Have you ever felt stuck when it comes to growing your service business? For example, you feel that things are stagnant or perhaps just not going as well as you’d like. If your answer is yes, then chances are that you have been doing the same thing over and over again and expecting a different outcome. That’s called insanity!!
You know you need to make a change but you are not exactly sure how.
All of us in business have at one time or another felt this way. Most people in this situation ask themselves…”What should I do?” “What should I do to get better results?” The truth is this is a poor question to ask. It is a poor question to ask because it is a disempowering question.
Disempowering questions seldom give us new insights or perspectives that lead to real change. This is because our mind always tries to find a way of answering our questions. When you ask yourself “What should I do to increase service sales?” you come up with a million different answers. One answer may be advertising, so you spend money on advertising only to find that it doesn’t help. You may again ask yourself, what should I do to increase sales, and your mind answers…”invest in Search Engine Optimization (SEO)”. You invest in SEO, yet still you observe little or no improvement.
You continue to ask yourself the same question over and over again and get answers like do more networking, do thought leadership marketing, do price discounts . . . but still no improvement. Soon you find yourself running around in circles doing different things. You keep doing more and more different things in hopes of getting better results but nothing happens. That’s crazy! If you keep this up, soon you are likely to hear a small voice inside your head say “Woe is me, what should I do, I don’t know what to do, poor me!”
Poor you is right!
Can you see why asking yourself “What I can do to increase sales?” is a disempowering question? Asking this type of question creates a vicious cycle that you have to break before it breaks you. You can break it by learning how to ask empowering questions. The most empowering question you need to ask and answer if you are trying to grow your service business is, “What value does my company bring to the marketplace?” In other words, what is you value proposition?
The truth is you can’t improve your sales until you are clear about the value you provide. Without a clear value proposition, spending money on advertising, incentives, networking, and other forms of marketing is throwing good money after bad.
In order to define your value proposition you have to answer 3 additional questions:
- Whom do I serve?
- What problem do I help them solve?
- What results do I help them achieve?
These answers provide input to the value proposition formula, which goes something like this…l help X, solve Y, so that Z. Here, X is the answer to the question, whom do I serve; Y identifies what problem you help them solve; and Z clarifies the results you help them achieve.
For example, my value proposition is, I help service managers and executives gain access to new perspectives, strategies, and insights about service management so that they can increase sales, boost profits, and delight their customers.
Once you determine you value proposition and consistently apply it you’ll achieve better results:
- You’ll gain clarity about whom you help
- You’ll be more certain about how you help them
- You’ll be more effective in finding more people like them
- You’ll find yourself working with people who really understand and appreciate the value you provide them
- You’ll close more sales
Remember, if you are feeling stuck in your business or career, and nothing seems to be working, you are probably asking yourself disempowering questions. Break the cycle of despair by asking empowering questions, instead!
Now it’s your turn. Complete the value proposition formula (I help X, solve Y, so that Z) and share it with us in the Comments section. We’d love to learn what you’ve developed and how you think it has helped or will help you company get more business. If you need ideas about what to do now that you’ve developed your value proposition, schedule a free consultation today.