Page 22 - Creating Value 2020

CREATING VALUE
ADDING VALUE IN THE NEW
NORMAL OF THE FUTURE
As changes in your life and the area in
which you work become apparent,
consider what you want your life and
business to look like, as well as who
you want to be, on the other side of
the quarantine.
Acknowledge and accept the changes
you’ve encountered and then move
forward with your planning from a
place of control.
When you then add value to the
world, you will naturally feel better,
more confident and fulfilled.
You create value for your customer
when you deliver a product or service
designed specifically to solve their
problem and you deliver it in a way
that demonstrates you understood
what they value most.
Having confidence in the added value
your offering brings to your customers
lives and businesses reinforces the
feeling that you have presented a
product or service that is worth every
penny of the fees you charge.
However beneficial your products or
services may be in helping your clients
solve their problems, it is important to
differentiate that which they expect as
an inherent value and that which they
consider as part of the ‘normal’ value
they might expect from dealing with
you as opposed to working with
someone else.
22
The onboarding process i.e. ‘the action or
process of new or existing relationship
development, integrating an employee into
an organisation or familiarising a new
customer or client with your products or
services’.
Whether we’re talking relationships, career
development or customer relationship
management, you should not consider
onboarding actions as adding value.
They're all very much a part of the overall
value proposition to attract and entice the
recipient, who deserves to be getting a
good return on their choice by receiving
the overall value that engaging or working
with you delivers.
‘Something for nothing has no value’
Care must be taken if using “adding value”
to justify doing things for the recipient for
free. You may do yourself a disservice and
will not really be helping them or yourself.
Whether in money or reciprocal terms,
people actually prefer to pay for something
in the knowledge they have received a
good deal. They won’t value the work you
do or the service you give entirely for free
as they see no additional benefit from it
that they can value.
Remember, if you include something for
free, write that off as part of onboarding.
The danger in giving too much away for
nothing, is you’ll acquire a reputation as
someone who does lots for free, which can
result in the recipients expectations to
always be the same … that you’ll always
‘over deliver’ which can result in an
imbalance exchange and abuse of your
generosity.