Tip of the Week
05-18-2012 Provide Extraordinary Value
Coach Andrea’s Intro
“How can I build my sales pipeline?” This is a question that a number of my coaching clients asked recently as we are getting close to the end of the first half of 2012. One source is your existing client base. There may be additional services they need from you and/or they may refer you to other people. The likelihood of their providing these leads is based on two things. First, you ask. Second, you have provided great value. This week’s Tip focuses on the second point.
Quote of the Week
“Price is what you pay. Value is what you get.”
~ Warren Buffett
Provide Extraordinary Value
By Michael Schantz
Extraordinary value is defined as giving clients or customers three to ten times the amount of value as our fee would dictate. Leaders who embrace this practice enjoy a superb competitive advantage. They know that if their organizations provide this exceptional value to clients, they will have few real competitors.
The spirit of service is the ability to make a contribution. The greater the contribution, the greater the value received. Companies that deliver extraordinary client service care about clients’ businesses as much as they do. As clients receive extraordinary value, they become continual sources of referrals. Person-to-person referrals are often believed to be the most effective form of new business creation (Schantz, p. 83).
From: Schantz, M. (2008). 75 principles of conscious leadership: inspired skills for 21st century business. Bandon, OR: Robert D. Reed Publishers.
Reprinted with permission from the OSU Leadership Center, Ohio State University, Columbus, OH 43210, (614) 292-3114, http://leadershipcenter.osu.edu/
Coaching Call To Action
Where are you creating the biggest value to your customers? How do you know? What is one action you could take this week to increase your value? Will you take this action?
