“I Like You” will not increase your sales
Why do your customers buy from you?
This question has been asked many times, to many sales people in a variety of industries. The most common response tends to be: “Because they like me.”
When I hear that statement, what I really hear is, “My customer buys from me because…”
I’m a nice person.
My customers don’t want to hurt my feelings.
My customers don’t understand the value I bring to the relationship.
If you believe that you can grow sales on “I Like You’s”, I hope that this article will provide you with a new perspective and ultimately change your mind!
Take a moment and put yourself in a buying situation. Ask yourself, why do I buy from someone? What motivates me to buy? Do I buy a product because I like the salesperson? Experienced consumers make their decisions based on the value that the product or service brings to them. Then they look at price and make their buying decision.
When you ask your customers the question, “Why do you buy from me and not my competitor?” you want them to respond with answers that describe the value you bring to them. If price is the only basis for their loyalty, they view you as a commodity and you are easily replaceable.
So what is value?
My definition of value is giving a customer more than they expect. It is the result of you providing a product or service that is perceived as a benefit, and in turn the customer wants to pay you for it.
The value that you bring is a combination of the positive outcomes your client achieves from you, your services and the products you offer.
How can Jim Henry, Incorporated help you increase your VALUE?
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