Creating Value Propositions for Clients

3 tactics that helped us work with top clients and scale OWLED. "Clients only care about affordability" - most freelancers believe this. I am saying this because when I started out I also used to think the same. However, I realized that turning prospects into clients isn't only dependent on pricing. So while building Owled we applied these tactics that you must also try: 1) Giving them performance-based guarantees.  ROI is the prime importance for everyone. If a client is investing an amount they need returns on it. We showcase the ROI-based case studies to our clients so they can trust us easily. 2) Explaining how instead of what. A person running a business surely knows what they need to do to grow their business. We don't educate them about why they need to go digital. Instead, we show them strategies that would help them build a digital presence and generate business via it. 3) Showing them the potential. Sometimes the prospects want to trust and experiment with the ideas. However, they are just concerned about the results. Our first non-negotiable is believing our own ideas and showing the bigger picture to the client. Basically, we sell and promote results instead of the idea. Financials do matter for businesses. But what also matters is the result and impact. Selling the right way can convince the prospect to take the risk and buy from you. Remember: You get paid a premium when you give premium results.

I get paid $4500/month (approx 3.7 lakhs) from a single client. That’s a yearly salary for some. But it only takes 5 hrs/week for his strategy. Curious how? You can too. Let me tell you: This isn’t about being lucky. This isn’t about getting rich clients. This isn’t about offering overpriced services. It’s about, Providing high value services that transforms your client’s business and, in turn, justifies and give returns on every single💲they invest. Here's exactly what you need to do: 1. Focus on High-Impact, Transformative Solutions: - Clients don’t just pay for work hours; they pay for outcomes. - Study your client's pain points. Go beyond the surface – find the one thing they’d pay anything to solve. -Example: I don’t just create a strategy; I create a roadmap that maximizes ROI. That’s why my strategies are worth every penny. 2. Specialize & Become a Subject Matter Expert: - Niche down – being a generalist doesn’t attract high-value clients. - Become the go-to expert for a specific solution that no one else can deliver like you. - For me, it’s leveraging Linkedin for personal branding and lead gen. It’s not just “strategy” – it’s strategic transformation for real impact. 3. Show Real Results, Not Promises: - Testimonials, case studies, specific ROI data. Numbers are your proof. - When I onboard clients, I don’t just pitch, I prove with past client success stories & hard data that showcase how my strategy 2x or even 5x their ROI. 4. Design a Repeatable System that Reduces Your Hours but Maximizes Value: - Templates, frameworks, and efficient processes allow me to deliver high-value outcomes without 50 hrs/weeks. - Every team member has their tasksheets, SOPs, resources and work for the week. - Example: My 5 hrs/week approach that still keeps clients happy and business growing. 5. Create a Client Onboarding Experience that Sets You Apart: - Set clear expectations, deliver a killer onboarding experience, and keep communication consistent. - Over-communicate to build trust from day one. It’s a small investment with huge returns in long-term client retention. 6. Understand the True Cost of Your Service to Clients: - High-paying clients invest because your service is worth more than what they’re paying. - Think about how much time, energy, and resources they would spend trying to achieve the same result on their own. - Example: My clients save 50 hrs/month, focusing on scaling their business, which directly translates to revenue. That's value. Remember, When you start prioritizing impact over income, the income follows naturally. Starting as a freelancer and now as founder of Iconify: The LinkedIn Personal Branding Agency, I built my business on these principles, and they’ve allowed me to work on my terms while delivering life-changing value to my clients. The impact you can make is limitless. LinkedIn Guide to Creating #entrepreneurship #personalbranding #linkedingrowth #leadgeneration #career

