Thoughtful Thursdays – Are you a value creator?
Thoughtful Thursdays talks about the subject of value and the importance of creating value for your customers on a regular basis. Being mindful of what’s in it for your customer never goes out of style.
Today’s sales thought is a repeat of a post about value from five years ago. Value is not a subject that is going away anytime soon. We all look for it and your customers are no different. Creating value beyond the benefits your products and services provide will solidify your relationship and help insure the sustainable growth you are seeking with your customers.
Thinking outside of the boundaries set by the products and services your business offers may be just be the advantage that swings the business in your direction.
The kind of value I am speaking of takes time to develop. It comes a result of developing a strong relationship and a rapport that supports that relationship. Your conversations will cover wider ranging subjects and you will learn about other customer needs that exist. It is the willingness to help meet those needs that creates this value. You become a “go to” person when they can not find what they are looking for.
Consider the lifetime value of a loyal customer and weigh that aginst the effort required to be a consultant as well as supplier to them.
Engage with your network and find out what your contacts specialize in. By extension they can increase the value you bring to the table. Create alliances where it makes sense.
Demonstrate the ability to help beyond the products and services you offer
In conclusion, it does not often take significant extra effort to go the extra mile for a customer and the results are seldom forgotten. Be a value creator as well as provider. People buy from people they like and creating value is one way to be more likeable.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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