(Newswire.net — December 10, 2020) —
Looking for an instant way to manage customer value effectively?
Sell your audience value instead of price. It’s simple: Your audience is naturally disinterested in spending money. However, they’re very interested in solving practical problems that plague their lives. They want results; they want the experience.
Focus on that.
When you’re helping a prospect through the buyer journey, describe the specific value your service or product will have in their lives. Detail how the product works, find out what your future customer needs, and connect the dots.
As your prospective customer becomes more and more convinced that your product will improve their life, the price will recede into the background.
Value Selling: Don’t Be a Commodity
What’s a commodity? It’s a product that you buy; there’s a price attached.
When you’re selling your product, you want to distance yourself from that. Your customer needs to believe that they’re getting a very high benefit for the price they eventually pay, or a good overall value. The more you can speak to the benefits that your customer will receive (and the less you focus on the price attached to that benefit), the more their perception of your product’s value will increase.
Wondering just how to make that happen? Here are a few hacks to boost your ability to sell value well.
Understand your ideal customer. The more you’re able to speak to the real concerns and issues in your prospect’s life, the more you’ll be able to impart the value of what you offer.
Don’t sell what your product is or has; sell what it’ll do. You want to focus on the tangible benefits that your product will impart upon your customer – not on features or specifications of your product.
Have a clear list of your product’s benefits. Customers get frustrated by jargon. They want to quickly understand how your product will help them so they can compare what you offer to your competitors. Help them do that, and they’ll appreciate it.
Be aware that customers compare. To that point, know that your prospective customer measures their perceived value of your product against your competitors. Use that to your advantage by knowing what your competitors offer – and positioning your product’s benefits in a better light.
When you’re converting leads, you need to remember that your audience is looking for value. Using a few savvy sales strategies to boost their perception of your product’s value can make all the difference.