Building Relative Value

Building Relative Value

When building up your business, there is a need for building relative value in your products and services. Your want to establish how your products and services are the best choice for your clients needs.

* List features and benefits
* Build value into the products and services
* Show how you are the solution to their problems, issues or needs
* Develop Credibility – Reinforced with facts and testimonials
* Fulfill their desires, cravings, emotional wants, passions or satisfy an impulse
* Justify a great price point – break down the value in related comparisons
* Offer an excellent guarantee adding security in the purchase
* Ease in ordering and getting in a timely fashion. Define delivery times and be realistic. Always allow more than enough time.

Remember people love to buy but never want to be sold. This is a point most over look when trying to drive sales. If you sell anything, Sell Yourself. Show them how you are different and the best choice. People will purchase if they feel they are special and given personalized service. Quite often willing to pay more for such service. You need to understand this behavior in order to develop a long term relationship with your customer base.

Repeat sales are the key. Avoid the “Get The Sale At All Cost Mentality”. It will cost you greatly in the long run.

So how is this done? First thing is to listen...! A potential client will tell you how to sell them if you just listen. So learn to look for their hot points. Identify their needs and show how you can help. Give them solutions to their needs. If you know it all and are unwilling to learn or try to force a sale, you will be left behind. Needs change quickly and you need to adjust just as quick, so stay informed by listening.

Reassure them with Superior Customer Support And Service. This builds long term relationships for continued sales and your business security. They need to feel if there is ever a question or problem, they can reach you and get results in a timely fashion.

Learn and apply the “Justification Mechanism”. A client needs to feel they are getting a good deal. They feel the relative value is based on:

* Solving a problem, issue or need
* Is the price justifiable in trade for the product or service

It is important they feel they are getting the very best deal possible. If they feel the purchase is a 50 / 50 or better in their favor, you will earn their respect and client confidence.

After the sale, remember to follow up, reinforcing the relationship. This allows for additional sales, up sales and referrals. Referrals are pre-conditioned sales ready to purchase at no real cost to you. Keeping your business healthy, strong and with higher profits.

Work more as a consultant, not a salesperson and gain their trust. They will see you as the expert and seek your advise. Guard the relationships you have built. You want to be transparent and open, clients want honesty more than anything else. Have a genuine interest in them and you will gain their loyalty.

Follow these points and it will build Relative Value in your products and services but more importantly in yourself. You are the expert and this is how you use this fact to build in value.

For more information or questions contact us directly by Email at dmantaz@gmail.com