Always Endeavor to Sell Value

In this article, I want to talk to you about a common problem that many businessmen or entrepreneurs face, which is ‘how to sell value’. One of the great things that I’ve learned in these past years as a student is called the value proposition or the customer value offering. What it basically means is that customers buy your value or service because they anticipate enjoying of value that they would not have in the absence of your product or service. So you should always keep in mind that people don’t buy products. They buy the results that the products will give them.  Your focus should always be on selling the value and the benefit of your product or service to your customers. Focus on explaining and expressing how your product or service works for the customer. If you focus on the value, the price will become less and less important. Moreover, if you don’t focus on the value, then the only thing you can talk about is price.

According to a research, value is the difference between the price you charge and the benefits the customer perceives that he or she will get. If the customers perceive that they will get a lot of benefit for the price they pay, then their perception of value is very high. So you can try to control that. Teach people how much they will benefit from you, how much your product or service will help them, and how much your product or service will aid them to achieve their goals and solve their problems. The more you focus on these values, the less significant the price becomes. So considering these things in mind, here are a few actions that you need to take in order to close more sales.

1. Ask yourself who is the person who will most likely going to buy your product and buy immediately. Then create a customer “avatar” or a model customer in your mind based on this information. Try to answer these questions like how old are your customers? Are they male or female? Do they have children? How much money do they earn? What is their level of education? Once you’ve done this, you’ll be able to move on to the next step.
2. Now the second step which you need to take is to identify your ideal customer avatar clearly. Try to find out what kind of a problem does your perfect customer have that you can solve. If you’ve identified your customers correctly, then these people will pay you to solve their problems. Sometimes the problems are obvious and clear. However, on other occasions, these problems are not obvious or unclear. Moreover, sometimes the problem does not exist for the customer. If the problem does not exist, then the customer will not going to buy your product even if the customer does not believe, see or understand that the problem exist.
3. Finally, make a list of all the benefits that your product or service will going to provide and the ways they will going to solve your customers’ problems. The more benefits and solutions you can clearly provide to your customers, the less they will be able to deny that your product or service will solve their problems.

So these are some of the strategies that can help you to sell value. If you’ve enjoyed reading this article and feel it was valuable for teaching you how to close more sales, then please do follow my blog and share this article to your friends or anyone else who might benefit from this information.