Customers are skittish. They’re buying less frequently, spending less per transaction, weighing purchase options carefully and showing more concern than ever about value.
If they don’t see something they need and value, they won’t open their billfolds for any price. But when value and price are in balance, people are still buying. To get them to buy from you, remember these five important sales propositions.
Value matters more than pricePrice is what you get out of the sale. Value is what’s in the deal for your customer.
“Same-day installation, coffee brewed fresh every half-hour, the most-reliable service, the fastest delivery, the greatest selection, amazing service.” These are examples of things customers value.
Use these questions to clarify the value your business provides:
“Compared to our competitors, what’s our quality level?”“What unique benefits do we provide?”“What customer needs do we fulfill?"“How convenient is it to buy from us?”“How reliable is our product or service?”“What are we best at?"
Telegraph your value message, because if customers don’t see value they won’t buy at any price, or they’ll simply buy whatever’s cheapest.
If they don’t see something they need and value, they won’t open their billfolds for any price. But when value and price are in balance, people are still buying. To get them to buy from you, remember these five important sales propositions.
Value matters more than pricePrice is what you get out of the sale. Value is what’s in the deal for your customer.
“Same-day installation, coffee brewed fresh every half-hour, the most-reliable service, the fastest delivery, the greatest selection, amazing service.” These are examples of things customers value.
Use these questions to clarify the value your business provides:
“Compared to our competitors, what’s our quality level?”“What unique benefits do we provide?”“What customer needs do we fulfill?"“How convenient is it to buy from us?”“How reliable is our product or service?”“What are we best at?"
Telegraph your value message, because if customers don’t see value they won’t buy at any price, or they’ll simply buy whatever’s cheapest.
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