Creating Value

Why is creating value for your prospects and clients important? The answer is really simple, customers don't buy facts and features, in fact, they aren't even product-oriented in their thinking; they're focused on solutions to their challenges, and solving those challenges is what generates value for them.

So, when the salesperson beats his or her chest and rattles off the great magic that goes into its products, salespeople fail to place the product as the answer to the customer's pain, frustration, or objective. Instead, they're actually arranging it as a product, allowing the customer to source more of their acquiring decision on price and thereby pressure profit margins.

When the value is created in the eyes of the customer, the purchaser gains the opportunity to see it as unlike any other in the market – almost as if you've created a new market segment of one. This also has the effect of repositioning your competition, so that price becomes a less dominating factor in the buying decision, however, if the client perceives exceptional value, the price will never be the issue.

In order to create this value for the customer, you must know and understand that customer. So, do your homework. Go online and learn as much about him or her as the internet allows since there is no cookie-cutter conversation with prospects and clients; it should go without saying that each customer values different things. This means with each prospect or client, you, the salesperson, must build a special relationship.  By solidifying that relationship, you'll be able to get a much better sense of their current business condition and where they want to be, the knowledge you can use to place your value proposition to address their challenges and requirements. Remember to ask the probing questions that will draw out this information and be sure to actively listen to their answers.

Remember to paraphrase their response back to them so you can confirm if you're understanding them effectively. Not only does this verify the information and allow them to clarify if necessary, but it also demonstrates your thoroughness and desire to understand their situation and needs, and how your value proposition may be able to help. Critically it builds their confidence in you, and your confidence in yourself and your solution.

Something else you can do is have a custom On-Hold message created that answers FAQ’s all the while engaging the caller and continuing both your marketing and branding message.

Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. 

Let HoldMasters help you when your business is on the line.