Think about your value. When do you offer value? How do you communicate your value? Do you give it consistently?
If you give value often, concerns about price may disappear. Customers will gravitate to you. They will become loyal.
The bottom line? Your sales increase.
Here are some tips on how and when to give value.
1. Give Value Upfront
A prospect mentioned the other day that she wanted to read more books on sales. Without hesitation, I whipped out the book I was reading, wrote a friendly note, and gave it to her.
Giving value early on jumpstarts your sales cycle. Just remember: this is not quid pro quo. Dont ever expect something back. Give freely, give often, and youll stay relevant and top of mind. Watch your significance skyrocket.
2. Discover What Makes Your Customers Tick
People buy from those that they know, like, and trust. Investing in a relationship with your client is an extraordinary way to build rapport and trust. Connecting on a human level isnt just good for your soulits great for business.
Discover what makes your customers tick, and then find little ways to show that you careforward an article that relates to their industry, snap a photo of something theyd like, follow up with information that will help their business grow or profit.
When you offer value continuously, prospects become magnetic. They are drawn in and keep coming back for more.
3. Dont Just Communicate Your Value Demonstrate It Consistently
Last year I purchased a new car, and I already know where Im buying my next one: at the exact same dealership.
Why? Its not because their prices are drastically lower than every single competitor; its because they offer me value that other dealerships dont.
How many car salespeople give their personal cell phone number to clients? Mine does. Plus, when my car needs service, they come to the city, pick it up, service it, and bring it back. They make it easy, hassle-free, and go out of their way to show they care.
I am not just a satisfied customer. I am a loyal customer. Are your customers loyal?
When you shift your focus to providing value, you differentiate from the competition, build loyal customers, and increase your bottom line.
Learn how to attract more customers!
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