Why Value Matters More Than Ever
What could your package or service provide that would give your clients more value?
Right now in business, you have to be providing more and more value. The consumer has so much choice, and they’re not going to choose just anyone. They want to go to the person who can actually solve their problem.
Value matters more than ever in today’s world of AI and social media noise. What can they get from you that’s different from everyone else who’s doing what you do? When you focus on value in your business, you gain the consumer’s trust.
Value isn’t just about doing more, overexerting yourself, or producing as much as you can. Value is about providing specific things for your clients that are useful and progress their results, experience and journey. This could be something bespoke to them, or you might find a common trend that many people would find helpful for you to provide.
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The Ripple Effect of Adding Value
I had a client once who said they appreciated that I messaged them before our first session to confirm we were still on and included everything they needed to bring with them. It made them feel valued and calmed their nerves.
It’s a bit like going to a personal training session at a new gym. As you drive there, you’re already nervous about the session itself, plus you’re thinking: Where do I park? Where are the changing rooms? Have I brought everything I need? As the personal trainer, you can easily calm some of those nerves with a simple text beforehand to answer these questions before the concerns arise. What a difference that would make and it’s so simple to do.
You can also use this to your advantage: to create more products for your customers to buy, help them get better results, keep them around longer, and have them refer more people to you.
Plus, you gain a deeper belief and confidence that what you offer works, which in turn helps you talk to more people, more confidently, about what you do.
When you notice that what you’re doing actually produces results for people and you get positive feedback, a little light switches on inside you. As more people experience great results, that light grows brighter. You’ve created evidence that what you do works; evidence you can share with others or an unshakable belief you hold within yourself that fuels your confidence.
So how do you actually provide more value without overworking or overgiving?
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How to Provide More Value
The best way to provide more value is to find out what your customers want and then what else they might need from you to achieve those results.
What are you really good at, that you might not think of as extraordinary because it comes so naturally to you? The things that come easily to you are often the exact things your clients are struggling with right now.
How do you find out what your clients want?
- Surveys or feedback forms
You won’t want to use these all the time, but occasionally they allow your clients to share what matters most to them and highlight other things you could provide that would be useful.
- Conversations or noticing common themes
Listen and observe. You’ll discover so much about your clients; what they want, what they need, and how you can make an even bigger difference to them.
A simple process:
- Listen to what they say they want.
- Notice what they actually need.
- Look at what you could provide (the how).
My clients often say things like:
“I didn’t have time.”
“I didn’t get around to it.”
“I forgot to do it.”
What they think they need is more time (who doesn’t?!).
What they actually need help with is accountability, planning, and prioritising.
That’s where I come in. For each client, it may look different depending on whether I’m working 1:1 or with a group, but the principle stays the same.
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Your Own Strengths
I offer my clients accountability to the things they’ve promised they’ll do (to create their week and complete their week) because organisation comes naturally to me. I know clearly what I have and haven’t done, and I’m great at reflection.
Many of my clients have benefited from that accountability. Every time I see one of my clients, he says, “I wouldn’t get up at 7:30am if it weren’t for you.”. Another sends me their promises for the week and what they’ve actually achieved and they know I’ll message them if I don’t hear from them.
It also helps me as a coach. I like the feedback of what my clients have been doing outside of the sessions too – I know what’s going on with my clients and where they might need more support in their sessions.
Who knew something that came so naturally to me could be such a strength; one that adds so much value to other people.
What’s something that comes naturally to you that your clients would pay for, even if you think it’s “too simple”?
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Reflect on Your Ideal Clients
Take five minutes with a notebook and reflect on the following questions:
- What are your clients’ biggest problems?
- What are their goals?
- What other things could you do to provide more value for them?
- What skills or attributes do you have that could help them get better results?
Reflecting on these questions helps you see opportunities to elevate your service without overcomplicating it. Be specific with your answers, and come back to them if you need to.
The deeper you go, the more value you’ll be able to provide. When you understand your clients deeply, offering value becomes effortless.
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Practical Examples
If you were a make-up artist, you could give your clients samples of the make-up you’ve used, make sure the colour matches their skin tone, and share it with them. You could also give them a tutorial on how to apply their make-up or share small tips as you go.
If you were a personal trainer, you might give your client the workout you did together so they can repeat it in their own time, or you might message them each week to check if their sessions are planned.
No matter your industry, value comes from attention to detail and care.
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More Value, More Growth
When you focus on giving more value, everyone wins; your clients get better results, your business grows naturally, and you deepen your confidence in what you offer.
Providing value isn’t about doing more, it’s about understanding what matters most to your clients and using your natural strengths to help them achieve it.
Adding more value builds confidence in your work and creates long-term relationships.
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