1) On page 259 of UNSCRIPTED , MJ writes about value attributes. This is a stellar chapter that I highly recommend - esp the 13 ways to find valuable opportunities. I’m committed to processing my notes on UNSCRIPTED and getting to clarity about the customer need I will serve, before I dive into the Great Rat Race (on my off hours).
2) In a recent text, MJ shared a great article about the 30 elements of value: The 30 Elements of Consumer Value: A Hierarchy
As we are deeply interested in providing extraordinary value, I’m sharing some thoughts I had on correlations between these two lists. First I list each of the 30 values from the HBR article, plus one I’ve added. In each of these, I categorize MJs value attributes that seem to fit.
You will see many of the 30 are blank. Any ideas? How do YOU add value?
You’ll also notice that many are in the Reduce risk category. As fear is the #1 mind killer, it’s no wonder so many fit here. Solve that problem for people in some specific way and you’ll be rock-and-rolling. Stop fear during the checkout process and you’ll have many more conversations.
Here is my start to this. My hope is that this conversation adds value to you and helps you find how you can add:
Quality:
Saves time:
Integrates (aka simplifying?):
Organizes (reduces pain of clutter):
Sensory appeal:
Variety:
Provides access:
LIFE CHANGING
Hope:
Motivation:
Heirloom:
Belonging/Affiliation and Community:
Self-actualization:
Self-transcendence and social impact:
Urgency / Immediacy:
2) In a recent text, MJ shared a great article about the 30 elements of value: The 30 Elements of Consumer Value: A Hierarchy
As we are deeply interested in providing extraordinary value, I’m sharing some thoughts I had on correlations between these two lists. First I list each of the 30 values from the HBR article, plus one I’ve added. In each of these, I categorize MJs value attributes that seem to fit.
You will see many of the 30 are blank. Any ideas? How do YOU add value?
You’ll also notice that many are in the Reduce risk category. As fear is the #1 mind killer, it’s no wonder so many fit here. Solve that problem for people in some specific way and you’ll be rock-and-rolling. Stop fear during the checkout process and you’ll have many more conversations.
Here is my start to this. My hope is that this conversation adds value to you and helps you find how you can add:
Quality:
- As the article states, this must be in every product/service; sets the stage for word of mouth and reviews/ratings that pull people to your productocrasy.
- Your Price
- Payment Options
- Price Ambiguity
- Shipping Cost
Saves time:
- Website Design
- Ease of Ordering
- Website Design (Don’t Make Me Think)
- User Interface
- Comfort
- Guarantee
- Refund Policy
- Payment Options
- Employee Photos
- Public Reviews
- Bribed Reviews
- Celebrity Endorsements
- Website Recently Updated
- Security
- Included/Excluded Ingredient
- Symbols of authority (books, etc)
- Notes of approval (9 out of 10 doctors)
- Customer Service
- Help me get my ambition/aspiration
Integrates (aka simplifying?):
Organizes (reduces pain of clutter):
Sensory appeal:
- Cleanliness
- Included/Excluded Ingredient
- Ambiance
- Clean, crisp photos
- Temptation satisfaction
- Customer Service
- Employee Photos
- Celebrity Endorsements?
- Response in forum, email, whatever
Variety:
- Many choices
Provides access:
- Celebrity Endorsements
- Cutting edge technology (first adopters)
- Points
- Contest badges
- Recognize and attention from User Generated Content
- Professionalism
- Customer Service
- Customer Service
- Shipping Cost?
- Points / Loyalty Program
- Throwback Thursday if you’re been in business for a long time
- Fascinating photos
- Fascinating stories
- Great funny videos (if you are good)
- Fun and friendly email tone (no corporate speak)
- Customer Service
- As distinct from therapy
- Certainty in any business
- Specific treatments in the wellness industry
- Course of improvement
- Beauty products if you’re in that business…
- Whatever makes it more likely she/he will admire me (more)
- Ambiance
- Included/Excluded Ingredient
- That unbelievable Customer Service agent who regains that client who got so pissed off they wanted to leave, but now they are a die hard loyal raving fan.
- Website Design
- Website Recently Updated
- Label/Packaging Design
- Beautiful photos
LIFE CHANGING
Hope:
Motivation:
Heirloom:
Belonging/Affiliation and Community:
Self-actualization:
- hmmmm
Self-transcendence and social impact:
- for every product, a tree planted, dollar donated, pair of shoes provided
Urgency / Immediacy:
- Speed of delivery
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