The way that Value Propositions are typically created often do not work. Why is that, you ask? Because most of them don’t convey anything memorable or valuable when you use them, and most are not about what the OTHER person actually cares about.
I have been concerned about this for years and as a firm, we have focused on improving this for the advisors we work with. The problem has been defined by a study done by Pershing and multiple articles written on the topic.
There are definitive correlations between doing something different, taking potential risks, and finding more success. Have you counted the number of times you have gone outside of your comfort zone? Every day? Every week?
If you go outside of your comfort zone and take even a small risk just one time per day, you could be making opportunities.
What would happen if one day you decide to do something different than what you usually do?
Are you likable? Did you know that the best way to become more likable is by NOT talking? (This is a hard lesson for someone who speaks for a living). But there is a catch; remaining silent is not the answer either. Research suggests that the best way to engage with someone is to get THEM to talk.
When you think about it, this makes perfect sense. Consider this – what does the person that you are having a conversation with care more about – themselves or you?
Numbers don’t lie. But we often lie to ourselves when we don’t know the numbers. Gut decisions are good, but if we can access the numbers to help us make better decisions, the numbers are invaluable.
What numbers am I talking about? I’m talking about results-based numbers, including the following:
1. Future Sales: A number, presented monthly, of new prospects, hot prospects, potential sales, future clients in your pipeline,
Popular advice says that you should create client experiences to get ahead in business. I agree with that, but I do think there is something even more important. The real differentiator comes when you give clients a memorable experience.
What kind of experience is your firm giving to your clients? If you suspect that your clients are not talking about you, it may be time to make a change. To borrow a phrase from singer and songwriter,
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