Written by: Vickie Sullivan  |  January 24, 2023

Chances Are You’re Positioning Your Value Wrong

You know what makes your work valuable. The challenge is getting buyers to also see your value.

You might think spreading the word about the value you offer is enough to get buyer agreement. Unfortunately, that doesn’t work. You must do more than offer simple explanation about your impact. Here’s why:

• A lot of other people make similar claims. When everyone has glowing reviews, buyers don’t see that accolades as being any different. Instead, use numbers or meaningful statistics to demonstrate your value. There’s a big difference between “we grow revenue” and “our clients report 30% top line growth within nine months.”

• Simple explanations don’t translate to on-the-ground impact. Your description may be enticing, but the buyer can’t discern specific benefits. The clever wordplay is meaningless. Outcomes are a given; the specific impact on getting those outcomes is the differentiation.

Listen: The Biggest Mistake People Make When Describing their Value in Sales Conversations  

In crazy-crowded markets, solutions start to look the same to buyers. Clever word play isn’t enough to get you exploratory conversations with buyers. Instead offer specific, tangible outcomes. Doing so can help you stand out and cause potential buyers want to reach out.

Now Read This:

• How to Position Your Buyer’s Problem in Just 2 Steps
• Your Position of Power: Packaging Your Expertise for High-Fee Markets