How to create value for customers
How to create value for customers
?outline:
1. What is the value to customers？
2. What are the values?
3. How to create value for customers？
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Over the past few years, I have been thinking about this question: what value can I provide to customers in my industry? Products are divided into standard and non-standard: standard products are brand and price, which largely depends on the company's comprehensive strength, such as history, reputation, marketing (initially rely on exhibitions and dealers, and later reply on?stable quality); Non-standard products depend on your mold integrity, machining ability, technical ability (mainly the engineer's personal knowledge and familiarity with the industry), in fact, it is also a reflection of the company's overall strength.
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As a sales, what value can you provide to customers? I think there are a few points:
1. Familiar with your own products, including usage, selection, scope of application, etc., can quickly help customers to select the required product model and material.
2. Familiar with the industry: industry brands, main competitors.
3. Familiar with the market: what types of main customers are there and what are their demands? What kind of customer(s) can your company serve?
4. Familiar with export-related industries: such as changes in shipping (land, sea and air), changes in foreign trade policies, changes in exchange rates, etc. If there is a major event that will affect any of them, you will immediately think about whether it will have any effect on customers, and then remind customers the fact and give your solution. For example, the outbreak of the Russian-Ukrainian war will definitely lead to an increase in the prices of bulk commodities such as oil and grain, so the shipping charges will definitely be increased, so customers should be advised to place orders in advance to reduce freight costs.
5. Do a good job in service: It is to help customers to follow up their orders, to ensure that the orders can be delivered according to quality and on?