Value Is What Matters

Written by Diane Helbig

Henry Ford said, “Wealth, like happiness, is never attained when sought after directly. It comes as a by-product of providing a useful service.”

In other words, when you focus on providing value, people respond. I’ve spoken with many new, small business owners who wear many hats. While they understand their product or service completely, they struggle with the sales process.

It seems they have preconceived ideas based on their own experiences of salespeople. You know the ones – they’re dressed to the nines, have nice (though probably large) jewelry, are aggressive, pushy, and loud. Most of the time, they’re the last person you care to deal with. However, they’re also intimidating, almost larger than life.

Where do you think the phrase, ‘buyer’s remorse’ came from? It came from people who were pressured into buying something they really didn’t want or need.

No wonder these small business owners feel trepidation!

Well, fear not. The key is in your focus. When you focus on adding value, on providing a useful service, people will perceive you as someone who cares about them. Wouldn’t you rather do business with someone who was focused on making your life or business better?

So, how to make that happen. Consider this:

1. You started your business because you thought you had a product or service that would benefit other people, or other businesses.

2. You need to get that message out.

3. You don’t like dealing with pushy, aggressive salespeople who are only interested in making the sale, so you don’t want to be that kind of salesperson.

4. You have to find those people/businesses who can benefit from your product/service.

Now that we’ve laid the foundation, there are three simple principles to follow:

1. Put yourself in front of people. This includes the people in your circles of influence.

Your first circle includes: friends, family, parents of your children’s schoolmates and teammates, and fellow church/synagogue members.

Your next circle includes: people you grew up with, went to college with, lived near if you’ve moved during your adult years, previous clients, and old co-workers. As you can see, this circle is removed a bit. That’s okay. Remember, even if they can’t use your product or service, they may know someone who can.

Create circles: attend local networking events, join a business referral group, join local associations relevant to your business, join some sort of social action group like Kiwanis or Rotary, join internet communities.

2. In the circles you’ve created, set your goals on learning as much as you can about as many people as you can. Show genuine interest in them. When you are interested in others, they’ll be interested in you. If you can help them solve a problem, do it; even if it means pointing them toward someone else’s product or service. You’ll be seen as someone who adds value.

3. Educate – don’t sell. Assume that the person you are talking to doesn’t have a need for what you have to offer. They simply want to get to know you better. When people ask you about your business, explain it, don’t try to sell them on your product or service. Emphasize the benefits, not the features – what is the VALUE of your product/service. Speak about your business with the passion you truly feel for it. Passion is contagious!

If you follow these three principles, your focus will be on adding value. This will resonate with people. Even if they have no need for your product or service, chances are they know someone who does. You’ll find business you weren’t even expecting!

Diane Helbig -
	Diane Helbig is a Professional Coach and the president of Seize This Day Coaching. Helbig works with salespeople, small business owners, and entrepreneurs, helping them realize success as they define it. Diane is also the Co-Founder of Seize True Success, a coaching practice dedicated to working with franchisees. Diane is a Contributing Editor on COSE Mindspring, a resource website for small business owners. To learn more or schedule a complimentary discovery session, visit www.seizethisdaycoaching.com or www.seizetruesuccess.com. Read More >>
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