Years ago, I thought sales success was all about volume. More calls. More emails. More pitches. If we just kept pushing, the deals would follow. Right? Wrong. We were working harder than ever, but the results didn’t reflect that. Then came a meeting I’ll never forget. Mid-pitch, the CEO leaned back and said, “You’re telling me what your product does, but not why I need it.” Ouch. That hit hard—but it was the wake-up call I needed. I realized sales wasn’t about us. It was about them. Their problems. Their needs. Here’s the 5-step strategy that changed everything: Step 1: Focus on Value, Not Volume Stop pushing everything. Tailor your pitch to solve one core problem. Ask yourself: What’s the one thing this client truly needs? Step 2: Shift From Selling to Solving No one likes being sold to, but everyone loves having their problems solved. Follow up with, “How’s [pain point] going?” Step 3: Listen Like It’s Your Job (Because It Is) The best salespeople aren’t the best talkers—they’re the best listeners. In your next meeting, spend more time listening than pitching. Step 4: Understand Your Customer’s Customer Want to stand out? Solve problems for your client’s clients. Position yourself as a partner, not a vendor. Step 5: Don’t Let Tech Replace the Human Touch Automation is great, but empathy and connection win deals. Schedule one personal call or face-to-face meeting this week. Give this a shot and watch how it impacts your results. Because sales isn’t about what you’re selling. It’s about how you’re solving. 🔗 If this resonates with you, check out the link in the comments to join my newsletter. It’s where I share daily sales insights, actionable strategies, and tips to help you close smarter, not harder.

B2B companies struggle to identify their ideal clients before it's too late - leading to project delays, scope creep, and damaged relationships. After working with 200+ tech companies, I've discovered something crucial: You can't truly know if a client will be profitable or problematic without a robust sales process. Here's why this matters: • wrong clients drain resources • team morale suffers • delivery quality drops • growth stagnates The real problem isn't client selection - it's your qualification process. What I've learned working closely with Mahesh Iyer: High-value clients consistently show these patterns: • they understand their own problems clearly • they have realistic expectations • they value expertise over price • they're ready to implement Low-value clients typically: • rush the sales process • focus solely on cost • have unclear objectives • resist strategic guidance The solution? Build a sales process that naturally filters for the right fit: • detailed discovery sessions • clear success metrics • value-based discussions • mutual commitment checks We've refined this approach over 5 years, helping tech founders build their authority, audience, and sales pipeline. The key is creating a revenue engine that: • attracts the right prospects • educates before selling • qualifies systematically • sets clear expectations This isn't about being exclusive. It's about ensuring every client relationship starts with the right foundation. When you nail this, something magical happens: • delivery becomes smoother • results improve dramatically • referrals increase naturally • team satisfaction soars Want to learn how we build these revenue engines at Roarr Consulting Group (RCG), for B2B Tech Founders aiming to add another $1M, systematically? Because life's too short for bad-fit clients. #SalesStrategy #RevenueEngine #AuthorityBuilding #ThoughtLeadership

During my more than twenty years in money management, I’ve led or co-led the development of three Solutions businesses. These were major organizational transformations. But “Solutions” has become a buzzword in our industry. How do I define it? It’s a business model focused on customization to client needs. You meet with clients who control billions of dollars, and instead of pushing a specific investment product, you ask: What do you need? You may analyze their asset mix, and liabilities (i.e., how and when the money is distributed). Based on this analysis, you may recommend an off-the-shelf product or a customized portfolio. When a client who controls billions of dollars asks for an analysis or a proposal for a customized portfolio, the fire station alarm goes off. The Solutions Strategist must mobilize the entire organization quickly and efficiently. Everyone must work towards one objective: delivering the best the firm can offer this client. Whoever happens to have “bandwidth” (the ability to temporarily drop other projects to focus on this one) must step in. Organizations that are siloed and rigid about role clarity don’t do well as Solutions providers. My experience standing up these Solutions businesses at three companies has been that if you focus on the client, you can break silos without bruising relationships. #leadership #changemanagement

