Highlands Power of 1™
Every client has a power of 1 that is meaningful and when understood by a selling organization it will captivate your client.
What is the value of 1 minute, 1 hour, 1 day, 1 week to your clients business?
The most basic question is "How does your client make money" That is key to the Highlands Power of 1™
Once you understand the clients revenue mechanisms and relate this back to the client in business numbers around time, productivity, revenue, margins, products, services, market share, growth, employee retention, kilowatt, tonnage, cubic feet, square feet and on and on it can be developed and articulated once we know that very meaningful client measurement.
When was the last time you walked into your clients office and shared with them how much money they are making per minute? And how much more they would be making per minute if they invested in you and your firm.
Take the time to understand and prepare your math and be sure your client math is right. Because when it is right, and you have done your due diligence and prepared, you can be strong in your value position, be confident in your approach and lead your client.
If your wrong in your client math, you may have some issues persuading them of your value.