Selling value or selling cheap?

In most cases customers don't want to buy the cheapest - they want to buy the best value.

"Remember always that the recollection of quality remains long after the price is forgotten."
H. Gordon Selfridge

Every client will probably have a different determination of value and to discover that we need to ask good questions.

For sales people that sell the cheapest, I have some bad news. Your client will find it cheaper somewhere else.

The good news is that if your customers buy based on the value you offer, you are likely to keep your customers for as long as you keep delivering value.

Help!

An odd thing happens when we ask for help - we tend to get it.

By being aware of what we need and then asking for help, people will often go out of their way to give us the help we need.

Tap into the power of your network & their networks to get the help you require.

Examples could be:
- help getting new customers.
- help to find a solution to a problem.
- help from staff.

Get help!

Compliments guaranteed!

Following Saturday's post about guarantees I saw this poster guaranteeing compliments.

It states that if you don't receive a compliment or if you're not happy with your new glasses you get your money back.

Now that's a solid guarantee.

It's hard to see any risk to buying glasses here.

Do your customers feel the same way about their purchase from you?

A great All Black - Richie McCaw

I was told that Richie does 2 things during a rugby game:

1. 1. Get the ball


2. 2. Get the ball further up the field

It's this simple focus that enables him to win games by doing the simple stuff really well.

We often get told to "eat the elephant one bite at a time", but we sometimes try & do too much at once.

How can you focus on the 1 or 2 important things that will enable you to "win your game"?

Attention seeker

Today I saw a flag advertising Mercury outboard motors.

Now this isn't the sort of item I would go looking for, so why did it grab my attention?

It was flying upside down!

It's funny how a mistake can turn into an attention grabber.

Is there something you could do that's a little different to grab your customers attention?

Can you guarantee it?

When you provide a guarantee to your clients, spell it out so that they can fully understand what it is you do and how you do it, providing them with piece of mind.

It also provides a useful sales track they can use when they refer you to their friends and family.

Examples could be:

• Our 5 star service guarantee is ...
• We guarantee your complete satisfaction ...
• We guarantee you will be happier ...
• Our guarantee will give you piece of mind.
• Honesty guaranteed.

You may want to offer a money back guarantee, or a total satisfaction guarantee.

If someone claims under your guarantee, make sure you live up to your part of the bargain.

If you do a good job, I guarantee they will tell people about it and you'll get more business!

Got a theme?

It can be difficult to maintain momentum in sales, so try adding some interest by developing daily, weekly, monthly or quarterly themes for your customers or prospects.

The theme could be:

• a product line
• a particular type of transaction
• focus on a new customer demographic
• fixing a common customer complaint
• achieving a short term target

The list is only limited by your imagination.

Themes create energy and focus, enabling you to be much more effective in a particular area.

What's your current theme?