In reality, it’s quite easy to test if you’ve created value or not – make a sale. The simplest approach is to get 10 targeted prospects in a room, present them with an offer on a PowerPoint slide-deck and see how many part with their credit card details. If two out of ten people sign up for a £2,000 package, you’ve probably hit on something of value and you can proceed to develop your product or service to meet the need you’ve discovered.
