How do You Demonstrate Value to Customers? - How to Sell without Selling Part 5

It’s all about value to customers

Your ability to show value to customers will determine your level of success. And what are the values, then?

In the previous article, we built the foundations for values for customers. What do your customers need? In today’s commercial world, too many have an erroneous view of what they really need. They think they need a specific product based on how the features are presented. The reality, though, is that real needs are always based on the product or service’s benefits.

A correct and in-depth definition of your customer’s needs is the gateway to a successful commercial relationship. In the traditional offline world, the definition is managed by asking questions.

In the digital online world, the definition of needs is made with the same theory, but as no contact with potential customers is possible in this phase of the process, the definition of needs has to be made a bit different.

You must create your customer avatar, a detailed profile of your ideal customer. Check the video attached to the first article. You will get a step-by-step guide on how to create your best avatar.

The next step in the process will be to adapt your captured definition of needs or your detailed avatar. In the video published on the 15th of February, you will learn how to adapt your avatar to the process.

Value to Customers Defines Your Level of Success

As a teenager, I was fascinated by a popular TV series ( when still black & white TV screens) called Perry Mason. He was a lawyer who always won his cases in court by getting the criminal to confess his or her crime at the end of the story.

As a vacuum cleaner sales rep later in my life, I found out that Perry Mason’s strategy worked exceptionally well to achieve satisfied customers. It’s about detailed work to know all you need to know about your customer; habits, interests, problems, achievements, and pain points.

Knowing your potential customers well can start a valuable and effective dialogue. It’s a conversation where you link back to all you know about the customer. This adaptation phase represents the bridge to the exciting part of the commercial process with your customer.

The Proof

To prove that the defined needs, or the established avatar, fulfill the customer’s true needs is the most crucial part of a successful commercial relationship. In the Perry Mason metaphor, it’s when this successful lawyer presents all the necessary evidence, which won’t give any space to the criminal to deny the crime.

In a commercial relationship, “the proof” is the moment when you provide value to customers based on their earlier manifestation, or online, the well-defined avatar.

When selling vacuum cleaners, “the proof” always consisted of leaving dust piles where it “hurt” the most to the customer.

Digital Dust Piles and Value to Customers

When selling vacuum cleaners, the moment of truth is when dust is piled up where it “hurts” the customer the most. It’s the moment when the customer comes to the insight of a problem that has to be solved.

In the online world, you need to replace the dust piles from a vacuum cleaner with something that impacts your potential customers. Your work will focus on the pain point and let the customer understand an urgent need to acquire the product or service you by “coincidence” are offering.

Watch the video and learn how a vacuum cleaner sales pitch can be adapted to the online world.

This is the link to the page mentioned in the video: https://tvdmexonline.com/ModernWealthy19224

Here are the links to the four previous videos in this series of “How to Sell without Selling.”

First part: https://tvdmexonline.com/how-to-sell-without-selling-Part1

Second part: https://tvdmexonline.com/how-to-sell-without-selling-Part2

Third part: https://tvdmexonline.com/How-to-Sell-without-Selling-Part3

Fourth part: https://tvdmexonline.com/How-to-Sell-without-Selling-Part4

The first three steps in my successful vacuum cleaner sales rep formula are now identified:

D – Definition of needs

A – Adaptation to the needs

P – Proof

Take advantage of the following video to be published later this week, where the fourth step in my formula will be presented and explained how to be used in your online business. Go to my YouTube channel and subscribe to be automatically advised when the next video is available.

Start Providing Value to Customers Already Today!

As an observant reader, you have probably noticed that I do my best to avoid “sales” or “selling.” The reason is that professional sales is not about selling but about helping your potential customers make good purchase decisions.

Your job in this process is to help your customer to make such a decision. We have said it before, but it’s worth repeating it:

Your customers do not buy features but benefits.

Features can be related to a physical product or service, while benefits are intangible. The only way to get your customers to tune in to this channel is to provide intangible values.

Value to your customers makes the difference!

If you would like to save time and get a quick start when this video series ends (three more steps to come,) jump on the ModernWealthy training today. You will learn the basics of content marketing, a proven and successful method to provide value to customers and create a profitable, sustainable, and solid online business.

Click the box below and start today!