To make a real difference in the market, whatever you send out has to matter to two parties: your business and your client. As a business, you espouse certain values based your unique value proposition to the market. If you’d like to know more about this, kindly refer to my previous post here.
Because examples really help to drive the point home, I’d like you to imagine you own a fashion business that sells beautiful wedding gowns. You’d need to define how you are better than the rest in the market in your exact field. Perhaps your collection has unique locally-made pieces and as a brand you aim to support local designers while catering to brides’ needs. Next, you’d need to establish what your clients’ real need is. Perhaps your client is mostly young middle-income women between 25 to 40 who want to look stylish at their wedding without breaking the bank. Their need therefore, is to look stylish at an affordable price. Let’s assume you’ve established that their definition of affordable and yours are the same and you can actually provide your stylish gowns at that price while making a great profit. That’s your point of intersection. Much as you also aim to support local designers, that may not be a direct point of concern for your clients and therefore it will act a bonus. Your main focus in your marketing efforts should therefore be to communicate clearly to your client that you are affordable and stylish. It does not mean that your other values and qualities as a business do not matter. In fact, they may even be very important to your target clients. In this particular example given, I’m simply making an assumption for the sake of illustration.
I hope the example has helped to drive the point home. Think very carefully about the intersection between your business values and your clients’ needs. It will make a real difference. See you next time. I’ll leave you with this video below. Enjoy.
(The feature image was taken at an EABC conference I attended in 2017.)