The Value Ladder In Review

Learning how to use your skills in the real world.

In my previous column [July '03] we discussed the seventh and final step on the Value Ladder: Why Should I Do Business With You?" in which we outlined ways to articulate "real" value, as well as how to establish clients for a lifetime.

Now it's time to talk about real-world applications. But, before we address advanced applications, cultural issues and what you need to act on, let's re-visit 14 key points you've learned so far:

1. We are in the midst of a value revolution.

2. You have an improved understanding of the concepts of competing on value.

3. Your clients are changing, have greater options, and are demanding custom solutions.

4. The financial services industry has become commoditized.

5. You realize that first impressions only happen once, and improving your answers to background questions will help you make a good first impression.

6. You learned techniques for introspection and the creation of your Unique Value Proposition (UVP).

7. You can identify your core business beliefs and philosophies regarding the solutions you present to others.

8. You can define your unique process, an important element through which to distinguish yourself based upon how you partner with clients to achieve their goals.

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