When you are selling to a customer do you market your service or how you will make their lives easier? Cost or value? Selling yourself and your company solely on a dollar amount may degrade your services and proficiencies. Are you only a chunk of change or do you have expertise and industry experience that is worth more?
“When you’re selling on price and not value, you’ve already lost.” Chris Brogan.
Value revolves around benefits, solutions and quality.
- Leverage your strengths and experience, building confidence and comprehension of what you offer and how you solve problems.
- Identify your buyer personas – who is your customer and what are their problems?
- Price is a function of perceived value – demonstrate and substantiate your value.
- Utilize your customer testimonials to show support and document successes.
- Highlight the benefits with conviction and belief.
- What are your key differentiators?
- Offer insight and be intuitive. When you know and care about your customer, you are able to present new ideas and solutions.
- Present new ways to improve their lives.
- Exemplify your customer service. What makes you stand out from the competition?
- Focus on building rapport and personal touches, getting to know the client’s needs and business.
- What are your measurable results to help you showcase your value?
- Do your mission, vision and values support your client needs and purchase drivers?
- Execute and commit to guaranteed service and satisfaction.
- Be the service provider you value most.
Clients that understand your value are lifetime clients, knowing you will provide the service with the services. How do you communicate value and your pledge to service?
NEVER simply say what you think they want to hear. Whatever you tell the client, mean it and back it up because they trust and value you enough to purchase your services. Empty words and promises will not keep you in business but character and integrity will.
Service is key. Selling value is priceless.
“Price is what you pay. Value is what you get.” Warren Buffett
I recently saw an advertisement for a virtual assistant that read: Professional Virtual Assistant $5.00/hour and was bewildered at the word professional. I have been in the industry since 2002 and I cannot even fathom ever giving away my services at a cost lower than what it takes to live, shortchanging my education, lifelong learning, industry experience and outstanding service. While this is obviously an overseas ad, you will get what you pay for.
Competitive pricing is a must, but giving away your services for pennies does not signify your own worth, nor is this client your ideal client because all that matters is the dollar sign. Yes, saving money is important to the bottom line but it may come at a sacrifice.
I have had prospects message me, only asking what I charge. They don’t seem interested in my knowledge, customer service, developing a long-term partnership, my 11 years of experience, the size of the offerings from my network or how I will solve their greatest pain points. The only concern is: “how much.” Personally speaking, this is not a desire for top-rate service, it is about the getting the job done. Any quality virtual assistant cares about the client, their business, their success. We run the extra mile because we want to help you achieve your goals. The finish line isn’t just point A to point B. It is all of the in between that we do and care about. Our partnerships extend beyond the one offs and daily tasks. You have a vested business associate working alongside you just as though we were in the same office. Value this relationship.
“Customers are much more than one-dimensional money savers. They want to do business with suppliers who not only serve their needs, by also match their values.” Vanessa Merit Nornberg.
People pay upwards of hundreds to thousands of dollars for upfront or box seats at a sporting event. They see a greater value in being up close or having more concierge style service. They want the best. This is just sports. (I know, this could be blasphemy to your ears). Once the event is over, you hopefully saw your team win the game, had a beverage or two and wow, you have a ticket stub to show for it. A piece of paper at what cost? If you will pay this much to watch a game, have a drink and get a piece of paper, how much are you willing to INVEST in the support of your company?