you want that prospect to buy from you.
Creating a Value Proposition that Demonstrates Extraordinary Value
It’s not an easy answer to come up with, since it only means what your prospect thinks it means.
Value to a prospective client involves a solution to what ails them. It’s the solution to their hot buttons – the biggest problems, frustrations, fears, and concerns they have when they buy what you sell.
That’s why when it comes time to create a marketing message, a value proposition, that is laser-focused toward your ideal client, you must go above and beyond what your prospects expect in order for them to consider you “Extraordinary”.
When creating a value proposition, you must crawl into the head of your ideal client and analyzed their hot buttons. Identify what it is they want to see happen when their hot button issues charge into their lives. Identify what the solutions are that they are looking for from your business that will solve their problems and concerns. Then ask yourself these questions:
First, “What does that hot button really mean to your ideal client?”
And second, “Does your business presently match that want with an ideal solution?”
If you can answer that second question with an enthusiastic and unequivocal, “Yes, my business offers an ideal solution!”, then congratulations! That’s exactly where you want your business to be.
Unfortunately, these two steps alone are not enough, because simply meeting your clients’ expectations will NOT make your business extraordinary. In fact, if you only MEET the expectations of your prospects, they won’t even notice you. They only notice when their expectations AREN’T being met.
If you really want to meet and exceed your clients’ expectations, you must ask a third question:
“What could you do that would create an extraordinary solution for what they want?”
Look for creative and imaginative ways to innovate your business and improve your business offerings so that they are so exceptional and extraordinary that they will provide not just good solutions, but outstanding and amazing solutions that will put your business in a class all by itself.
Simply meeting client expectations will never build your dream business, attract your dream clients or make them clients for life. Doing so requires you to take this simple third step. When you create your value proposition, keep this in mind and you’ll do terrific!