Sales and marketing are no longer separate- they are merging fast. Yet, many sales professionals are stuck in outdated tactics, wondering why leads aren’t converting. I learned this the hard way too which is why this became my mission - to empower sales to learn marketing and marketing to understand sales. After nearly 20 years in sales, I had to pivot and rethink everything I knew about lead generation and closing deals. Now, I help businesses evolve how they attract, convert, and sell- not just to win more sales, but to stay relevant. Some clients achieved 26xROAS and beyond. Because in today’s world, if you’re still selling the old way, you’re not just losing deals- you’re becoming invisible (you know - leads MIA and not replying / responding). After training over 500 high-ticket sales pros and marketers, here’s what leaders and sales professionals must do to stay ahead, convert more, and grow 📈 their pipeline: 1. 𝐁𝐞 𝐚 𝐂𝐨𝐧𝐭𝐞𝐧𝐭 𝐂𝐫𝐞𝐚𝐭𝐨𝐫 Buyers research before they buy—be visible on LinkedIn, Twitter, and YouTube (yes, long form matters). 🪴 Post weekly insights, not just sales pitches. 2. 𝐓𝐡𝐨𝐮𝐠𝐡𝐭 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 = 𝐅𝐚𝐬𝐭𝐞𝐫 𝐒𝐚𝐥𝐞𝐬 Your online presence should build trust before the first call. 🪴 Turn emails and sales conversations into LinkedIn posts or short videos. Lesson learned: I didn’t build this early enough, and I had to justify my value later. When done right, sales comes to you. 3. 𝐁𝐮𝐢𝐥𝐝 𝐃𝐞𝐦𝐚𝐧𝐝, 𝐃𝐨𝐧’𝐭 𝐉𝐮𝐬𝐭 𝐂𝐡𝐚𝐬𝐞 𝐋𝐞𝐚𝐝𝐬 Think like a marketer instead of just hard-selling. Attract, don’t chase—but value-led follow-ups with warm leads still matter. 🪴 Create demand with insights, not desperation. 4. 𝐓𝐞𝐚𝐜𝐡 𝐁𝐞𝐟𝐨𝐫𝐞 𝐘𝐨𝐮 𝐒𝐞𝐥𝐥 The best closers educate first. 🪴 Offer free assessments, webinars, or case studies to build trust. 5. 𝐒𝐦𝐚𝐫𝐭 𝐅𝐨𝐥𝐥𝐨𝐰-𝐔𝐩𝐬 > 𝐆𝐞𝐧𝐞𝐫𝐢𝐜 𝐌𝐞𝐬𝐬𝐚𝐠𝐞𝐬 “Just checking in” doesn’t work. Follow up with values and to serve 🪴 Track lead interactions and personalize outreach. 6. 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞 𝐁𝐮𝐲𝐞𝐫 𝐀𝐬𝐬𝐮𝐦𝐩𝐭𝐢𝐨𝐧𝐬 Many don’t even realize they have a problem. Don't be a servant, lead them 🪴 Ask: "What happens if you don’t solve this in six months?" Stop being customer service—start being a consultant. 7. 𝐀𝐥𝐢𝐠𝐧 𝐒𝐚𝐥𝐞𝐬 & 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 Marketing fuels sales. Content isn’t just traffic; it’s data on what resonates with your audience. 🪴 Share case studies and insights weekly with prospects. 8. 𝐔𝐬𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭-𝐁𝐚𝐬𝐞𝐝 𝐅𝐨𝐥𝐥𝐨𝐰-𝐔𝐩𝐬 Monitor the Social Media Platform you're using to connect with ideal clients (i.e, LinkedIn, Threads, FB/IG, TT) for warm leads. 🪴 Spend at least 15 minutes daily engaging with potential buyers (you can’t outsource real relationships, you can scale but not outsource fully). ☕ Which of these are you already using? #highticketsales #modernsales #modernmarketing #conversionstrategies #hrdcaccreditedmodernsalesandmarketing

One secret only the most successful tax firm owners understand: Do less tax prep and more tax planning. Tax preparation, while necessary, is ultimately an expense to the client. Tax planning, on the other hand, is one of the best ways firm owners can provide high value to their clients. Tax preparation typically involves preparing and filing tax returns, but it's often a low-margin service. The intense focus on service delivery means firms generally earn less per return, usually under $1,000 (for traditional tax). In contrast, tax planning offers a more lucrative avenue. This service, focused on strategizing to legally minimize tax liabilities, commands a higher market rate, ranging between $2,500 and $9,800 per plan. By offering tax planning, firms not only enhance their profitability but also provide a more comprehensive and financially beneficial service to their clients. Tax firm owners, do you provide tax planning services? Why or why not?

