Added value is an important tactic that can be used by small businesses, consultants and direct sales reps to acquire and retain customers, increase brand awareness, and differentiate themselves in the marketplace. Have no clue where to start? It’s much simpler than you would think. Below are a few pointers on how to create a sense of value for your prospects.
Always Consider Your Customers’ Perspective
Creating added value starts with the ability to see your business through the eyes of your customers.
Consider what’s important to your target market and how your product or service will benefit them. What problem does it solve, how will it help them overcome obstacles or do their jobs better? Many businesses miss the boat by focusing on features instead of benefits. Don’t do that! By shifting your focus to providing content that focuses on your customers’ needs you can start helping and STOP selling.
A good tool for structure here is a “customer persona” outline. This is helpful to provide insights about your current and future customers, what’s meaningful to them, and gives you a roadmap of the kind of content you can create and share to provide added value.
Consistently Work to Improve Customer Satisfaction
Lack of customer satisfaction is a sure-fire way to keep people from coming back.
Soliciting honest feedback through short surveys on a regular basis allows you to keep your finger on the pulse of your customers’ needs. It’s also an opportunity to monitor your brand’s identity and a great resource to constantly evaluate yourself as a business and make the necessary adjustments to stay relevant in the marketplace.
There are plenty of free survey tools available for you to use. Reach out to us and we’ll be happy to provide you with a few different options.
Implement Marketing Models Into Your Strategy
The use of popular marketing models can help your strategy take shape. Some examples of these models are: The Four C’s Model, Brand Essence wheel and my personal favorite, the SWOT Analysis. These tools will help you develop your brand’s value statement, define your unique selling point, and most importantly forecast customer demands.
Develop a Memorable Customer Experience
Word of mouth referrals and positive online reviews are indispensable resources that lead to obtaining new customers and retaining existing customers. Businesses with unforgettable customer experiences are more likely to benefit from this.
When getting started, you’ll need to consider all touch points of your business, from initial lead capture to post-purchase communication and how to properly maximize the added value for the customer throughout the process.
Providing an exceptional customer experience allows you to develop relationships with your customers so you can connect on new levels. Most importantly, memorable customer experiences models aim to deliver unexpected intangible value that cannot be packaged or sold. This includes personalized service, attention to detail, and showing a sense of urgency to address concerns as they arise.
Never Underestimate The Value of “Free”
Whether it’s a free guide, a printable PDF, or information through a blog post, free resources are a great way to create added value and showcase your ability to offer a little something extra to customers. Free resources can also serve as useful tools to help grow a small business’s brand awareness and expose your target market to various products and services.
For retail locations, consider promotional materials featuring your company’s logo that can be given out in-store. Online businesses can use a customized form to encourage visitors to sign up to hear more about special offers and promotions.
These five tips will help you think about a few ways you can add value now and in the future for your prospects and customers. If you like what you’ve read here, subscribe to our blog so that you don’t miss out on future posts. Don’t forget to check out our previous blog posts and share with your friends and business associates. Education is a beautiful thing. It helps us learn and grow, so that we can continue to be relevant in this ever changing world of business we work in today.