When selling products or services, it can be easy to fall into the trap of focusing on features or price.
However, this approach often leads to customers feeling like they’re not getting the most value for their money.
Instead, it’s important to focus on selling the value of what you’re offering. Here are five ways to do that:
Focus On The Problem You’re Solving
Rather than highlighting the features of your product or service, focus on the problem it solves for the customer.
This can be a pain point they’re experiencing or a need they have that your product or service addresses.
By framing your offering as a solution to a problem, customers will be more likely to see its value.
Emphasise The Benefits
Instead of listing the features of your product/service, focus on the benefits it provides.
For example, if you’re selling a software tool, instead of listing all the features it has, highlight how it can:
- Save time
- Increase efficiency
- Improve workflow
Customers will be more interested in how your offering can help them than the specific features it has.
Tell A Story
People connect with stories, so use storytelling to convey the value of your offering.
Share stories of customers who have used your product/service and how it has helped them.
This can help potential customers see the value of what you’re offering and imagine how it could benefit them as well.
Offer A Guarantee
Offering a guarantee can help customers feel more confident in their purchase and see the value of what you’re offering.
For example, if you’re selling a product, offer a money-back guarantee if the customer is not satisfied.
This shows that you stand behind your offering and believe in its value.
Provide Excellent Customer Service
Customer service can be a key factor in how customers perceive the value of your offering.
If you provide excellent customer service, it will build trust and loyalty, which can translate into customers seeing the value of what you’re offering.
Make sure to be responsive, helpful, and courteous in all your interactions with customers.
By using these tips, you can sell the value of your offering rather than just its features or price.
When customers can see the value that your product or service will have for them, they will be more likely to make a purchase.