The Strategic Seller: Moving Beyond Product to Partner in the C-Suite B2B sales success hinges on strategic alignment, not just product specs. The shift from vendor to C-suite partner demands a mindset revolution—one grounded in value hypothesis and multi-dimensional frameworks 💡 The Value Hypothesis: Your North Star Start with a simple question: “What does success look like for your customer?” This dynamic hypothesis evolves through financial analysis, stakeholder dialogues, and market insights, ensuring solutions tie directly to executive priorities like ROI and market share 🔍 The 4 Dimensions of Value 1. Business Value : Quantify ROI, efficiency gains, and growth 2. Individual Value : Align with stakeholders’ career goals and pain points 3. Solution Value : Technical excellence framed by strategic impact. 4. Provider Value : Trust and partnership as differentiators . 🚪 Elevate Conversations to the C-Suite Break free from technical silos. Engage leaders on their terms: Discuss efficiency with the COO. Highlight customer engagement for the CMO. Link solutions to growth for the CEO. 🛠 Navigating Challenges Resistance from technical gatekeepers? Use Multiple Equal Offers (MEO) to de-risk decisions Competitor noise? Differentiate through relentless value refinement and agility 📚 Continuous Evolution Small tweaks—like pre-meeting “priming” emails—compound into strategic credibility. 🌟 The Bottom Line Strategic selling isn’t a tactic—it’s a transformation. By mastering value hypotheses, embracing agility, and partnering at the top, you become indispensable. Are you ready to rethink your sales playbook? 🔍💼 #StrategicSelling #C suite #ValueHypothesis #SalesLeadership #B2BSuccess

Silence is deadlier than bugs in IT. So here's my 5-part framework to keep clients happy. In IT, people think the biggest sin is missing a deadline. It’s not. It’s disappearing. No update. No email. No, "this might take longer than planned." Silence turns small delays into big problems. • It breeds assumptions • Assumptions turn into frustration • Frustration kills trust I’ve seen projects slip by two months, and the client still walked away happy. Not because the work was perfect. But because every week, they knew exactly what was going on. And people in IT know problems happen. • Servers crash • Timelines shift • Code breaks But communication is the difference between a frustrated client and a loyal one. And silence kills faster than any missed deadline ever will. Now, if you want my communication framework, here's what I recommend to people: 1// Set Communication Expectations Upfront • Define channels: 2–3 preferred methods (email for formal updates, Slack for quick questions, weekly calls for big discussions) • Set response times: “Emails within 24 hours, urgent issues within 4 hours” • Create update schedules: Weekly reports, bi-weekly demos, or milestone check-ins, but make it consistent 2// Be Proactive In Communication • Update before you’re asked, even “everything’s on track” matters • Flag problems early: “This might take an extra day because of X” • Explain the “why” behind updates and changes 3// Translate Technical into Human • Avoid jargon overload • Use analogies: “Like traffic on a highway - too many requests are slowing it down” • Focus on impact: “Making the app load 50% faster for your users” 4// Build Trust Through Transparency • Own the problems: “Here’s what went wrong and here’s our fix” • Provide realistic timelines, under-promise, over-deliver • Show your work: Screenshots, videos, or live demos 5// Listen as Much as You Talk • Ask clarifying questions • Acknowledge concerns • Adapt your style to the client And beyond this, here's what else I recommend you can do: a) This Week: • Define communication channels and response times • Create a simple weekly update template (3 bullet points) • Choose a project management tool with client visibility b) This Month: • Share client communication guidelines with your team • Practice explaining services without jargon • Set up automated project updates c) This Quarter: • Survey clients on communication preferences • Train your team on best practices • Build protocols into onboarding Ultimately, the best IT founders don’t just build great products. They build great relationships. And relationships are built on great communication. Start treating communication as seriously as you treat your code. Your clients will notice the difference. --- ✍ Tell me below: When was the last time proactive communication saved you from a client blow-up?

Sales isn’t just about selling — it’s about solving problems and creating value. The best sales professionals know that success comes from focusing on the customer, not the product. This simple acronym S.A.L.E.S. highlights the fundamentals that drive results: 🔹 S – Serve the customer’s needs True sales begin with empathy. Understand what your customer values most. 🔹 A – Ask the right questions Powerful questions uncover pain points, desires, and opportunities. 🔹 L – Listen actively and carefully Sales isn’t about talking more — it’s about listening with intention. 🔹 E – Explain the value clearly Don’t just pitch features; show how your solution creates meaningful outcomes. 🔹 S – Seal the deal with confidence Trust yourself, your product, and your process. Confidence inspires customer trust. ✨ When sales is done right, it’s not about “closing deals” — it’s about building partnerships and long-term relationships.