In an endeavor to gain the support of prospective customers we often resort to just telling them about our product’s benefits. While outlining value might seem like the easiest way to communicate it, the most straightforward strategy isn’t always the most compelling one. When a value is showcased rather than just describing it, immediately it becomes more believable. Your potential customers need to know beyond how your service works—they want to understand how that function solves their problem. Showing is a powerful approach than telling because it reflects the customer’s desire.
There are infinite numbers of choices out there. No matter how specialized your services are, there’s a pretty good chance you’re competing for the attention spans of potential customers along with countless other competitors. Why should a customer patronize you? This comes down to value and your ability to enunciate that value to consumers.
STEPS TO SET YOURSELF APART FROM COMPETITION
In a particular business niche with tons of players, you’re going to have competition. How can you set your business up as a significant player that stands out from the crowd?
BE HONEST ABOUT YOUR SERVICES.
Honesty remains not just the best policy; it should be your primary policy. Can’t deliver by the due date? Call and let your buyers know. If your customers catch you lying, it’s like shooting yourself in the foot. They will lose faith in your service and may even proceed to spread negative feedback about your business.
COME UP WITH A NEW FEATURE.
Continue to reinvent your business by introducing new processes, solutions and adopting emerging technologies. For instance, adopt the use of mobile-friendly websites and social media as your potential clients prefer to find and work with you on their phones. This alone can make a lasting impression and help your business to stand out from the crowd; however, to be effective the underlying product or service must be at least up to par.
ADMIT MISTAKES AND FIX PROBLEMS TO BUILD EFFECTIVE RELATIONSHIPS.
Potential customers equate experience with brands. If they’ve just one bad experience that remains unsettled, they will write off your business. And negative feedback spreads like wildfire through word of mouth and social media. Ensure you improve your customer’s experience if it entails going out of your way. One major point is to accept your mistakes, whether they’re your fault or not. Customers fancy businesses that own up to their mistakes and take steps to correct them. In fact, customer relationships can be stronger after a problem than before, if handled well by your people.
WHERE CAN YOU COMMUNICATE VALUE?
Start a Blog. Most forward-thinking businesses are familiar with the benefits of blogging. If you’re seeking a fresh way to share ideas and have your voice heard, get involved with blogging. You can write the content or hire outside writers to provide content. Be sure to concentrate on high-quality content regularly. A purely promotional text will drive readers away, while insightful, entertaining and educational content will attract them.
THROUGH SOCIAL MEDIA
This gives your business a voice and a way to communicate with your customers and potential consumers. Furthermore, it personalizes your business and helps you to spread your message in a relaxed and conversational way.
ACTIONABLE WAYS TO PORTRAY VALUE
It’s imperative to keep your customers focused on how they will benefit from what you service. Show them the outcome and what it means regarding their ROI. This step must begin with the initial sales call and continue all the way through the sales process. In fact, it should extend throughout your relationship with the customer.
BENCHMARK THEIR PURCHASES WITH OTHER SIMILAR CUSTOMERS.
Ensure you keep adequate records and also monitor trends. It’s important to find ways to share this outcome with your customers. This shows you’re concerned about their business and also allows you to have conversations with the customer that they likely wouldn’t initiate on their own.
EDUCATE YOUR CUSTOMERS
It’s important to educate your customer every time you’re with them. Use the relevant information you’ve to develop new relationships. Become that hardworking student of “best practices” in your niche.
THE BOTTOM LINE
Value is in the eyes of your customers. By portraying value, you’ll begin to meet people who will share with you significant things they like about doing business with you. Each one of these contacts has a value associated with it and can provide you significant items that separate you from a competitor.
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