In every organization, there are two primary methods for creating economic value. You can either identify what is needed and find a way to deliver it, or determine what you can deliver and build a market around it. While these approaches move in opposite directions, the value achieved is ultimately the same.
The Four Elements of Value in Sales
To truly create value for clients, businesses should focus on four core components.
- Understand the client’s goals.Take time to learn what the client wants to achieve, not just what they are asking for. The deeper the understanding, the stronger the value connection.
- Build belief and trust.The client must have confidence that the promised outcome can be delivered. Trust is the foundation of all value creation.
- Manage delivery time.The shorter the wait between purchase and fulfillment, the higher the perceived value. Streamlined and automated processes make this possible and show clients that efficiency is built into your operations.
- Reduce effort for the client.Every step you remove or simplify increases the likelihood of conversion. When you make it easy to be a customer, people choose to stay.
In essence, true value is created when a business makes a clear promise, delivers it quickly, and minimizes the client’s effort in the process. Technology plays a crucial role in this by automating workflows, speeding up communication, and ensuring consistency at every touchpoint.
Brandon Steiner once said, “We need to stop selling and instead start serving and solving. People do business with those who help them solve a problem. True value is when you can do something for someone they can’t do for themselves.”
At its core, creating value is not about selling more. It is about making life easier, faster, and better for the customer.
5 Cloud-Based AI Tools to Enhance Value Creation
Zoho CRM – Streamlines client understanding, automates sales workflows, and tracks every interaction to build stronger relationships.
HubSpot – Provides insights into client behavior and automates communication to maintain consistent engagement.
Monday.com – Enhances team collaboration and ensures delivery timelines are met efficiently.
ChatGPT for Business – Supports client communication, proposal generation, and idea testing through AI-driven conversation.
Zapier – Connects systems and automates repetitive tasks to reduce time-to-delivery and client effort.
To learn how Sperto Consulting can help your organization streamline operations through automation and AI, contact us today.