Business Value

Donna Ward

I have always been impressed with those who could handle being a manager and a leader. These are a couple of the key roles in business and life. Some look at it as – Wisdom plus talent. And, which part in us puts it all together? How do you add business value with this knowledge?

In his classic business text, E-Myth Revisited, Michael Gerber suggests that every business owner really wears three hats. The function of the ―Entrepreneur is to create dreams for their business and their life. This role is future-oriented. The ―Technician shows up to do the hands-on tasks. For example, if you are a CPA, the Technician performs the actual accounting or tax returns for your clients. The ―Manager bridges the Entrepreneur‘s dreams with the Technician‘s strategic tasks. The Manager asks, ―How will we implement this? How will you then set out to create the plans?

Where do most of us entrepreneurs spend our time? Usually, it‘s in the Technician and Manager roles.

The entrepreneur wants to start a business and is considered a leader. As a leader, your business will grow and be directed to visualize a purpose and generate value in your work and for our customers.

So how do you, as a leader think about and add business value? By working to make things better for your customers and prospects, and giving of yourself. Even simple events give you the chance to add value.

  • Helping your customers be better prepared and more eager to hear more about how you might be able to solve their problems by:

1.) Adding Business Value – Forget about making the sale right now. No strings attached. How can you add value for your customer? What can you give them for free that would add value?

There’s a lot of truth in the expression “The more you give, the more you get.”

Some value ideas for you to think about:

  1. I forward newspaper or magazine articles, or e-books to my list that might be of interest to them
  2. Depending on your business, any of the following:
  • free marketing analysis,
  • I offer a free coaching hour – listening and advising them on various aspects of their business
  • Many businesses of a free workshop – either virtually on at their business
  • I also offer free educational interviews of other experienced leaders
  • Even something as simple as fixing a problem with registration to my tele-classes would add to my business value in the eyes of my prospects
  • Continuing to build relationships – this is adding business value!

When you start adding value on a regular basis, you will see a shift in your business and more referrals, more sales. It will become easier for you to come up with ways to add value for your customers and your prospects.

Now, as the entrepreneur, remember the idea of the proposition of adding value – the value that you create. So put on your Technician hat of what tasks need to be taken care of and get the tasks into production. Then as the Manager, figure out how you will put this into action.

Now really get going on this – or give get a business coach to help you along the way – it is much easier and quicker this way.

Donna Ward
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