Objective
- Deliver insight
- Build anticipation
- Sell a Value Builder Engagement or other services
How to Deliver the Value Builder Assessment
Timing
Conduct an Assessment meeting after qualifying the prospect and building trust during a Vision Quest phone call, and once the prospect has completed the assessment, but before delivering the Value Builder Score Report.
Approaches
- Deliver 2-3 drivers during a complimentary Assessment meeting, with the objective of selling a Value Builder Engagement and/or other services. (Recommended)
- Deliver the full 8 drivers during a paid Assessment meeting to prospects that will not be engaging with you as a coach. (For example, businesses too small to afford coaching).
- Conduct a complementary what-if analysis session using the Value Builder Scenario Planning tool, to showcase the ROI business owners would realize by working on the 8 drivers of company value.
- Bundle the Assessment into another program or service package that you offer.
Assessment Dos and Don’ts (Recommended Approach)
Dos
✓ Do determine your objective for the meeting and whether you will charge for the Assessment.
✓ Do choose which drivers to focus on, including one in which they excelled.
✓ Do customize the Value Builder Assessment presentation prior to your meeting, based on the drivers you’ve chosen to deliver.
✓ Do start with a brief overview of the 8 drivers.
✓ Do focus on asking effective “what” questions rather than giving advice. E.g., “What is the biggest obstacle preventing you from achieving your goals?”
✓ Do follow up with a sales conversation, either during the Assessment meeting or use the Value Builder Score Report as a carrot to book a subsequent meeting.
Don’ts
X Don’t give away too much for free.
X Don’t be a “know-it-all”, think like a coach, listen, and ask questions instead.
X Don’t tell the business owner their “baby is ugly”
X Don’t send the Value Builder Score Report until after you’ve conducted the Assessment meeting and customized the “Consider the Following” sections.
X Don’t ask “why” questions that put business owners on the spot and raise their defenses. E.g., “Why aren’t you achieving your goals?”
X Don’t finish the meeting without a clear call-to-action.
To find examples of situations that may be negatively impacting a client’s score in each of the 8 value drivers, along with some potential opportunities for improvement please check out the article below.
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