Are you leaving money on the table?
Less value = Lower price
If you cannot prove value, you will be paid a lower amount.
This applies to products, services, and brands.
But, it’s more than just talking about features and functional benefits.
Can the client connect with the benefit you’re talking about at an emotional level? Does it matter? Do they even care?
Does it tug at their heartstrings? Or are you just another supplier that will give them the lowest price?
If you can get this right, you could get to charge more.
So, how do you know what to say? And how do you say it?
Where you can use The Value Story Builder
How it Works
Some frequently asked questions.
Will this do my entire communications job for me?
No. You still need to customize your thinking for your specific situation. But, it does do a lot of the heavy lifting for you to make this customization process easier.
Is this approach realistic?
After developing communications strategies for over 20 years, we wish we could have had this tool at the outset. Several insights were developed over this period:
- A good framework is essential to develop many ideas and do it faster.
- Most of our clients found it easy to customize for their situation. But they needed a practical process to work within areas where they lacked expertise.
There are over 120 examples to draw inspiration from. Each example was drawn from experience when consulting with our clients (You can see a list of a few of the industries we have consulted to over the last 20 years at the bottom of the page.)
Is the list of concerns comprehensive?
Much effort has gone into developing this list. Anything can be improved upon over time. But we are certain that this will give you ideas for many communications opportunities to build trust.
What do I do with the results once I have them?
We are strong believers in executing on an idea.
Until a communications idea is executed, it remains just that – an idea.
To this end, we have created a framework containing the essentials we know you need for good communication.
You can then export this information and either work with it yourself, or pass it onto the people managing your communications. We know that they would appreciate the information rather than spending hours trying to develop it.