A clear shift is taking place with what prospects are thinking. 

The question prospects want answered now: “Where’s the value?” And if your salespeople don’t make the value of doing business with them clear, prospects will go elsewhere.

Here are 6 tactics that’ll help your salespeople meet the value requirement:

1. Offer help. What customers need more than anything else is help with innovative ideas. Be their sounding board. You’re the expert. If you can’t be of assistance, 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 the meeting’s worthwhile for him or her.
3. Answer communications. Prompt, clear and complete telephone and e-mail responses send the message that you’re timely and efficient — qualities that’ll set you apart from the competition.
4. Keep your antennae up. It’s easy to get blindsided in tough times like these. So listen and wait for customers to reveal their concerns and fears. Then make sure sales presentations speak to those issues. It sends the message that you’re in sync with buyers.
5. Show customers ways to reduce costs. Don’t assume your customers already think you’re looking for ways to save them money. Stay alert for cost-cutting solutions, and let customers know immediately when you’ve found something that’ll help them. It’s also smart to remind customers periodically that you’re always looking out for their best interests.
6. Tighten your schedule. Giving customers proper attention takes time — and that means making sure you touch base with them regularly.

Source: Steve White, Public Relations Manager, Graham Associates, Quincy, MA

Tags: communications, cost-cutting solutions, customers, prospects, tactics, Value