What do your customers value about you?
This is a question of the value someone gets from you even before they hand over their hard earned for whatever you’re selling. What is the value of their contact with you? When they engage with you or your business, they should believe that it was a valuable use of their time instead of lamenting, “There goes an hour of my life that I’ll never get back!” Establishing this value is the cornerstone of building long term, trust based relationships.
What value do your customers get from your product or service?
This is a question of transactional value. When they buy from you, are they saving or earning more money as a result? Are they saving time? Is it solving a critical problem, making their lives easier? If the answer is “none of the above”, you lose.
What is the specific and unique value your customers get from you?
This is the most important value question of all. Many good businesses fail to reach their full potential because their customers don’t clearly recognise any level of value that they can’t get
elsewhere. Competing based on what makes you different to the alternatives is the best way to achieve long term success and ensure your customers value their relationship with you above any
other factor. And that is a valuable asset for any business to own.