Price is a dollar figure or dollar amount. (Or, of course, whatever form of currency is used in your country.)
Value, on the other hand, is the “relative worth or desirability of a thing (product/service/solution, etc.) to the end user or beholder.”
Key Point: The ability to effectively communicate value (in terms of what it means to your prospective customer or client) is *the* difference-maker.
How is this accomplished? It begins with the discovery — asking questions in order to determine *their* issues, *their* needs, *their* wants, *their* desires.
It continues with listening to their answers — really, really listening — and then gently clarifying in order to ensure that what you heard…is what they meant.
Only then are you in a position to effectively connect the benefits of what you are able to provide with what *they* will truly value.
Remember: Value is always in the eyes of the beholder. In this case, the beholder is your prospective customer or client.
And that’s where your focus must be.
Why This Is Important: As human beings, we all see the world from our own unique perspective, and *we* are not our customer.
In other words, *they* see the world from *their* unique perspective. And they *are* our customer.
Exercise: During every interaction, make it a point to do your best to discover and truly understand “the other person’s perspective.” You can even practice this by observing the conversations of others. This is a powerful way to retrain your brain regarding this very important concept.
The key to real influence is knowing your audience. You don’t bait the hook with what you like, you bait it with what the fish are hungry for!!
Thank you, Destiny! Indeed, Genuine Influence is about focusing on THEIR needs, wants, desires, problems/challenges, happiness, etc.