11 Ways to Add More Value To Your Sales Strategy.
You’re doing great. Your business is steady. You are doing all the “things” you’ve read about in the business magazines and learned about on all the webinars you tirelessly sit through.
But you want more than steady. You want to be moving forward. You want to be killing it.
You want to add even more value.
What can you do to super size the already awesome thing you have going on?
Here are a few ways you can add more value to your clients and your business.
- Do Two Things, Give One Away - When selling a product or service, try to bundle it in such a way that the client pays for two items or services and you throw in the third for free. As a bonus. People love free stuff. You don’t have to break the bank to add more value, just up your game a bit. Make people feel special by giving them more than they expect.
- Pay More Attention to Your Clients - Your clients are the reason you make any money at all. Make sure they know that you appreciate them. You are aware that they are imperative to your success, and always stay abreast of their changing needs. Take time to have a phone conversation that doesn’t always end in you trying to sell them something else.
- Have a Process Driven Experience - Make the process of working with you an experience that is focused on outrageous amounts of value. Seamless ordering. Stellar customer service. User friendly online apps. You never want the process to be exhausting. That will make you the "go to person" when people want a fast and easy process.
- Polish Any Bad Habits or Procedures - You want the best possible review on any given social media site. The way to get five stars all the time is to make sure there is nothing to complain about. When you have a complaint, address it head on. If the same problems keep arising, fix them. It’s OK to admit when something needs work.
- Eliminate the Busy Work - Legal language and extended contracts are just two of the many reasons people quickly look elsewhere to do their business. The process of working with you should be more like a barefoot walk on the beach and less like a walk over hot coals. Make it enjoyable. Peaceful, even, if possible. Get rid of anything stressful. Immediately.
- Be Adequately Staffed - You never want people sitting around on hold or having to wait for a call back because you don’t have enough people to meet customer service demands. It’s bad enough when you have to call or go online for help. It’s even worse when you can’t get help in a timely manner because everybody is busy helping other customers.
- Develop Your Team - You want to surround yourself with people who know what they are talking about. Whether it is sales, marketing, IT support, or general customer service -- you want emotionally intelligent people servicing your clients. If it’s not your face in the forefront, it should be the face of someone who represents you. And does it well.
- Overdeliver. And Then Deliver More - I cannot stress this enough. You should always be over-delivering. Whether linking your business to an informative blog where you give away information or inviting your clients to a free webinar where you give away some of your trade secrets -- do the things people don’t expect you to do and do them often.
- Handle It - Customers want to know that you’ve got it handled. They want to have peace of mind in what you are delivering. And they want to have faith that you are giving them exactly what you said you were going to give them. And when something falls through the cracks, handle it. Personally. That’s how you add more value.
- Give Them What They Need - People WANT a lot of things, but they don’t necessarily NEED them. You can sell people what they want all day long, but how often does someone say, “you don’t really have to spend your money on that, you don’t need it”? Raise your standards and your value by informing people of what they actually need to succeed.
- Become a Craftsman - It’s not wise to always be dealing with skin-deep, transactional stuff. You need to change the way you do business by becoming an expert and delivering irreplaceable value. It’s great to know a little bit about a lot of things, but it is so much better to be an expert in one specific craft.
There will always be something new and something better and something more you can do to create revenue. Do those things for your customer.
Doing more is what will keep your name coming up over and over again when someone asks them, “Hey, who do you know who does…?”
Make delivering more value your obsession.