Ep 271 The Value Gap: They're Not Buying What You Think You're Selling w/ John Ravaris
You know your product. You've got clients, revenue, a team. But growth has gotten harder and you're not sure why.
Here's what nobody wants to admit: the disconnect between the value you think you deliver and the value your clients actually feel is probably wider than you know. And that gap is costing you deals, loyalty, and the kind of growth you know you're capable of.
In this episode, host Tyler Dickerhoof sits down with John Ravaris — founder of UVP Solutions and author of Define Value, Drive Growth — to show you exactly how to close it.
John spent 35 years inside family-owned businesses learning that sustainable growth isn't a sales problem or a marketing problem. It's a value problem. And it's fixable.
By the end of this conversation, you'll know:
Why price objections are almost never really about price
How to move your clients from seeing you as a vendor to treating you as a partner
Why your best clients may not be telling you the truth — and how to find out what they actually think
What has to happen inside your organization before growth can happen outside of it
How to stop relying on heroics and build a team that can sell the way you do
Meet John
Founder | UVP Solutions
For more than 35 years, Johns has helped businesses grow by defining the value that truly sets them apart.
His experience spans manufacturing, distribution, and service industries, including family-owned and private-equity-backed businesses. John has helped leadership teams translate complex challenges into clear strategies that drive revenue, profitability, and market share.
He works with leadership teams to clarify what makes their organizations unique, align teams around value creation, and build growth engines that outperform competitors.
If you want to learn how to define your value, order his book: Define Value, Drive Growth: Build a Business Clients Choose and Competitors Envy
Resources, books, and links mentioned in this episode:
Connect with John:
📘 Define Value, Drive Growth — available on Amazon
🌐 uvpsolutions.com
📧 john@uvpsolutions.com
Order his book: Define Value, Drive Growth: Build a Business Clients Choose and Competitors Envy
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About the Tyler Dickerhoof Show Podcast
The Impact Driven Leader Podcast, hosted by Tyler Dickerhoof, is for Xillennial leaders who have felt alone and ill-equipped to lead in today's world. Through inspiring interviews with authors from around the world, Tyler uncovers how unique leadership strengths can empower others to achieve so much more, with real impact.
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