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THE GREAT DISCUSSION this week with Hugh Liddle and Jim Hamlin started some new momentum. I’m glad we could broadcast it to a worldwide audience.
For a Values Based Business, the concepts are simple but not easy to implement.
- Get clear on your mission/purpose/values
- Articulate why those deliver value for a customer
- Integrate those messages into your sales and marketing
Let me expand on that just a bit.
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THIS WEEK I HAD THE OPPORTUNITY to broadcast a wonderful discussion with my favorite sales wizards Hugh Liddle and Jim Hamlin. They’re doing wonderful stuff to bring honest, effective and non-sleazy selling into the world.
We explored the subject of values-based selling, obviously near and dear to my heart. When you’re in a business where your mission is an important part of your message, it takes special skills to incorporate that into selling.
Especially because most prospects have their guard up these days. At the first sniff of something that’s dishonest or inauthentic, you’ve lost them. Forever. Read the rest of this entry »
HOLIDAYS like Christmas, Eid ul-Fitr and Passover are important at multiple levels. We enjoy them perhaps as cultural touchstones, but even more important is the core grounding of each event.
These examples happen to be religious, but you can find similar secular examples. In the US we’ve adopted Memorial Day and Labor Day as the unofficial beginning and end of summer. And like everything in this country, it seems they’ve also been overtaken as consumer events.
But the core behind these remembrances is quite deep, based on the loss of lives in military battle, and the conflict between management and labor in the Industrial Revolution.
THIS WEEK I had the wonderful opportunity to spend some quality face-to-face time with one of my key partners. It was the best investment I could have possibly made in defining the future course of our partnership.
On the surface, the work we were doing was about tasks and projects and how this would add value to both of our companies.
The greater joy, though, came from our understanding of each others’ values and goals. Despite having worked together for five years, we each learned a great deal by meeting up in person and taking substantial time to talk about that non-task stuff.
RECENTLY WE FOUND OUT that Volkswagen has been taking illegal steps to evade emissions regulations on their diesel vehicles.
That’s been publicized broadly, so I don’t need to talk about what they did. Instead, I’d like to point out some cautions about WHY they did it.
Because it’s something which can affect each of us in our businesses.
BUSINESS IS TO MAKE MONEY.
Right?
Well, I was honored to be a member of a panel discussion this week with Amy Ross about Conscious Capitalism. The question came up: What is the purpose of business, if not to make money?
Because that seems to be the universal assumption of our economy and culture.
THE LAST COUPLE OF MONTHS has been an intense time for me. I’ve been in the process of launching the largest program I’ve every done, and I’m now seeing the results of that focus and energy.
I’m incredibly grateful for the wide range of supporters and partners who have helped me on this journey. Honestly, I never would have attempted this without them.
COMPANIES SPEND AN INCREDIBLE amount on their marketing image. But how often do you really see a brand message that well represents what that business actually delivers?
We’re really much more interested in how they behave than how they advertise.
I had a wonderful discussion this week with a group of Christian businesspeople, and we had a chance to explore this topic.
WHAT YOU’RE DOING IS WEIRD.
OK, so you’re in an ordinary industry. Delivering a product that’s great but not exactly … weird.
What I mean is that your values-based business is highly unusual and you’re getting all kinds of “advice” that you should be more ordinary. Color inside the lines. Even become a non-profit, if you’re trying to make the world a better place.
Source jean hambourg, no modifications
THIS WEEK I’VE BEEN PONDERING the concept of delivering outrageous value for my clients. This isn’t unique to coaches, of course – it’s something which can make any business stand out from the crowd.
For instance, I was speaking with the owner of an engineering product/services company. That’s a bit dear to my heart, actually, since I started my career that way.
This company has great products, of course – highly technical, as you’d expect. But that doesn’t really say much about the nature of the company. Read the rest of this entry »
The Values-Based Business 