Positioning Value

Heirloom Tomatoes (Issue 962)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Tell Me How You Do It (Give Me Comfort I’ll Get The Promised Result) Issue 958

In which we are reminded that, for high stakes purchases, revealing our methods may be more important than emphasizing our product or service benefits. Read more »

Mrs. Erhardt’s Admonition (Issue 956)

In which we are reminded to help our clients memorize and repeat our offer. Read more »

Veggie Burgers (Issue 954)

In which we are reminded to reduce glaring weaknesses that detract from our expertise. Read more »

A Value Prop Wake-Up (Issue 953)

In which we are encouraged to reconsider rigorously, clarify, and communicate our value. Read more »

What’s a Little? (Issue 949)

In which we are reminded… there’s just certain stuff we need to know without winging it.   Read more »

Imagine (Issue 945)

In which we are reminded that stories, particularly imaginary “hero’s journey” stories, are powerful vehicles for communicating the value of our products and services. Read more »

Assessing Buyer Risk Appetites (Issue 939)

In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. Read more »

Curating Content (Issue 936)

In which we are reminded to curate and share with our clients good content wherever we find it! Read more »

Differentiating Consistency (Issue 935)

In which we are reminded about consistency in the elements that differentiate us from other sales people and suppliers. Read more »

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