How To Guarantee An Increase In Value

Written by Sean McPheat | Linkedin thumb

21 November, 2018

Value on the table with workersHow do you define the word ‘value’?

One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’

Other words that come to mind might include desirability, practicality, merit, worth and appreciation.

We often consider ‘value’ in the sense of what something is worth to our customers, and we are sometimes found trying to increase our value in order to justify our prices or our cost base in comparison to our competitors.

But into today’s world of highly-competitive offers and ever-increasing demands from customers, it can be difficult to assess exactly what constitutes value to customers.

One buyer’s good deal may well be another’s poor value.

It all depends on opinions and conditioning.

So, what can you do to increase your value to not only your customer base, but also your own company?

Or, if you run your own company, how can you increase your overall value at every touchpoint you have with prospects, customers and clients?

The one thing you can do to make yourself continually valuable to everyone you come across is to become an expert in your field in areas that will be of most worth to your market.

How do you view people who share valuable advice with you?

How are people who are seen as skilled, practiced and proficient in their field viewed by others who need to know information?

Naturally, these people are more valuable because they offer something that is missing to other people.

If you offered that kind of excellence in your market, people start to see you as an asset and a real benefit to them.

Especially when the knowledge of these people helps them to better themselves or their own businesses.

So what steps can you take to become known as a real asset to your new prospects and customers alike?

Here are some ideas:

1) Decide which areas your customers’ knowledge is lacking.

What questions do they consistently ask of you?

2) Research with leaders in the field.

Follow influencers on LinkedIn.

Subscribe to blogs and newsletters by people who have the answers in those specific fields.

3) Look at what niche fields people in your industry are needing to know more about.

Ask questions that no-one else is asking.

Become curious in areas that others want answers

4) Start writing and posting information that attracts others to you.

Make short YouTube videos with then information on.

Add your articles to your LinkedIn profile.

Link to them on your Twitter account.

Get your name out there with valuable information.

Put podcasts together on your chosen field.

Asked to be interviewed on local radio stations.

5) Stay up-to-date with trends and knowledge.

Subscribe to Google Alerts. Get yourself on mailing lists from leaders in that field.

Build up knowledge banks in files on your computer.

Assess the knowledge you currently have and what’s missing.

Ask questions on sites where people are willing to share their experience and expertise

6) Develop a thirst for knowledge that is insatiable.

The journey to excellence is a long road that never ends.

Be aware of the new principles being offered in the field you are studying

7) Become the go-to person that people see as a real asset to their business.

Send out weekly or monthly news bulletins that show your expertise in areas that are important to others, that they don’t have time to research.

That way, people will have reasons to approach you, rather than you having to always look for more business.

Does all of this take time?

Yes, of course. But good things will materialise if you see yourself as investing in your future.

How much time do you spend watching TV, for example? If you dropped just one half-hour show per evening, that’s 10 hours per month you could buy time for to do research.

Imagine how much valuable information that could uncover in just one month!

No-one is more interested in your future development than you.

By putting the emphasis on giving rather than receiving, people will start to build trust in you and will want to know more about what you can offer them and their business.

That way, you create more solid reasons for you to become more valuable in your chosen field.

Happy Selling!

Sean McPheat

Managing Director

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo

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