Many of the companies we speak with these days tell us they are having one of their best years ever. But they’re not sure how they are going to keep it up next year. In addition, senior management are looking to grow next year, not just maintain.
To maintain and grow that momentum, you must sell your company’s total value, so your prospects will keep choosing you.
This is much easier than you may think. There are three main aspects of your company’s total value you can sell, to close any deal.
#1. Sell solutions to the prospect’s problems
Many companies come to us and want us to tell prospects how wonderful their product is, and to emphasize the many features, benefits, bells and whistles.
We find that when we talk about the problems the prospect is having and how the product or service will solve these problems, we get a much more engaged response. We think you will too.
You can demonstrate how you resolved a similar situation/problem, with one of your current/past customers, and how they used your products/services to solve the problem.
This is a great place to tell a story about what they did to solve the problem. Remember the adage; “facts tell, but stories sell”.
Solving a customer’s problem is selling value.
#2. Demonstrate the Results They Can Receive
There are three ways your products/services can deliver results.
They can help your prospects gain more revenue or profit. As an example, this is what our ultimate goal is for our clients.
You may help your clients drive down expenses. For instance, you may help your clients by helping them cut down labor costs.
Your products/services may help your clients become more productive. Examples can include Accounting Software, or Project Management software, etc.
Demonstrating results is selling value.
#3 How do your customers see you?
If you are selling large solutions, it is important that the customer sees you as understanding their business, and you can give them new ideas that your other clients have used to become more productive.
If someone phones in, fills in your web form, responds to an ad, do you or your channel partners respond promptly. We all too often receive lists from clients for us to follow up, where the inquiries are months old – no one followed up.
Many companies use chat boxes for inquiries and support, but is anyone at your company actually available to respond? Many companies provide excellent service through chat. Many companies put this facility in place, but there’s no one available to reply.
Personal contact and prompt follow up is perceived as value.
By now, you know that we help companies with lead generation and appointment setting. However, let’s look at two factors that tend to make some of our client programs perform better than others, and could make your own sales process more effective.
We discuss our clients’ products and services as a solution to problems that the prospects are having and need to resolve. We don’t present a list of features and benefits and hope that one or more of these rings some sort of bell.
We discuss the value our client provides to the prospect, including more revenue or profit, reduction in expenses, or increased productivity.
The best way to understand how to deliver these value items to your prospects and clients, is to ask your current clients what value they receive by using your products/services. It’s amazing how much you can learn by asking this question.
When we do survey/interviews of our clients’ customers, our clients are often surprised at the information that comes out. We’re surprised when this is all news to them.
If you don’t already understand what total value you bring to your customers, you can just pick up the phone and ask them. If you don’t have time to interview a large customer base, or if you would prefer to have a third party do this – and customers tend to be more open with a third party – you can ask us to do it for you.
When you include solutions to problems and total value in your sales presentations and prospecting pitches, you’re well on your way to maintaining this year’s momentum into next year.
You may be thinking that you have pretty much done all this. However, in order to maintain this year’s volume into next, you may need a larger number of new prospects to generate the required activity in the sales pipeline.
If your sales force is too busy to do it all themselves, we can do the lead generation and sales appointment setting for you.
As you know, York Consulting helps companies with their outbound campaigns.
Especially this year, with all of the disruptions companies have gone through, and with the new ways of doing business, you may need some help navigating your way through all of these changes, and that is where we can help you.
Outbound campaigns, lead generation, appointment setting, customer outreach, revival and expansion is our business, and we’ve been at it for over 20 years.
Contact us today, and we will get back to you ASAP, to discuss your needs and how we might help you.
There is no charge for this, and most companies learn a lot, just by talking to us.
So, don’t wait. ACT NOW
Send us an email at inquiry@yorkc.com or, to go directly to our contact page, click here: yorkc.com/contact/
