What is the Value of Your Product or Service?
Understanding the value you bring to the table is crucial when it comes to selling your product or service.
To develop a value impact mindset, it’s important that you become a part of your customer’s world completely and understand how the five drivers of Value can fulfill their biggest dreams and avoid their worst nightmare. As we go through these 5 drivers I want you to think of both tangible and intangible aspects of each driver. Alright, let’s get rockin’...
Number one is Performance - which means, how well your products or services perform or improve the performance of the customer’s business or situation. Does your service help accelerate a portion of your client’s business? Does it save them time so they can perform in other areas? Think deep here.
Financial - how much financial benefit will the customer get from your solution? For example, does your product or service allow them to make more money faster or save them money because you’re a cheaper solution for better value? Again, think deep.
Image - this has to do with whether or not use of your solution enhances the customer’s image or reputation in the marketplace. Think about this from a PR standpoint or even a branding standpoint – how do you improve or enhance your customer’s overall image?
Service - the degree to which ongoing support and other forms of guidance and education have to be in place. Do your product or service come with free customer support through the life cycle of their product or only for a certain amount of time or no time at all?
Relationship - The importance of the overall relationship you have with the business, whether it be directly with the salesperson or with the entire team the company is doing business with. This falls into the intangible aspects of the value puzzle.
When you can take a look at your product or service from the 5 different angle, you’ll developed a pretty good idea of just how much value you truly bring to the table.
If you have trouble identifying your value, let’s hop on a free 15 min call and walk through a value conversation. Booking link is here.