Your conviction in the value you sell is what will open people’s minds to it. Would you buy your product or service? Would you trust you to deliver if you were your own client?
People often start a business to try and make money from the get-go with as little value delivery as possible – slapping prices on superficial products and services without doing proper back-end setup, hoping some smoke-and-mirrors will make it fly.
By thinking about the value delivery first, and building that, stimulates your genuine enthusiasm for your own product or service. It’s then easier to talk about and explain what you do. You then also know what you charge is fair and avoid entering into price war territory. Delivering real value that you know the depth of, will safeguard you against underselling yourself and being taken advantage of, and also from dreaming up pie-in-the-sky pricing that might float the boat for a while, but when clients cost cut, you’ll be the first to go.
Even if you’re going to get someone to do your marketing for you… the conviction with which you communicate the value to them will flow through into the marketing communications. Conviction builds a brand.
Side note: It takes time to build a business. Count the cost before you do (financially), and also whether or not you are actually cut out for it. It often costs a lot more than you first think to deliver something of value.