What value do you add?
I often meet with individuals who are looking to form a start up. They usually have some technology that they believe will make them a lot of money. Often they are sure that they can sell it because it sounds cool. A more important question, however, is what value do you really add. Even if you can sell it initially, your company will quickly fade if the customer does not feel like you have really added value weeks or months later. Rather, they are likely to feel like they got sold a bill of goods and be wary of buying from you in the future.
While all of us want to bring in the next big sale, big contract, or big client, we should decline if we do not provide a real value add to the client. At times I have earned far more client loyalty by telling a client that I am not the best person for a particular job and referring them to the person that is. If a client knows that you will steer them to the best solution for their problem - even if it is not you - you will get the first crack at their work.
No matter what sell, you should periodically ask youself. What value do I add? If it is not what you want it to be - change. It also helps to ask your clients what value they see in you. Thus, you can better serve your clients - and refocus on where you really add value.
While all of us want to bring in the next big sale, big contract, or big client, we should decline if we do not provide a real value add to the client. At times I have earned far more client loyalty by telling a client that I am not the best person for a particular job and referring them to the person that is. If a client knows that you will steer them to the best solution for their problem - even if it is not you - you will get the first crack at their work.
No matter what sell, you should periodically ask youself. What value do I add? If it is not what you want it to be - change. It also helps to ask your clients what value they see in you. Thus, you can better serve your clients - and refocus on where you really add value.
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