A clear shift is taking place with prospects and customers. They want to know, “Where’s the value?” And if your company can’t show them, they’ll go elsewhere.

Adding value

Here are six tips for salespeople on how they can add value and stand out from the competition, courtesy of sales consultant Steve White:

1. Offer help. What customers need more than anything else is help developing and tweaking innovative ideas. Be their sounding board. If you can’t help them innovate, you probably won’t get the business. Show them you can deliver more than a product or service.
2. Make every presentation valuable. Don’t just drop in on customers. Have a clear purpose when you ask for a meeting, and make sure the customer agrees that it’s worthwhile before you set up a time.
3. Respond right away. Prompt, clear and complete phone and e-mail responses send the message to customers that you’re timely, efficient and willing to drop everything to help them — qualities that’ll set you apart from rivals.
4. Keep your antennae up. It’s easy to get blindsided in tougher times. Listen to customers’ concerns and fears. Make sure sales presentations speak to those issues. It sends the message to prospects that you’re in sync with them.
5. Show customers ways to reduce costs. Don’t just assume your customers know you’re looking for ways to save them money. Find ways to show them you’re constantly on the lookout for cost-cutting solutions that could help them. One way: Tell them about the industry reports you’ve read recently or the people you’ve spoken to in their field.
6. Cushion your schedule. Set time aside in your schedule to touch base with customers regularly to see if they’ve run into any problems or to just shoot the breeze about their business. Constant one-on-one contact reminds them you care and are there when they need you.

Tags: adding value, cost reduction, presentations, sales consultant, Steve White, Value