value proposition

Why Wisdom?

Why Wisdom?

Wisdom, rather than products, information, or knowledge, has become the most prized commodity in the 21st Century. Why? Because wisdom is the glue. It’s the “how” and the “why” that empowers and directs all of those “what's” out there. Without it, we cannot function effectively, cannot manage change adroitly and cannot navigate the extraordinary shifts in our civilization that have occurred in the span of less than twenty-five years. Wisdom is the single greatest asset you possess and a prized advantage for your ideal market if you can identify, package and monetize it well.

This is the shift - top down to WisdomDriven

In fact, in the face of the extraordinary changes that have occurred, the very survival of your business is based on becoming a wisdom-centered enterprise. No other business structure or perspective provides you with as much power, control, and the flexibility to navigate today’s choppy waters of commerce.

By building your organization with wisdom at its heart, you can differentiate and sell your services or products easier, you can unify, train and motivate your team better and transform the relationships you have with your clients into those of collaboration, mutual education, and insight development. Building a Wisdom Driven Practice might be a path to survival in some regards but for many others, it is the most direct route to an incredible expression of their natural gifts and wondrous financial reward.

The Wisdom LInk

Video Killed the Telephone Star

online-video proposals

5 Ways Online-Video Proposals Enable Sales

A long time ago the telephone was the primary sales technology.  Today it’s the computer – and for the early adopters, online video has become the primary channel to share, sell, instill confidence, and motivate prospects to close.  

You’ve probably seen the stats - they are impressive enough to repeat:  Over 6 billion hours of video is watched each month on YouTube alone.  More people watch video online than on all of the cable TV networks combined.  

So how are you using video in your sales proposals?  We use video to connect better with proposals and follow-ups using an online, sale-enablement software we created called Proposal App www.proposalapp.com.

Here’s an outline of the 5 big value propositions we discovered by bringing video into the sales process:

1.When selling the invisible – you can make it tangible

If you are selling something that no one can actually touch, like your ideas, your services or consulting, you can make it tangible with video.  Use video to show off your office, team, deliverables, your concepts at a whiteboard and of course, your confidence, charm and enthusiasm.

2. When selling a high ticket item – you can show off the features

Do you sell houses, cars or yachts?  Video is a great tool for showcasing the details.  Take the prospect for a tour, narrate through it and showcase what’s of value.

3. With a larger sales force – you can keep your message consistent

By creating an explainer video (a brief 1-2 minutes presentation about your firm or product), you can make sure your sales force has a consistent message about your firm and the confidence that you can audit their presentations anytime you like.

4. You can tap into and maintain your prospect’s enthusiasm

Nothing helps keep your audience excited more than your excitement.  Including a strong video of you can truly boost your prospect’s excitement.  If you’ve been making a living by motivating others to buy, then video is an unfair advantage for you.  Dig in.

5. You can sell the entire value proposition

Let’s face it.  There is a lot of competition out there.  If you can promote the entirety of your brand and the power of your ideas, team and products in any way, video will be it.  Have fun, hire a company to create an explainer or dive in with a great Do-It-Yourself version today.

Video is here to stay. Just like a silky telephone voice was a great asset to a life on the phone, being comfortable with video is a great advantage for selling in the digital age.  But only if you know how to use it well.  So, if you want to sell, communicate and make your point in a compelling way, start experimenting now.

Your Intellectual Capital: 5 Sales You Have to Make

Your Intellectual Capital You’re an entrepreneur. Your job is to take an asset from one level of productivity to the next level. And when it comes to your Intellectual Capital, you need to monetize your wisdom by making five distinct sales.

Here's a simple way to tackle it, one sale at a time:

First Sale: Inside Your Head The first person that needs to see that what your company has is unique is you. Without that sort of clarity you have commoditized what you do, sell or offer. And with commodities there’s little left but a race to the pricing bottom. Find out what your intellectual assets are and define them.

The Second Sale: At The Kitchen Table This next sale is made with your team. Rebooting the system by allowing your people to see what the company is “really” about will enable you to preserve culture, attract talent, transform behavior, and migrate the team to create a brand experience clients enjoy.

Third Sale: In The Backyard: This next sale happens with your database: leads that didn’t convert and current or past clients. Why leads that didn’t convert? Because most of us give up too quickly with them and because a deeper insight about your wisdom is sometimes what they need to answer the question, “why you?”

When it comes to clients, educating them on your wisdom (beliefs, passion, unique capabilities, systems and methods) can sometimes inspire them to buy more (share of wallet) or refer others (share of relationship).

Fourth Sale: Around The Neighborhood: This sale aspect addresses the Center of Influence relationships you have and want to cultivate. Let’s make it happen here by getting a plan, defining the value proposition of connecting and building a reciprocity model for shared exposure.

Fifth Sale: Across The World This is sale that’s made with prospects. Let’s find them, nurture them and convert them using the unmistakable genius of your wisdom. Inbound Marketing at its purest form is an opportunity for you to package and communicate your ideas, values and worldview to attract and convert your Right-Fit audience. Your I.C. is the fuel.

To take on the fight against the destructive forces of commoditization, you have to be courageous, you have to be inventive, and you have to communicate with passion, conviction and clarity. Five audiences. Five sales. Go to it.

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