Learn More About Performance Benchmarking * Attend Paul Collins' webinar, How to Develop a Value Prospection that Grabs Attention and Opens Doors * Read "How to Rapidly Grow consulting Sales with a 'Performance Benchmarking' Proposition"

RainToday Note: This article is part one of two. Here, Paul Collins discusses why a strong value proposition is important, what makes performance benchmarking a unique value proposition, and the five vital characteristics your performance benchmarking offer must include. In part two, he gives the six steps for building your performance benchmarking proposition.

If you have a strong value proposition, it elevates clients' minds away from price towards the overwhelming benefits your service provides, thus taking the brakes off their decision making and accelerating your sales growth. Is it easier said than done to produce a proposition like that?

Usually yes. But if you are open minded, there is an innovative and relatively quick way to make it happen by incorporating a "Performance Benchmarking" offer into your sales and delivery toolkit that enables three very important things to happen:

1. The creation of an entry-level service that's easy to sell
2. The opportunity to add on and sell more services
3. The ability to measure performance improvement

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