Jake Stahl, a pioneer in conversational dynamics, joined me for a conversation about how business owners can better communicate the value they offer.
The key is to understand your customer's needs and desires and create a compelling value statement that addresses those needs. Stahl suggests using the "3 Whys" technique to uncover the true dream outcome driving your customers.
He suggested four simple questions you can use to build your value statement: 
<ul><li>Dream outcome: What do your customers ultimately want?</li>
<li>Perception: How do they perceive their ability to achieve it?</li>
<li>Time delay: How long will it take with your solution?</li>
<li>Effort required: How much effort must they put in?</li>
</ul>
When you answer those four questions prospects can visualize the benefit of working with you.

Jake Stahl, a pioneer in conversational dynamics, joined me for a conversation about how business owners can better communicate the value they offer. The key is to understand your customer's needs and desires and create a compelling value statement that addresses those needs. Stahl suggests using the "3 Whys" technique to uncover the true dream outcome driving your customers. He suggested four simple questions you can use to build your value statement: Dream outcome: What do your customers ultimately want? Perception: How do they perceive their ability to achieve it? Time delay: How long will it take with your solution? Effort required: How much effort must they put in? When you answer those four questions prospects can visualize the benefit of working with you.

Jake Stahl, a pioneer in conversational dynamics, joined me for a conversation about how business owners can better communicate the value they offer.
The key is to understand your customer's needs and desires and create a compelling value statement that addresses those needs. Stahl suggests using the "3 Whys" technique to uncover the true dream outcome driving your customers.
He suggested four simple questions you can use to build your value statement:&nbsp;
<ul><li>Dream outcome: What do your customers ultimately want?</li>
<li>Perception: How do they perceive their ability to achieve it?</li>
<li>Time delay: How long will it take with your solution?</li>
<li>Effort required: How much effort must they put in?</li>
</ul>
When you answer those four questions prospects can visualize the benefit of working with you.&nbsp;

#947 Selling the Dream

More than a Few Words - A Marketing Conversation is a smart, down-to-earth show about what’s really working in marketing and what isn’t.  All in about 10 minutes. 

Every week, Lorraine Ball sits down with marketers, entrepreneurs, and the occasional mischief-maker.  Some are seasoned pros. Others are figuring it out as they go. But all of them share tips you can use. And stories you won’t hear anywhere else.

No fluff, no jargon, just real-world lessons, actionable ideas, and a peek behind the curtain of what actually works.

What You’ll Hear:
• Real talk with real experts—marketers, creatives, business owners who’ve been in the trenches.
• Marketing strategies you can actually use—no jargon, no gatekeeping.
• Encouragement without the ego—especially for women building bold businesses on their own terms.
• A mix of wit, wisdom, and the occasional marketing metaphor—because learning should feel like a good conversation, not a lecture.

We’ll unpack what’s working, what’s not, and what’s changing in the digital marketing world so you can spend less time guessing and more time growing.

Whether you’re growing a brand from your kitchen table or the corner office, you’ll find ideas, inspiration, and a few laughs along the way.  

Follow @lorrainefball on Instagram, for a more marketing conversations and lots of pretty pictures . 

Smart. Practical. Surprisingly fun. More than a Few Words is your marketing conversation

Business

Entrepreneurship

Marketing

More than a Few Words - A Marketing Conversation is a smart, down-to-earth show about what’s really working in marketing and what isn’t. All in about 10 minutes. Every week, Lorraine Ball sits down with marketers, entrepreneurs, and the occasional mischief-maker. Some are seasoned pros. Others are figuring it out as they go. But all of them share tips you can use. And stories you won’t hear anywhere else. No fluff, no jargon, just real-world lessons, actionable ideas, and a peek behind the curtain of what actually works. What You’ll Hear: • Real talk with real experts—marketers, creatives, business owners who’ve been in the trenches. • Marketing strategies you can actually use—no jargon, no gatekeeping. • Encouragement without the ego—especially for women building bold businesses on their own terms. • A mix of wit, wisdom, and the occasional marketing metaphor—because learning should feel like a good conversation, not a lecture. We’ll unpack what’s working, what’s not, and what’s changing in the digital marketing world so you can spend less time guessing and more time growing. Whether you’re growing a brand from your kitchen table or the corner office, you’ll find ideas, inspiration, and a few laughs along the way. Follow @lorrainefball on Instagram, for a more marketing conversations and lots of pretty pictures . Smart. Practical. Surprisingly fun. More than a Few Words is your marketing conversation

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#947 Selling the Dream

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