This is a good question to open up discussions on how value is displayed to prospects.
Try to build as many value opportunities as you can for clients, so they see you as the natural and obvious choice to solve their problems.
“How convenient is it to buy from us?”
This is all about ease of use and ease of contact.
For many, this is a key reason to choose a supplier.
Ask how easy it is to place orders with you, how easy to get through on the phone, how easy to complain or get hold of a support person.
Convenience is a factor that can make a big difference when making a choice.
“How reliable is our product or service?”
Value is always specific to the individual person or business.
Reliability can drive a choice-making decision, as it takes away the worry and concern that a buyer may be making when deciding who and what to go for.
“What are we best at?”
When you know what you’re good at, and why people choose you specifically, you can concentrate and focus on those qualities so they become your brand image, the picture your prospects create when they think of you.
Remember, build up your value message, because if you don’t, you may well be selling what is viewed as a commodity, and that’s when customers see price as more important than value, and you’ll find yourself up against those who are cheapest.