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Communicate Value: Win the Sale

Guest post by: Donna L. Ward

Article Overview: - Reducing risks is the most important concern today - the mistake is that we think price reduction will get us the business. When you start reducing price, you may seem desperate. Be smarter and help solve their concerns of doing business with you. How can you make them feel safe and comfortable? Ask them if you need that information. -- Your marketing can provide pricing tools. What can be traded off and satisfy your clients and still have your own needs met. Ask yourself - What could you do differently to generate more profits? Get it right and you will be creating a business that perseveres and takes care of you and your clients

Communicate Value: Win the Sale

I think, as small business owners, we have discovered this:

"If you lose a sale because you can't effectively frame the value of your product or service, that's your fault, not the customer's."Neil Rackham, author of SPIN Selling

You can communicate value when you identify prospects / clients' needs and articulate your value proposition in their (not your business tech) terms.

• You want your prospects to lean naturally into becoming your clients.

So, upgrade your messaging so that it resonates better, and communicates your value.

You have heard me say that your clients are what fuels your business machine. Everything starts with the client - and understanding and getting close to them are your most important tasks of each business day.

You are going to need to work more in the consultative sales to help your prospects/clients to understand and to help you understand their needs.

How do you market a product / service that is being sold while its being designed? (That is when you are designing the answer for the client).

- The solution is that your marketing produces tools to help create value for your prospects / clients. There are 4 stages clients go through to make a decision:

1. Do I have a problem that is worth solving? Do they need a change?In that stage questioning toolshelp your prospective clients quantify their problem. Understanding and appreciating what they'll gain when their problems get solved. Marketing helps to create value by helping them do what they want done (showing them solutions).

2. Once they have said 'yes, we have a problem' - and want to put resources into solving that, you want the communication that shows the value you have to help them change. The client concerns are going to be: why are you different , why should I choose you? Then your marketing messaging will help with tools to differentiate you.

3. If they say 'yes, you look pretty good', then they want to know what is the risk of going with you. How can I feel safe? Your marketing can be wonderful risk reduction tools. You can arrange site visits (online and offline), testimonials (maybe they can actually visit with a client of yours) so that you can satisfy their concerns.

-Reducing risks is the most important concern today- the mistake is that we think price reduction will get us the business. When you start reducing price, you may seem desperate.

Be smarter and help solve their concerns of doing business with you. How can you make them feel safe and comfortable? Ask them if you need that information.

-- Your marketing can provide pricing tools. What can be traded off and satisfy your clients and still have your own needs met.

Ask yourself - What could you do differently to generate more profits?

Get it right and you will be creating a business that perseveres and takes care of you and your clients.

Related Articles
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  Sales Training – Top Ten Departed Traits for Winning Sales
  "We Can't Communicate"
  Stress-Free Selling® - Should I Call or Email?
  Staffing needs in the Holiday Rush
  All Business Communications are Not Equal
  The Second Sale You Have to Make for Increased Sales
  Planning the End at the Beginning
  Closing the Sale
  Effective Communication in the Workplace
  How To Increase Your Online Sales Anytime
  How Do You Sell A Home Based Business?
  Small Business Cashflow Crisis? Have a Sale!
  What to do when the sale stalls
  Spread The Word Your Word
  OVERCOMING THE OBSTACLES TO EFFECTIVE COMMUNICATION
  Why Sales and Customer Service Should Be the Same Person if You Want To Increase Sales
  How Well Are You Keeping Your Focus on Increasing Sales?
  Losing vs. Not Winning the Sale
  How to Make it Easy for Prospective Clients to Say Yes

Article Tags: communicate value, marketing client value, marketing value messaging
Referred by: http://www.jeneth.com



Related Forum Posts
Re: What's in a Name? - Sale or promotion relies a lot in name chosen for product/business.
Can you tell me about 80/20 Sales Rule? - I’ve a situation like this. I get 80% of my business from 20% of my customers, shouldn't I work harder on the 20%? Communicate at least 4 times a year? Special offers/vip sales? Unexpected free gifts? And if the other rule says I'm going to lose 20% of my customers every year (hopefully through no fault of my own), won't some of them my from my treasured 20% list? Maybe I should work to move some of the 80% to the 20% so I can afford the loss?
The 80/20 Rule - If the rule says I should get 80% of my business from 20% of my customers, shouldn't I work harder on the 20%? Communicate at least 4 times a year? Special offers/vip sales? Unexpected free gifts? And if the other rule says I'm going to lose 20% of my customers every year (hopefully through no fault of my own), won't some of them my from my treasured 20% list? Maybe I should work to move some of the 80% to the 20% so I can afford the loss?
Internet Users Hbk http://www.internetscamsanonymous.com - Current site for sale of our handbook as a Clickbank product Welcome any and all feedback: Sale page Content Handbook Content Pricing Too Big Considering braking it to 2 volumes: Avoiding Scams Online and Doing Business Online and maybe ad 3rd volume related internet technology Kind of like selling preventive medicine!! Thank you in advance for your interest and comments
Manufacture of POTATO Flour / POTATO Powder - Manufacture of POTATO Flour / POTATO Powder About Project Setting up of a unit for manufacture of potato powder About Product and its use: Potato powder is increasingly being used in a variety of food preparations like snack foods (Mc Donald, Pringle, Haldiram namkeens etc.), soups, curries and other dishes as a thickening agent. Its use at present is mainly in hotels, restaurants, but acceptance in household is growing due to its inclusion in items like ready to cook soups, dals, curries, etc. Market Potential: The potato powder is supplied in bulk to the manufacturers of the various snack food items and restaurants/ hotels. The major demand is in cities like Mumbai, Delhi , Chennai, Nagpur , etc. The demand is much more than the supply at present and is likely to grow with the increasing popularity of the snack foods and other items where potato powder is used as input. There is good potential for its export also. Production process and technology: Procurement of potato -> Washing -> Cooking -> Pulping -> Drum drying -> Potato Powder -> Packaging -> Marketing The plant and machinery can be used for producing other products like fruit powder, tomato powder, etc. Key risk factors: Availability of adequate quantity of suitable chip varieties, which are used for powder making (like Kufri Jyoti, Kufri Chipsona) is the major factor which could affect the project. Availability of alternatives to potato powder for thickening like tapioca, corn starch etc., could affect the market of potato powder adversely. However at present there is no problem Quality control and Statutory Requirements The unit need to obtain a licence under FPO 1955 from the Ministry of Food Processing Industry Clearance from State Pollution Control Board Capacity of processing raw material (potato): a) Indigenous technology - 32 MT/ day of potato for 90 days per annum. b) Imported technology - 96 MT/ day of potato for 90 days Capacity utilisation is assumed on 90 days basis as the storage facilities for these varieties are not commonly available. However, capacity utilisation can be increased if the existing cold storages are modified suitably with an additional investment of about Rs 2000/ MT. Potato powder recovery: 17% of the raw material. Cost of raw material (potato): Rs 2500 per MT, Sale price of powder: Rs. 55000/ MT. Manpower requirement: a) Indigenous technology: Skilled and trained - 2 Nos; Unskilled - 3 Nos b) Imported technology: Technical - 2 Nos; Skilled - 2 Nos; Semi-skilled - 3 Nos. Power requirement: a) Indigenous technology: 40 HP b) Imported technology: 60 HP Water requirement: a) Indigenous technology: 1,50,000 litres per day. b) Imported technology: 5,00,000 litres per day. Contact Us for FULL Project Report and Project Implementation Consultancy alphabeta24365@yahoo.com


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