Breaking Down the Components

What does this mean in practical terms?

Dream Outcome

This refers to the ultimate goal your client aims to achieve. For instance, it's not just about having a six-pack; it's about the vibrant dating life that often comes with it.

Perceived Likelihood of Achievement

This is the probability that you can assist them in reaching that dream outcome. If you've successfully helped several middle-aged divorced men achieve their fitness goals and enhance their social lives, that’s significant social proof.

Time Delay

How long will it take for them to see results? Are you capable of providing quick wins? Ideally, the answer should be affirmative. While achieving six-pack abs in a day is unrealistic, assisting individuals in losing 2–5 pounds within their first week is achievable, as is improving their plank hold from 10 to 30 seconds.

Effort & Sacrifice

What do they need to give up? How demanding is the process? You’ll need to integrate ab-building exercises into their daily routines, including food swaps, increased physical activity, and desk-friendly ab workouts.

The objective of this equation is to amplify the first two components while minimizing the latter two.

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Depending on your specific product or service, the extent to which you can enhance or reduce these factors will vary significantly. However, your goal should always be to maximize the value of your offerings.

In this TEDx talk, Jeff Barrett explores how to create genuine value in various contexts. Understanding the nuances of value creation can significantly elevate your business strategy.