Club 100 Free Networking
August 20th
8:00 AM
PWCGM Chamber
Gainesville Office

Free Powerhouse Producer Seminar
August 27th
12:00 PM
PWCGM Chamber
Gainesville Office

In today’s overwhelming information age it’s extremely difficult to get a prospect or client to engage in a credible conversation. Information and data is coming at us in a dizzying rate of speed, and it’s difficult for all business people be it sales, design, customer service, or management to sort out what they need or want to hear or read.

The one thing, however, that customers, clients or prospects want to hear is VALUE. What value do you offer in your very first contact? When I mention value at my meetings, workshops or seminars, I look out at the audience and see heads nodding in the affirmative. Later on when I engage my audience in small groups or one-on-one, they all profess that they always offer value in every sales or negotiating conversation. I usually assume that many business types offer value, but when I engage them in my consultative sessions, I learn that very few understand value! Marketing departments provide value ideas, statements and advertising for their technical, engineering, customer service and sales people to use in the field, but many people overuse and misunderstand value.

Customers want value and they place it as the number one priority in all their conversations with you! While you converse, they want to know how your product or service will add value to their business, create revenues, reduce costs, and increase profits. If you are pitching your product and the customer does not detect value they will “tune out”.

Our goal then in any conversation with prospects and clients is to make our unique value proposition distinguishable from the brochures, folders, PowerPoint presentations and other collateral material we use. Make your value proposition clear for the client and don’t force the client to translate it from your marketing material and your conversation.

If you do not convey value, your sales cycle time will expand and your “let me think about it” decisions will increase.

Call us for more information on value. We will gladly share our knowledge. As always, there is no obligation on your part.

All the best,

Joseph D’Andrea CPBA, CRC
Business Coaching to Grow Your Business
D’Andrea Business Solutions Inc