When people shop around for the best product, price is certainly a consideration. However, a cheap price doesn’t necessarily equal great value. In fact, customers are typically willing to pay more for a better product that is dependable, consistent, and offers excellent customer service. There are many other factors to consider when selling your brand’s value to a buyer.
Promoting a product as inexpensive or cheap, can actually backfire if the customer thinks the product isn’t going to meet their needs. Value selling on the other hand, is focusing on putting the customer’s needs first, providing a superior product or service, and ensuring that buying from your company was the best decision for their success.
1. Think About Your Product
You’ve spent time and effort on creating the best possible product the market has to offer, but it doesn’t matter if no one wants it. You have to work hard to put together a solid sales strategy that draws customers in and gets them interested in what you have to offer.
2. What Makes Your Product Superior?
Ask yourself, why would someone choose your product over the next. This should never be just because it’s cheaper. You want your product to bring something to the table that no one else does.
3. Check Out The Competition
The best way to beat out the competition is to study the competition. Learn what they’re doing right and what you could improve upon. Researching your competitors can provide you with inspiration and know how to improve your customers’ experience.
4. Educate Your Customer
There’s an old saying that people don’t know what they want until you show them. Educating your customers can build brand awareness and solve their problems. Guiding them through the sales process by giving them new information about what they need can put you a step ahead.
5. Address and Eliminate Your Customer’s Fears
Your product could be the best around, but if people are afraid to buy then it doesn’t matter. Some ways to ease their fears are with money-back guarantees, risk-free trials, and with existing customer testimonials.
6. Quality Customer Service
One of the best ways to sell value to your buyers’ is by offering them quality customer service. When a customer feels seen and heard, they feel valued. Make sure you have a way to receive both positive and negative feedback from your customer’s and fast and appropriate resolutions to their problems or concerns.
7. Emotional Marketing
There are many ways to use emotional marketing to your advantage, such as donating proceeds to charity, being environmentally friendly, as well as appealing to nostalgia or anything else your customer cares about or makes them feel a connection. Just make sure you follow through with what you say you will or you could lose customer trust as soon as you gain it.
8. The Buying Experience
If buying your product is incredibly difficult or time-consuming, your customers will move on quickly, especially in today’s market. Make every step of the buying process simple, efficient, and enjoyable for your customer and they’ll return.
9. Follow Up and Engagement
Most successful companies follow up with their customers after a purchase. You can send an email, text, phone call, or even a note by mail. Customers will appreciate the personalization of the follow-up and feel important.
10. VIP Programs
Many companies offer rewards programs, membership programs, and other incentives to keep using their products. Find out what is most important to your customer and create a program that is easy and fun to use.