Once you know what makes you valuable to others, you’ll communicate more authentically. You'll feel more confident and you'll be more likely to make a positive impression.
The more value you add, the less you'll have to compete on price, and the less likely you'll be to become a commodity.
But how do you know whether your distinct value is being recognized?
Here are five ways to know whether you're adding value:
- You become admired for a noteworthy ability to contribute a specific benefit. Your specific benefit might be deep knowledge, a highly prized skill, special service, or elite network. For example, if you’re a mortgage broker, you find better rates and niche financing.
- People actively seek your opinions. They invest energy in getting your
input.
- You’re worth more than you’re being paid. If you are only worth what you are paid, that’s not adding value. That’s called doing your job. And the more you’re paid, the more difficult it becomes to add value.
- You deliver more than would normally be expected. You go above and beyond the norm. For instance, as a dentist, your fillings are longer lasting, more cosmetically attractive, or less painful than the norm. If you sell medical supplies, you don’t have to try to win in a crowded market by selling the cheapest supplies.
- You are the preferred option, even if you are more expensive or less convenient. Your clients want to work with you, even if you have a long waiting list, even if they have to travel far to see you, and even if they pay twice as much as for your competitor.
Over the course of each day, you create dozens, or even hundreds of messages.
You email your department, lead a meeting, write a piece of sales
collateral… all before breakfast. Your communication has the potential to build
teams, close business and empower countless individuals.
If you really want to add value, don’t just focus on what YOU think is important,
interesting or funny. Instead, think about your recipient, and what they value.
Beauty may be in the eye of the beholder, but value is in the eye of your listener.
The Fascinate System reveals 7 ways to add distinct value.
You use Innovation when you surprise customers with a creative approach.
You use Passion when you quickly connect with customers.
You use Power when you act as an authority.
You use Prestige when you earn respect.
You use Mystique when you think through your plan ahead of time.
You use Trust by establishing dependable track record over time.
And you apply the Alert Advantage when you give details so that they act more quickly.
When you apply your Advantages, your business can be more engaging, more attractive, more memorable – without spending more on marketing or overhead.
Which Advantage will you use in your next communication?
