What is VALUE? And how to find it.
The topic of value comes up all the time in business. But the question of value almost never does. I think that’s because we take for granted we know what it is. I’m not so sure...
When meeting with a prospect--a potential employer or client, we know we need to know our value, be able to articulate our value, demonstrate our value, stand up for our value.
But, what is it?
Behind monetary definitions, value is something important, cared about, needed. It’s something wanted. Things of value can be very different from one person to another, from one business scenario to another.
So, what value is valued?
That is the question.
Certainly there are multiple layers of value in a person, a product or service. How do you know what is valued in the unique situation you find yourself? And every situation is unique!
Anyone who has ever worked with me knows my dedication to asking questions. If I’m selling a product or service, I'M ASKING QUESTIONS before presenting my solution. Lots of them. My very specific questions are designed to assess exactly what about my solution makes sense for this client.
What do they value the most? What comes after that? And after that?
It may be price, service, access to support, delivery or turnaround time, having priority customer status so they’ll be given access to new products or programs before their competitors, and much more. Until I know what they value and in what order these items are prioritized, I won’t know how to strategically present how I or my solution can serve their needs.
If I’m interviewing for a new job, I'M ASKING QUESTIONS. Remember, an interview is a two-way street! Questions about the role, what’s needed, what are the priorities, what has worked well and not so well in the past, how will my contribution be measured or evaluated.
This will tell me a number of things: What should I highlight about my skills? What should I leave out? Do I believe I can perform well in the role based on their values, often stated as goals? Do I believe the responsibilities are realistic or a potential set up for failure? Does the compensation package match the the value of the responsibilities I'd be taking on? Do I want this job?
Sounds like a no brainer, right?
Well, I’m telling you, the first thing that goes out the window when one is nervous in an interview, or when in a business meeting my counterpart tells me they have limited time, are these questions! And then, I’m at a real disadvantage.
The only way to know what your counterpart truly values is to ASK.
Equally important is the ability to really listen to the answer. Not just the words, but how the words are delivered.
How does it feel?
Is the answer practiced or rehearsed? This might feel like you’re getting the “party line” which may be a carefully crafted answer that sounds too good to be true. (Those usually are.) Does it feel credible and trustworthy? Those answers usually take longer to deliver.
If your question is crafted well, your counterpart will need to think about it. They’ll have to consider how to answer your question in the moment because it isn’t a canned answer, and it may not be so polished. That’s good! Those answers are usually much more reliable.
Think of asking questions very simply.
Here’s a very bare bones example, but it illustrates the basic principle:
You: Would you like a cup of coffee?
Your counterpart: I’d love one.
You: How do you take it?
Your counterpart: Cream and sugar, please.
You wouldn't hand someone a coffee if they don't want one. Without asking, you might hand them a coffee with cream and sugar and later learn they only drink it black! Once you know they want a cup, you ask what else they need: cream and sugar. Now, you can deliver exactly what they want and how they want it.
You ask before acting. You learn exactly what they want, or value, and then give it to them.
The questions you design and prepare elicit the information you need to uncover. That information is a roadmap showing you the way to provide exactly what they value.
I’m here to help!
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