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Strategic Advice - Your future envisioned
- 1. Strategic Advice Consulting John Alderman Innovative Applications, Inc.
- 2. Finding your ‘Uniqueness’ What is 'Uniqueness'? It is the value that your bring to others. 2
- 3. What’s Your Value? Value >> Cost = Sale Value is measured by the client/customer. Increase value by providing solutions: Defined Products or Services Creative custom solutions (high value = high payoff) 3
- 4. Deliver Value & Get Paid! Trust - Your Unique Asset Resources - How you deliver value Pricing your value Proposing and Closing Face delivery only! Don’t cut your price! 4
- 5. How can I help youdiscover your value? My 'Strategic Advice Consulting' Package We meet over coffee, I learn about you, and your dream. If we agree, we schedule another meeting: I will send a summary of what we talked about You will have things to think about – ‘Homework’ At second (& more) meetings I review your issues Ask about ‘homework’ & suggest new actions At second meeting, I will give you an invoice, which you only pay if my value is greater than the cost! 5
- 6. How is this working? A CFO is rebranding himself Massage Therapy group has 1st marketing plan Tutoring Service found their market and are growing. Real Estate agent has found a profitable ‘niche’ An export company has 3 projects I am advising. 6
- 8. 770-315-2078
Editor's Notes
- Everyone has problems!My specialty is ‘outside the box’ creative solutions to your problemsI call this ‘Strategic Advice Consulting’
- Joke: How do you catch a one-of-a-kind rabbit? Answer: Unique up on it!
- You only sell something when it is valued by someone else more than it costs them!How do you measure 'value'? When you do something that someone else appreciates, and wants more of, you have a measure of the value of that action. This is true of products, services, interpersonal relationships, and your lifestyle choices.How do you increase your value to others? You listen to their needs (another word for problems), and provide solutions to them.Many times your 'solution' is something you already have (a defined product or service)Other times, you must be creative in making a solution that is unique - these are usually the most valuable solutions (i.e. you can get paid more for them).
- Trust - Your Unique AssetWhen you are a business, you are a 'known' quantity, that is, those that know you trust you to act in a consistent and predictable way. Your 'trusted' reputation is your most valuable asset and you must guard it carefully!Resources - How you deliver valueIn order to provide value, you have to have resources to do the actual work:The costs of these resources (expenses to you) must be covered by the value delivered to the client/customer.Pricing your valueThe price of your value depends upon several things:How well your solution stacks up against the purchaser's other options (including competition).Pricing is tricky:The real key is understanding what the purchaser's alternatives are and pricing so that your offer is less than the others, but are enough to cover your resources. Proposing and ClosingIf you have a well defined product or service, your proposal and sale are relatively straightforward. The customer/client either wants your value or he/she doesn't.If you are proposing a custom product or service crafted for a specific client, you must prepare a proposal that meets all the issues previously discussed, and include a well reasoned price and payment schedule.Never, never deliver a proposal to a client in other than a face-to-face meeting. You must be there to deal with the client's stated (and often unstated) objections, before they become deal killers.if the client objects to the price, you must NOT cave in and lower your price for the same result you propose. This destroys your credibility (trust)!You may, however, offer to change the scope of the work, which will have an appropriate price. Note this is different from changing your price!
- I have a 'Strategic Advice Consulting' Package - Here is how it works:You and I have 'coffee' meeting (I am at ROAM on Mondays) in which I learn about you, your uniqueness and capabilitiesAfter this (and subsequent) meetings, I will email you a summary of what we discussed, with my recommendations for action, and suggestions for things you need to think about - 'homework'.At the second and subsequent meetings (usually about an hour), I will review your homework, and make suggestions on how you can improve your value delivery.At the second meeting I will also present an invoice for my services, which you are urged to pay, only if you value my advice more than it costs.
- How is this working? I have a number of clients:A part-time CFO who is rebranding himself as a 'Financial Strategy Consultant' specializing in helping small to medium sized company owners survive after a financial crisis,A massage therapy group that has a marketing plan (first time in 16 years) for a new piece of equipment.A tutoring service that has discovered how to market to parents and grandparents of middle and high schools and has expanded their client base as a result.A real estate agent who has a targeted market that others have not discovered.A construction equipment exporter has 3 projects that I have advised him on.
- This is how we begin to turn your ‘Uniqueness’ into your dream.