Quote for the Day
“Approach each customer with the idea of helping them to solve a problem or achieve a goal not selling a product or service”
Brian Tracy
Value Based Marketing
In these uncertain times one thing is for sure. We need to keep reminding our customers and potential customers that we are still out there willing and able to help. Hence the topic for my November workshop was Value Based Marketing
Here are some of the learning points from the session:
Our customers know what they want not always what they need
Logic makes us think but emotion drives us to act
When you ask WHY you go up the value chain but when you ask HOW you go down
The more Value you bring the more Value you deliver
Focus on your customer not you
How is your customer better off after their interaction with you?
Most buying today is done through word of mouth and peer references
Innovation not Problem solving is the market domination solution
Problem prevention is better than problem solving because it saves more time and money
Tell what you create not what you do
Think of the sale in three parts
- The Immediate Sale
- The Expanded Scope
- The Referral
Think about your referrals process in the following terms:
Bronze Standard – mumble something about referring after a long meeting with your client when they are tired and ignore you most of the time
Silver standard – your request for a referral is met
Gold Standard – You receive unsolicited referrals
What are your top three ideas and how can you use them to boost your sales?
Survey
I am doing a survey of my clients and contacts to find out the top issues they expect to be facing in 2023, so that I can tailor my focus accordingly.
From talking to you, so far I expect your lists to include the following:
- Supply Chain uncertainty and volatility
- Energy costs
- Inflation running at 10%
- Recruiting, retaining, and motivating staff
- Costs of Brexit
Please email me your list or just confirm my draft list above.
Growth and Profit Club
Please note that my next free Growth and Profit Club workshop on Zoom will be at 16.30 on Wednesday, 8 February 2023, and the topic is Boosting your Resilience
Membership of my Growth and Profit Club will allow you to access other business leaders’ experience, knowledge, and wisdom, and share your own, helping to develop the expertise and proficiency of everyone on the Zoom video call.
If you would like to discuss the challenges and opportunities for your business or would like to join my Growth and Profit Club, please contact me on alan@mrwcs.com or phone 07860 813444.