marketing & sales

bissett bullet: outcomes trump services

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today’s bissett bullet: “productivity is key for most business owners.”

by martin bissett

if what we do for a client gives them time to work on their businesses, then what we charge is paid back by the opportunities they can create, the sales they can make and the profit they can generate as a result. the value we possess, therefore, is talking to them about the outcomes they can create in the time we save them, rather than the services we carry out on their behalf. sound familiar? good.

today’s to-do:

read your last proposal. did you talk about services or outcomes? rewrite any areas in which you talk about services and reframe them to reflect the outcomes they might create. keep this as a template for your next proposal.

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