For
the folks who want a little more help, but still want to do it
themselves.
Starter Kit Intro:
More than just testimonials!
Many people come to this site in search of the perfect testimonial. Here is the good news: You can find exactly how to get what you need on this site. Here is the even better news: You can harvest a great deal MORE value from talking to your customers than just testimonials alone.
How to use this starter kit. This starter kit is just that -- something to get you started on your way toward harvesting the value of your clients. It is not meant to be an exhaustive treatment or to turn you into an expert. But if you start this process by going through each of these three modules and really listening to the examples given, you will be well on your way.
There are three modules. Each module will emphasize a particular principle, but you should also notice that each example we study is somewhat self-contained. Each one includes a GREAT testimonial/success story. As such, it will contain most of the core client value conversation principles. But each example has been carefully chosen to illustrate a specific principle so that you can see how these stories can help you market way beyond the value of the testimonial itself.
Basic Client Value Conversation Principles:
(Click on each blue link to see page)
Establishing Your Client-Based Unique Selling Proposition (USP)
CFO Pro Case Study
(Click Here
to View) Almost every marketing book you read will
tell you that you need a Unique Selling Proposition. And most
people try to develop this by asking themselves what they do that is
valuable. But who knows better what your true USP is than the
people who are willing to pay you money for those services!
Although your clients are the best judge of your Unique Selling
Proposition, you still have to drag it out of them and shape the
proposition so that people recognize the value you provide. That
means getting to the real PAIN your customers have so that we see how
your solutions work for them.
"Do the
Math!" -- Value Selling
CMIT Solutions Case Study
(Click
Here to View)
Capturing your Raving Fan's stories in which you "Do the Math" to help
them discover the real value of your services not only creates powerful
testimonials, but also teaches you how you can sell your next prospect.
Just imagine how much easier it would be if your clients closed every
sale for you. Just imagine if you never haggled over price. Just
imagine if you actually enjoyed the "sales process" -- because it was
not really a "sales process" at all. It was simply a low key, but
exciting, exploration of your clients' real needs. Study this call
and you will begin to see the vision of "Selling Value."
Overcoming Prospects Objections
CEO Focus Case Study
(Click Here to View)
Your customers were once your
prospects. And as a result, they understand how your prospects
think better than you do. When you dig into your value proposition
with your best customers – especially if you
ask tough questions – you will overcome your
prospect's objections before they have a chance to sink your sale.
Best of luck with your first Client Value Conversations!
