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Digg it UP - How Do You Determine Your Value?
When you minimize risk in purchasing decisions a lot more people are willing to say "yes". Once they sample your product or service, if it performs as you say, most customers will keep that product and continue buying again and again.Here's a little story to illustrate my point.A farmer wanted to buy a hunting dog for his son. There were two for sale
Just this week I was invited to San Jose for two days to train and assess over 30 speakers at a conference of high-tech companies eager to hear what predictions these presenters had about the future of the industry.My overarching assessment of the group of five who presented to the entire assembly: unlike any other organization I have worked with in the past ten years
Many salespeople and organization's business relationships are in jeopardy because they fail to give their clients and customers what they really want. These people give them what they have in inventory, can produce without too much effort or expense, can deliver, need to get rid of, are comfortable with etc. Problem is, what you want me to need and what I want may be two different things.
The supplier determines the price and the customer determines the value. Value is always a perceived issue. No two customers or prospects will measure or define value in the same way. If you sales approach is to sell what your organization has determined is your value premise you may be right from time to time but you also be wrong from time to time. The ma
Knowing that buyers have different agendas to sales people is half the battle. Like any relationship, once you know how the other person likes to make decisions, and you react appropriately, then that relationship becomes stronger. To be a successful in sales or business, you must create strong relationships. This article, brings you one step closer to understanding yourself
The supplier determines the price and the customer determines the value. Value is always a perceived issue. No two customers or prospects will measure or define value in the same way. If you sales approach is to sell what your organization has determined is your value premise you may be right from time to time but you also be wrong from time to time. The m
Everyone uses negotiation tactics to get what they want, whether they’re haggling over the price of an item in a garage sale or discussing potential salary with a future employer. Most of the time, when you enter a negotiating situation you can expect the other party to use certain maneuvers to tip the scales in their favor. For example, you can expect a potential empl
The supplier determines the price and the customer determines the value. Value is always a perceived issue. No two customers or prospects will measure or define value in the same way. If you sales approach is to sell what your organization has determined is your value premise you may be right from time to time but you also be wrong from time to time. The m
I have determined that although things change over time, some things still remain the same.I know it has been highly overstated, but Internet Marketing is similar to the gold rush of the "good ol' days". Everyone comes with expectations of becoming rich overnight.With the above stated, let me ask you a question...Do you know or know of ANYONE that has struck it
Do you know when the best time is to help your prospects make their first purchase?Timing is everything in marketing. Get it wrong and you can't get your prospects' attention. Get it right and you'll see your revenue grow each month of the year.My daughter was twelve when we got a dog. She couldn't get enough of that cute, cuddly puppy and made good on her prom
The question is: how do you measure your value to your customers? There are many ways to do this none of which are foolproof. You can measure your value by:
- Repeat business from clients
- Quality referrals from clients or customers
- A lack of resistance to price increases
- You have all of your customer's business
- Their willingness to entertain new product, distribution or manufacturing
initiatives.
- Their willingness to call you when your competitor is knocking on their door
- Satisfactory after sales evaluatio
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