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What do you bring to the table?

What are the unique skills, expertise, personality, experience, you bring that now one else does? How do you sell, build relationships, and solve problems differently from others?

In our last blog we talked about the 3 Value Propositions you’re always selling. 

  1. Individual Value
  2. Client Value
  3. Offer Value

Today we’ll dive deeper into that first value: your individual value.

Your individual value defines how you deliver your what.   Everyone does a ‘what’ – they sell mortgages, mutual funds and insurance, or courses, consulting, and advice.  But what everyone does differently is the ‘how’. 

How do you sell? How do you build relationships? How do you solve problems? How do you get results? 

Your clients get your ‘what’, the products and services you sell anywhere, but they can only get your ‘how’, through you.

This is why it’s critical for you to know your individual value. It’ll differentiate you from others, it’ll give you more confidence (especially to sell and market yourself), and it’ll help you build stronger relationships with your clients.

Your individual value is best defined through something we call your Brilliant Difference.  Your Brilliant Difference is made up of two parts:

  1. Your Brilliance: A compilation of your talents, gifts, personality, skills, knowledge, and experience. Your brilliance is unique to you and is different from others. It’s what makes you so special.
  2. Your Difference: It’s made to make a difference. This brilliant, unique, distinct package of you-ness is here to add value and make a meaningful difference to those you live and work with.
 

Your Brilliant Difference also helps you discover the meaning and purpose behind your work and life because you uncover your why. It’s the impact you’re here to make on the people you’re here to serve.  

Look at your Brilliant Difference as the perfect solution to your ideal client’s problem. It’s the way to capture who you are, what makes you different and the results you deliver, all in one place. When you create your personal brand and business around your Brilliant Difference you will feel more confident. It will differentiate you in the marketplace. Selling will come more naturally because you’re being you. It will help you attract and engage more clients and, as a result, close more sales and grow your business.

The goal of your Brilliant Difference is to:

  1. Define who you are
  2. Demonstrate your impact
  3. Describe who others get to be

Here’s an illustration of your Brilliant Difference Value Triangle:

YBD Triangle

When you sell from a place of love and integrity, when your goal isn’t to deliver transactions, rather fulfill transformations, you need to name your Brilliant Difference, because it isn’t about you. It’s about the people you’re here to serve, the problems you’re here to solve, and the difference you’re here to make.

Let’s look at Apple as an example. Apple’s Brilliant Difference is: Think Different. In 1997, with a 60-second commercial, Steve Jobs declared to the world who Apple was, the impact they delivered, and who we got to be as consumers. Think Different stood for something more than a slogan or tagline. It was their north star for their revolutionary jellybean-coloured and gumdrop-shaped computer design, ground-breaking music pocket library, and a phone that forever altered how we connect and communicate. It also revealed who we were as Apple buyers. If you own an Apple product, you too are someone who identifies with ‘thinking differently’. Buying Apple said something about who you were or who you wanted to be –

“While some may see them as the crazy ones, we see genius. Because the people who are crazy enough to believe they can change the world are the ones who actually do.”

– Steve Jobs.

This is what your Brilliant Difference can do for you, your clients, and your impact. It dispels the fog and delivers a clear and concise message. It helps you defeat distraction and discerns why people should choose you. It gives you a reason to show up, do the hard work, and overcome the fears you face when selling your products and services.

Want to learn more about how you define your Brilliant Difference? I outline the entire process in my Amazon best selling book, Sell From Love. You can pick up your copy here.

Now it’s over to you, what would help you have more confidence to sell your services? What do you think you need to grow your business? Where do you feel most stuck?

Email me at finka@finka.ca. I’d love to hear from you.

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Module 07Design a Marketing Strategy that Feels Good

The goal of this module is to make your Brilliant Difference and Most Important Thing Offer – VISIBLE.

There’s a saying, build it and they will come. We wish that it worked this way, rather fear does; because then we wouldn’t have to put our selves out there, up for judgement and rejection. Sharing your work, your services and expertise can be scary. But when we come from a place of love, as author Susan Jeffers says we “feel the fear and do it anyway.”

That is how we sell from love. We acknowledge fears presence and at the same time we take action that is aligned to our deepest desire and highest potential and possibility.

In this module we talk about the journey of making you and your offer visible to your clients and the milestones along the way, that will ultimately get you both to a place of saying YES, to working with each other.

Visibility is an option you decide on. My hope after this module is that you make a decision to be visible, in a way that feels good to you and is on the edge of your comfort zone. We need more of you, your Brilliant Difference and your work out in the world. Let’s help your ideal clients find you by showing them where you are.

In this Module you will:

Module 06Craft a Compelling Offer

The goal of this module is to clarify and confirm your most important thing – your offer.  In essence, it is what are you selling that you will use to serve your clients with and help facilitate the transformations they are seeking.

There are two important parts of the offer conversation we need to highlight here –

  • What are you offering to your clients – what are they getting?
  • What your clients are offering to you – what you are receiving for extending that offer?

Fear as a tendency to get in the way when we get to this part of the selling process.  But, not anymore, because you’re seeing that your offer is not about you, it’s about your clients and what they will get as a result of working with you.

In this Module you will:

Module 05Define Your Clients’ Transaction to Transformation Story

The goal of this module is to help you identify what is really happening when you sell. There’s the thing you are selling, and then there’s the thing your client is buying. What are the differences? And how do you not let selling from fear interfere and water down your transformation to a transaction.

At every stage of selling, fear has an opportunity to enter, this is even more prevalent when we are engaging and enrolling a client into our offers. This module is all about getting you aligned to what you are really selling – a transformation and giving you the tools to communicate that to your clients. This way you and your client are on the same page with what you are selling and what they are buying.

In this Module you will:

Module 04Discover Your Essential Client Conversation Skills

The goal of this module is to help you learn and understand how to create an environment that facilitates trust, connection, and confidence with your clients.  You play a critical role in making this happen for yourself and your clients, so fear does not get in the way of your intentions and impact.  In this module you’ll learn how to create a safe space for your clients that help them choose you as their trusted adviser.  You’ll also walk away with the most important conversation skills you need to that will help you do that.

In this Module you will:

Module 03Use Love as a Sales Strategy

The goal of this module is to help you move from your comfort zone and into your courage zone with love. Selling is filled with opportunities for fear to poke its head up inevitably holding you back from sharing your work and making the impact you know you are here to make. This is why we need to acknowledge that fear will be there, especially in times when you’re doing something you’ve never done before or reaching for goals you’ve never set out to accomplish before. This module is all about equipping you with the right tools to move forward with confidence, elegance, and ease.

In this Module you will:

Module 02Claim Your Brilliant Difference

The goal of this module is to help you discover and name your Brilliant Difference. This uniqueness you bring is here to add value and make change in the world. It’s here to make the word a better place. Focusing on who you are and finding the words to articulate your Brilliant Difference is fundamental to loving yourself, the first pillar to sell from love.
In this Module you will:

Module 01Unlock the Power of Love

The goal of this module is to increase awareness of when you are selling from love vs. fear and how embracing a new definition of selling will help you move closer to love.  Plus, you’ll learn all about how to manage the fears you face every time you market yourself and your business, make offers to sell your products and services, start on a new project or business idea.

In this Module you will: