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Selling Your Value
The value you offer your customers is the benefit they can expect from doing business with you. Value is the measurement of both qualitative and quantitative results customers receive from purchasing your products and services. It shows how their purchase improves their business or life and what additional advantage they get by doing business specifically with you.
That sounds easy enough, doesn't it? Well, it can be difficult to know just how your customers are benefiting from using your products or services. The best way to discover your key value is to document customers' experiences.
Here are samples of qualitative benefits that can be identified through answering the questions below. Use the ones that apply to you.
Once you get answers to these questions, you can look at the quantitative results. How much more money is being made or saved by using your offerings? Are there other advantages such as an improvement in employee retention or saving money in recruiting and training costs?
The most direct means to gather and use this type of information is to:
Talk less to prospects about what you do and how you do it. In most selling situations, your process does not sell, rather the value and the results of your products/services do. Make sure your value is strong and resonates with your prospects and customers. Use it consistently and keep it updated. It works!
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