Do Your Competitors on Linkedin Know The Value You Offer...?

How long have you been on this planet? How many learning experiences do you think you've had in total to date?

How many awkward, bad, negative or frustrating moments that you'd like to forget? Lots? Hundreds? Thousands? Think about the master and the apprentice. Who’s failed more?

Think about it.

Are you a master of your craft? Are you an expert, Thought Leader or aspiring business owner?

Every single experience has helped shape you, mould you into the person you are now.

In the history of the universe, you are unique. There is no-one in the history of the universe, that has shared all the thoughts, and experiences you have, or endured the lessons you have, or mastered the hints, tips, techniques, and know-how collectively to offer what you can, to help your fellow man.

You are unique. You are an impressive, intelligent, cosmic wonder. Question is, how do you articulate all of that and be able to summarise exactly how you can contribute to others through selfless acts of giving and service, to help them grow and develop as they travel on their own personal journey of discovery.

First thing you need to do, is write down who it is you help. What are the positions, statuses, or roles of the individuals you can help? Do you help owners of small business? Sales directors? Fleet managers? Hotel owners? Who is it you can actually help.

Go on write down a list of the types of people you can actually help and the industry or sector they belong to.

For example, perhaps you help IT Directors in the Entertainment and Construction Industry, or you help website owners of small online retail outlets etc. Who do you actually help?

Second thing you need to do, is write down all the problems, frustrations and negative experiences you've had and benefited from, or you can help others with. Other people are experiencing need, want, grief, problems, anxieties, and frustrations just so that you can shine, and help them doing what you do best. Problem is, many of them either don't recognise the problem because they can't see the wood for the trees, and they need you to do what you do best, or they're too scared to ask for help, and don't appreciate the impact of what's really going to happen, if they don't seek help sooner rather than later.

So write down all the problems people have that you can help them with, but more importantly write down what the signs or indicators are, so you can help others recognise whether they need your help.

This will enable you to better qualify people in the future ensuring you're spending time with people who meet your criteria or who recognise they need your help.

Getting there, now thirdly, what are the benefits you can offer these people who are suffering from these specific problems, who now recognise that you can help them having now recognised the signs or interpreted their Key Performance Indicators? Give them an incentive or indication as to how you can help people with these problems, needs or frustrations. In other words, write down a list of benefits that you offer people who meet the criteria that you wrote down in step 2 above. Some people refer to testimonials or case studies to help illustrate the point and drive the message home. 

Make a list of all the ways that you deliver value and service to your clients, and how they will realise and experience that value.

Last but not least, explain why you are unique, and invite them to contact you. You want to give good reason why you're different not just in universal or spiritual terms but in good practical grounded, competitive terms. Invite them to engage with you to experience for example what it is you offer - for FREE, to allow them to decide whether you can and do understand their problems, and what you say does in fact resonate with them.

This also allows you to ensure that the prospect can and does actually meet your criteria so that you don't have to spend half a day travelling back and fore to meet with them to find out - there is no need, fit, requirement or money to pay for your services.

Now from your assembled answers above, select your favourite, best or most appropriate ones and string them all together, into one sentence or short paragraph to articulate who you help, the problems they have, the signs that confirm they need your help, and the benefits you offer.

Being able to identify exactly who you are, what you offer and to whom, helps increase your confidence levels, self-esteem, and helps increase that sense of ownership and pride in what you offer. It will also help you to target more effectively and create prospect and suspect lists from mailing list, telelist, email list suppliers to help you reach a more targeted audience who more than likely will meet the criteria that you specified in step 2.

Remember, people are naturally selfish. They are tuned into one radio station only - WIIFM, and want to know how you can help them - so tell them. Familiarity is important because prospects want to know that they know, like and trust you, give them a reason to - offer them something for nothing IF they meet your criteria.

Resonance and Reciprocity are vital factors too. People like people who are generous and appear to be on "their wavelength" you can generate rapport quickly by demonstrating that you understand their problems. As for reciprocity, by offering something of value, people appreciate what you are doing and offering is genuinely helping them especially if they can see the signs and have confirmed in their own mind they have a requirement of possibly engaging with you.

Spend some time thinking about what you offer that IS unique, and consider articulating or summarizing it down into 10 words or less.

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