Values to Value

If you thought from the title that I’m about to tell you what your values should be, you’re going to be disappointed.   I can’t tell you what you ought to value, that’s something entirely personal.   Each of us has different priorities, different things that drive us to do what we do.    And even if I was arrogant enough to attempt to impose my values on you, the meaning I attach to the words would be subtly different to yours.
We each have a unique experience of the world.

What the title of this blog means, is that it’s only by understanding someone’s values, what’s truly important to them, can we really add value for them.  So if we’re offering business services, we need to find out what’s important to them in the context of their business.  For example, is it all about money, or lifestyle, or even contribution? (see my poll on this subject here) .  Or if we want to offer them products to improve their health, we need to know what’s important to them in that context – big muscles, good sleep, clear skin, balanced diet etc.

We may have the best widget in the world, something truly exceptional, but if it doesn’t provide what our clients and customers value, it won’t add value for them.  And it’s only by adding more value to our clients than they pay that we can justify charging them money.  There are a number of ways to elicit someone’s values in a sales context, ranging from asking them straight out, to listening to their language and playing it back to them, watching for the tiny giveaways that indicate their deepest values.  And then you can show how what you offer will fulfill those values.  Sales trainer & coach Dan Storey taught me about that recently.

At Chris Howard’s seminars I’ve learned a good method of eliciting my own values , and if you follow the link below, you can download an audio I’ve recorded, guiding you through it.  It takes 10-15 mins, and you need to be in a quiet place where you won’t be disturbed.

Click here to access the Values Elicitation download.

About Andrew Horder

Founder of the blog at TheBusyFool.com, Andrew has been working with business owners for many years, helping them find and maintain their unique Focus - those activities and opportunities that they love, and will produce their success, what Andrew calls your Joyful Genius! Andrew's first book, The Busy Fool's a to Z of Loving Work is available from Amazon http://andrewhorder.com/amazon-azlw
About The Author

Andrew Horder

Founder of the blog at TheBusyFool.com, Andrew has been working with business owners for many years, helping them find and maintain their unique Focus - those activities and opportunities that they love, and will produce their success, what Andrew calls your Joyful Genius! Andrew's first book, The Busy Fool's a to Z of Loving Work is available from Amazon http://andrewhorder.com/amazon-azlw