Susan Giddings is the founder and CEO of Susan Giddings Consulting. She has over 35 years of experience as an entrepreneur, owning and operating multiple construction, publishing, and marketing businesses. As a management consultant, she’s helped hundreds of clients identify opportunities and streamline their processes.
As an experienced management consultant, Susan wanted a more efficient sales process. Specifically, she wanted to improve her close rate and shorten sales cycle.
She focused on three areas to help improve her sales. First, she wanted to better establish herself as a thought leader and an authority in the construction industry. She needed a methodology that would give her practice greater legitimacy.
This would help her address her second challenge, objections that her fees were too high. When working with business owners, she struggled to convince owners of the value of her services.
Lastly, Susan’s sales cycles took too long. She spent too much time speaking one-on-one, writing emails, and making phone calls. She was having trouble with the follow up and administrative processes, so she was searching for a closing tool to help speed up the sales process.
Why the Value Builder System™?
Susan implemented Value Builder to help solve her three business challenges and improved her sales process immensely. Before Value Builder, Susan was selling herself and her experience. Now, as a Certified Value Builder™, she is backed by a methodology proven to increase the value of a business.
Prospects struggled to see the ROI when discussing her fees in the past. With Value Builder, she can provide proof of a tangible process for building value backed by the success of 70,000 business owners.
Prospects no longer haggle on price but immediately see Susan – backed by Value Builder – as a worthy investment. Her suite of consulting services were bolstered with 12 value building modules packed with assessments, checklists, videos and exercises that come out-of-the-box with Value Builder.
As a result, prospects immediately saw her value—the number of meetings to win a client reduced by 33%. Next, with Value Builder’s consulting toolkit, Susan increased her fees, growing profit by 27% per client.
Susan also leveraged Value Builder’s coaching modules to create a self-serve option. This enabled her to reduce time spent with each client by 50%, letting Value Builder do the work.
With warm prospects, she offers the Value Builder Score, Value Builder’s flagship Discovery Questionnaire. Once completed, she and her prospects receive a detailed report that uncovers an owner’s strengths, weaknesses, and an estimate of company value. More importantly, it diagnoses the most significant areas of opportunity within the business. Susan raved, “Through a combination of improvements, many owners can double and triple their profitability. The Value Builder Score uncovers this insight.” It’s so powerful that nine out of ten prospects who complete the questionnaire will become paying clients.
While partnering with Value Builder to help with sales, Susan has also seen improvements in her marketing. Susan leverages Value Builder’s Smart Content; 500+ out-of-the-box marketing assets and templates. With Value Builder’s automated marketing system, Nurture Cycle, she can cherry-pick the most relevant content to send to prospects and clients.
She also customizes each message to match her brand voice and tailors the content to apply to her target market, the construction industry. With Value Builder, Susan’s eliminated the need to write or outsource content creation for emails and social media.
While citing countless improvements to her practice, Susan boils it down to efficiency, saying, “Value Builder has made it possible for me to make more money with less work. I can now offer a robust, tangible product that keeps prospects from focusing on how much it cost, to how much value they were receiving.”
Before she implemented Value Builder, it took Susan an average of three meetings to win a new client; now, it takes her an average of two. She also increased her monthly fee per client from $1,250 to $1,595.
Susan’s product offering has evolved from simple one-on-one consulting to a 3-tier system, each powered by Value Builder tools. The best part? Not a single client has opted for the bottom tier, with all investing in her most lucrative offering.
Lastly, Value Builder has given Susan more time back in her day. With reliable marketing, sales, and coaching tools in her corner, she’s reduced meeting time with clients and increased her revenue while focusing on family and time outside the business.