This document summarizes a presentation about value conversations. It discusses defining value for customers, asking the right questions to understand customer needs and goals, and demonstrating how your solutions fulfill that value. Key aspects covered include understanding what customers want to accomplish and how they define success, drilling down on questions, and recognizing that value is subjective. The goal of value conversations is to understand customers' needs rather than sell services, and it is presented as a key part of an overall marketing process.

1. #monthofmarketing
The Value
Conversation

2. Steve Major Mel Power
The Revolutionary Firm

3. What we’ll cover today
• What is a Value Conversation
• When do you have a Value Conversation
• What questions do you ask
• Communicating the Value of what you do
• and much more

4. Pricing Power is the ability to
command the price you deserve
for the value you create.

5. Fixed ValueHourly
Three Pricing Approaches

7. Connect

8. Value Exchange

9. 4. Demonstrate

10. lets break down
the process

11. the process
1. Belief Document
2. Value Conversation
3. Demonstrate
4. Proposal
5. Committment

12. the value conversation
is NOT

13. you talking about your
services

14. value
conversation

15. don’t sell - understand

16. Ask good questions

17. Ask the right question
Not - What do you need?

18. What are you trying to accomplish?

19. Jobs SuccessPain
Do you understand the value?

20. Jobs
What
customers are
wanting to get
done?
SuccessPain
Do you understand the value?

21. Jobs
What
customers are
wanting to get
done?
Success
Pain
Problems
Implications
Obstacles
Cost
Do you understand the value?

22. Jobs
What
customers are
wanting to get
done?
Success
Desired Results
Outcomes
Gains
Opportunities
Pain
Problems
Implications
Obstacles
Cost
Do you understand the value?

23. Other
currencies
Dollars

24. Drill Down

25. 1. Don’t ramble on–terminate the sentence at the question mark.
2. Get comfortable with silence.
3. Start with “who, what, when, where, how, or why” for more
meaningful answers.
4. Don’t fish for the answer you want.
Good Questions

26. 1. Stop nodding if you don’t understand–ask a follow-up instead.
2. If you get a non-answer, approach it again from a different angle.
3. Rephrase the answer in your own words.
4. Don’t be afraid to ask dumb questions.
Good Questions - continued

28. No Magic Solution - Not about SoftwareHow

29. What-if

30. clients want value

31. How do they measure success?

32. A B C
Data Verification ✔ ✔ ✔
KPI Reports & Commentary ✔ ✔ ✔
Forecasts ✔ ✔ ✔
Cashflow Management ✔ ✔ ✔
Success Measures ✔ ✔
Quarterly / Monthly Review ✔
Unlimited Access ✔
What do your Solutions look like?

33. All Value is Subjective

34. Power of Value

35. © Bookkeeper Revolution 2017
Program

36. Profit
Freedom
Information
Interpretation
Transformation

37. Next Steps
Book a time to have a conversation with us
https://therevolutionaryfirm.com/program

38. Freedom & Impact

39. Next Session
Create a 90 Day Marketing Plan
Matt Wilkinson - Bizink
Tuesday 26th September AEST 9:00am / NZ 11:00am
Monday 25th September PDT 4:00pm / EDT 7:00pm

40. Win Stuff ! monthofmarketing.com/prizes/
#monthofmarketing
Questions
Program therevolutionaryfirm.com/program