- Your value statement is arguably
the most important part of your marketing efforts,
and the most powerful way
to sell your business consulting services.
Get your value statement right,
and selling your consulting services becomes so much easier.
So what is a value statement?
A value statement is just that,
the statement of value you promise
and will deliver to your clients.
It's what your services can do
to solve your clients' problems,
help them achieve their goals,
and improve their lives or business.
A value proposition gives your clients a reason
to choose you over your competitors.
Remember, your clients are not buying
your product or service.
They're buying the experience they gain,
and the solution you offer.
A strong value statement makes that crystal clear
and easy to understand.
So let me share a few examples
of some great value statements.
Slack, a project management software,
uses be more productive with less effort.
Lyft, a ride sharing service, uses rides in minutes.
DogVacay, dog sitting services,
uses find the perfect dog sitter near you.
Jill Konrath, sales consultant, uses more sales, less time.
You get the picture.
To be powerful and effective,
a value statement needs to be clear, short,
and focused on your client, not you.
So let's focus on how to build a value statement.
To create a strong value statement,
I like to start with the following questions.
What product or service are you selling?
What is the problem it solves?
And what makes your product unique
or different from your competitors?
If you begin by answering those questions,
it will guide you to creating your value statement.
You can go back to the examples above,
and see how their value statements
could have easily been created using these questions.
Let's look at the dog sitting services, for example.
What product are you selling?
Dog sitting services.
What's the problem you solve?
A perfect sitter experience for your pet.
What makes your product unique or different?
It's near you, convenience.
Now why don't you give it a try?
Take a moment and download the exercise files.
There you will find a value proposition worksheet.
Answer the questions, and see what you come up with.
If you put in a little effort,
you will create the perfect value statement.
Great, how did it go?
Have at least the outline of your value statement?
Terrific, we have one more step.
Creating a value statement is one step.
Now you need to ensure you're using it,
and using it effectively.
A value statement is a marketing tool,
and one that should be displayed everywhere.
Here are three ways to use your value statement.
Number one, on your website and marketing collateral.
Your value proposition should be the first thing clients
and prospects see when they go to your website,
and it should be on every page.
Your marketing materials, one sheets,
and other leave-behinds
should all display your value statement, too.
Having your value statement boldly displayed
will pull the reader into wanting to know more.
And don't forget your business cards.
While your name and contact information are important,
it's not what will make your prospects call you.
Number two, networking.
Your value proposition is how you should answer the question
what do you do?
When attending networking events and meeting new people,
it's a great time to share the value you add,
versus the product you sell.
No one is interested in meeting an accountant,
but most people would love to meet someone
who could help them save money,
earn more money, and have more piece of mind.
Number three, social media.
Putting it in your bio, your headlines,
and as part of your profile will help visitors
and connections understand what it is you do,
and how you can help them.
Best of all, you'll be differentiating yourself
from so many of your competitors on social media.
Remember, your value statement
helps your clients understand what you do,
and helps you clearly showcase the problems that you solve.