|
|
Like this article? PLEASE +1 it! |  |
|
Creating the right ‘Value Perception’ for your Customers
Written by: Trent LeyshanArticle Overview: Value Perception (VP) is the opinion your potential and current customers have of your product or service. This perception determines the value it adds to them in line with the problems it needs to solve or aspirations they want it to fulfill. Also evaluated is your offering’s relevance and importance, over and above that of your competitors.
 |
Free Download - Find fear before it finds you By Trent Leyshan |
Creating the right ‘Value Perception’ for your Customers
Value Perception (VP) is the opinion your potential and current customers have of your product or service. This perception determines the value it adds to them in line with the problems it needs to solve or aspirations they want it to fulfill. Also evaluated is your offering’s relevance and importance, over and above that of your competitors. So why is the customers Value Perception so important? Because:
How your customers perceive your value determines your value
Irrespective of your customer’s opinion being right of wrong in your mind, their opinion matters none the less, in fact, critically so. Some may suggest; “But the customer my have it wrong” In this instance we respond: whose fault is that: the customer, sales person, sales manager, marketing dept or Company Directors? One this is for sure, it certainly isn’t the customers fault.
In a successful sales-focused company inspirational sales leadership always flows from the very top of the organisation all the way down to the frontline and through to your customers.
The responsibility in creating and distributing customer value is always ordered as follows:
1. Company Directors
2. Marketing/Brand Department
3. Sales Manager
4. Sales People
6. Support & Service
7. Customer
How your customers perceive your value determines your value!
How does your company currently create and distribute Value?
- Are the Company Directors genuinely attempting to connect positively with customers?
- Is the marketing and branding positively connected to the customer?
- Is the Sales Manager positively connected to the customer?
- Are the sales people effectively adding value to the customers?
- Is the after sales support and service adding value to the customers?
- Do your customers get it? (do they understand your value)
Value cascades down the value deliver system into the customer. A breakdown on any level can be detrimental to a company’s success. The customer’s positive perception, along with an effective sales process will help the customer make the appropriate buying decision. Yes, NO or even worse MAYBE, will largely be determined by the value your offering adds in relation to either solving the buyers problem or fulfilling their aspirations.
Are you customers getting the right message?
If not a change needs to be implemented at the top of Value process. We recommend a Sales Culture Development process for your organisation senior leaders to determine what your organization actually does and how this adds value to your customers, in order to create the right customer value perception. When then help your company align all communication, both internally and externally, to this value proposition, we call a Unique Selling Proposition. This statement then becomes the blueprint and catalyst to inspire positive change and align and direct all customer facing activities. Most importantly, the sales people and how they create, engage and develop meaningful value based relationships.
Companies that understand the power of their Value Perception are usually the quickest to thrive and indeed prosper!
When will the customer buy?
Branding What Is It
Preempting Perception
10 Top Business Assumptions that cause you to lose money
Scarcity And The Next Best Alternative
Article Tags: aspirations, company directors, customer sales, customer value, effective sales, frontline, leadership, manager marketing, perception, person sales, relevance, sales person, successful sales, vp
|
About the Author: Trent Leyshan RSS for Trent's articles - Visit Trent's website  Trent Leyshan is founder, CEO of BOOM! A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople. Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev. He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies. Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success! BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.
Click here to visit Trent's website   Are you interesting enough The difference between selling with desperation and inspiration How confident are you really Are you really listening The little agency that lost its soul |
Related Forum Posts
Re: Two Useful Books To Help You Focus On The CLIENT
- Hi David,
To add to your thread, I'd like to recommend Jonathan Tisch's "Chocolates On The Pillow Aren't Enough: Reinventing The Customer Experience".
Tisch's book includes content on "Welcoming Customers", "The New Art of Customization", "The Challenges of Customer Diversity" and "Offering Something Extra to Your Customers" to name a few.
How to Do Great Marketing with (Amost) No Money
- I've given this presentation to CEOs many times. Now i can share it with you. But I cannot because I do not yet have 20 posts.
Jeff Ogden, President
Find New Customers
Re: Can you outsource your product launch?
- Yes that what I am talking about. Creating a buzz for your online product launch basically. Is this part of what you do?
Re: Social Media & Digg, Google, MySpace, and YouTube
- Hi Kathy,
What I meant about it being worth it was in the sense that I described. Creating multiple accounts for various sites and posting and ranking your own stuff. It's very time consuming to say the least. I'm just wondering if there's anyone out there that has done this and thinks it's beneficial.
Re Thinking Smarter
- Hi Beat,
Thanks for sharing this win. It's inspiring to hear about.
Can you imagine what our life (and our businesses) could look like if we continued to open up to our creativity?
Every day becomes an exciting journey for us and even those around us.
Happy "Creating"...
Tami
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Kim Castle, Business Brand Creation
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Steps For Starting A Small Business
Download a template or see a lawyer?
What Type of Business Should I Start?
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.