Adding Value to the Client's day

You need to be adding value to the client's day not yours. Give them a business reason to talk to you from:

 

  • an idea
  • some information
  • a value add proposition

Why should they spend their time with you – they know why you want to talk or meet, with them!

 

Adding Value to the client's day - or wasting their time?

 

How can you be adding value to the client's day? A good idea will stimulate a client's thinking. It may be about your product or service but just a reminder that you are out there will help. For many companies it really is 'you don't know what you don't know', so keeping them informed can help them return to you when it is time to purchase.

 

So ideas and information should not be too hard to figure out but what's a "value add". Percentages, money and time, when quantified, can become powerful 'adding value' messages to clients and prospects when added to their principal business drivers. The goals or objectives your prospects use to measure themselves.

This could be a sample email or telephone opening line to a company with high production cost and tight delivery schedules: “we can save you 18% on production cost and deliver in 3 days.”

 

You may need to do some research first before picking up the phone or writing an email. But it's worth it, as that's what the top Sales performers do. Who said Sales was meant to be easy!

 

Russell Wilce Consulting can assist with Adding Value to the Client's day