Understanding Value

Inside the Grand Bazaar My friend, Anthony is one of the best salesmen I’ve ever met. Whenever I ask him the key to selling, he says the same thing every time without hesitation: “Sales is about creating value.”

Understanding Value

My universe has shifted into amazing alignment lately. Ever since ferreting out what I REALLY know how to help people do better, and how that will add value to their lives, I’ve been on fire. And even then, I started like I usually do: with a bad first attempt. But now, my Owner’s Path course is going to really be my best ability to add value back to your life.

But what does that mean?

Value comes from helping/serving others in a way that improves their world. When I promote my fitness challenge, I’m not just pushing shakes on people. I’m helping rework their meal plans, rework their fitness efforts, and building in the mental stuff that everyone skips along the path. Selling something isn’t adding value. SOLVING something is.

Solve Your Buyer’s Challenges

I’m listening to Jacq on a phone call with someone who purchased The Owner’s Path. This person has a LOT of food challenges. She wants to get her health in order, because it’s getting in the way of getting her business in order. That’s what she needs. She could care less if I teach her how to make her business succeed, because right now, LIFE isn’t really where it should be. So that’s what to solve.

You’re in business to make money. Yes. That’s very very true. But you make money by solving challenges. You make money by making your buyer the hero. You make money by adding VALUE to that buyer’s experience.

Think About This When YOU Buy

I recently attended an advanced communications course led by Tamsen Webster and her colleagues at Oratium. The course cost well over a thousand dollars for a 1.5 day seminar. Now think of what you just did in your head. “Really? That’s a lot of money.”

That course has changed EVERYTHING about how I communicate and will make ALL my communications in the future on stage, in books, in this blog, Everything.

If I were to PRICE the VALUE(!!!!) of this course, it’s probably $100,000 to $500,000. You could say that I just ROBBED Oratium, because I’m going to translate that course into half a million or more in revenue.

That’s the story. That’s the goal. That’s what I want you to leave today with.

I want you to think: how am I adding value, and I want you to think what do I do when I consider the price versus value of something?

How will I add value to your life? Through The Owner’s Path. See you there.

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  • http://lucychenfineart.com/ Lucy Chen

    I wish my paintings can bring light to people’s life. I wish that’s how I add value :)

    • http://www.chandlercrawford.com/ Chandler Crawford

      Your paintings can and will add value. Have the confidence to place them in the perfect spot, know their great, and everyone else will believe they are great too!

      • http://lucychenfineart.com/ Lucy Chen

        Thanks Chandler. I have confidence in myself and my work, though perhaps not perfect confidence. But I know as long as I keep painting, I am getting better every day.

    • http://www.thewritedesignco.com/ Marcie_Hill

      Lucy, I’m a writer and I feel the same way. You have to exude enthusiasm (got this from Napoleon Hill) when you discuss what you love even people don’t VALUE what you do. There are people that will value and pay for what you do but you have to be enthusiastic, optimistic and patient. Trust me on this one.

      • http://lucychenfineart.com/ Lucy Chen

        I know and I agree. Thank you, Marcie.

  • http://www.chandlercrawford.com/ Chandler Crawford

    Adding value is the number one thing I learned when I started the journey of building a platform. Listening to Michael Hyatt’s podcasts and interviews with you and Jon Acuff and Gary Vee. It’s about providing something life changing for the audience, however, small it may be. It’s a hard thing to do sometimes because it’s easy to feel like there aren’t any new good ideas. But adding value doesn’t have to be from something totally original, it just has to be presented in an engaging way.

    I heard something last night for the first time ever. My wife and I were at a marriage bible study and the leader told us about a verse that I’d heard several times before, but he related it to marriage, and I felt like I had been flipped upside down on my head. It was an “Aha!” moment.

    Thanks, Chris! Great stuff as always.

    • http://chrisbrogan.com/ Chris Brogan

      GREAT example, Chandler. Sometimes, it’s something we’ve seen in different ways for years, but someone FINALLY brings it home.

      • http://www.chandlercrawford.com/ Chandler Crawford

        Thank, Chris. It’s amazing how it happens.

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  • http://thestartzone.com/ Pedro Mendes

    Exactly. It’s not how much you charge but how much value you provide to others. Great post as always Chris.

    • http://chrisbrogan.com/ Chris Brogan

      Thanks, Pedro. Means a lot to me. :)

  • http://www.twitter.com/danieldecker Daniel Decker

    So true. I think it’s also important to remember that value is subjective and often perceived. Some will try to discredit it, others will buy in happily. Like the note above about “some” people going “Really? That’s a lot of money.” Not everyone will recognize the value, at least initially but if we serve and provide value (and solutions) that exceed the cost… eventually that words spreads…. and then one day someone like Chris Brogan blogs about that value and how amazing it truly is.

    • http://chrisbrogan.com/ Chris Brogan

      Yessir, Daniel. That’s the thing. Sometimes (always?) a third party endorsement makes all the difference. Hmmm. I need to do that even more often.

  • http://www.marketingfunwithmike.com/ Marketing Fun With Mike

    Great post Chris and a wonderful way to look at the value you are attempting to provide. It definitely gave me some sparks and ideas as I rework a few things…and having had the pleasure of seeing Anthony both personally and professionally on the regular the past three or four years you are right…he is the best at what he does!

    • http://chrisbrogan.com/ Chris Brogan

      THAT’s what matters, Mike. I’m super happy to hear it. :) And hooray, Anthony. :)

  • http://www.postplanner.com/ Scott Ayres

    That’s good stuff right there…

    • http://chrisbrogan.com/ Chris Brogan

      Why thanks, sir. :)

  • http://www.DigitalSalesDoctor.com/ Brock Butler, D.Sc.

    Hi Chris, Eight years ago I unfurled my “freak” flag, quit a high-paying career in enterprise software sales, and set off on a quest to discover the science behind the sales and marketing revenue process. After four decades of sales and marketing, multiple degrees, and eight years of research… guess what? The answer is “customer perceived value”. The science that snapped everything into focus was Lean production, also referred to as Lean thinking. “Anything that doesn’t create customer value is waste and should be eliminated”. (FYI. I read “Freaks shall inherit the earth”. It was a great help to me. Thanks.)

    • http://chrisbrogan.com/ Chris Brogan

      Thank you, Brock! That means a lot. : )

      And you’re right. I’m trying to relaunch something and I’m still having trouble dialing that in.

  • http://ezymeetz.com/ rikeysmith

    We are now in the time where people knows more of a price than value which is sad because services and products can be subject to deteriorate.

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    my Aunty
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    Allison recently got a nice 6 month old Jaguar by working from a macbook.this website C­a­s­h­f­i­g­.­C­O­M­

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  • http://webtrafficgeek.com Josh Hunt

    Great article!

    I try to drive this point home to clients and my employers all the time. If you fully understand the value proposition and who would gain the value from your product or service and how, you’re marketing and sales strategy will be so much more focused.

    It can also be unique to each individual, certain features and services will be useless to some and revolutionary to others. It’s about understanding the needs of the person you’re communicating with.

    Sounds easy when you write it down in a comment :)

  • http://adsmith.me Adam

    Great article my friend!

    I’m really excited to hear that you have been on fire.

    I think it’s interesting that you said you became MORE passionate when you aligned your strengths with other peoples problems.

    VERY thought provoking.

    You make me think. :)

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