Whether you work for someone or own a company, you are in the business of selling products or services to someone else. As an employee, you sell your time, talents, experience, knowledge and the results you produce to your employer. If you own a business, you sell products and/or services to consumers or other businesses.
Sales transactions occur as a result of an exchange of values. Now, if you traded something for the exact value of something else, it would be a zero-sum game. But almost all transactions occur because there is a greater perceived value as a result of the exchange.
If I have a product I’m selling for $10, you need to believe that it has more value (to you) than the $10 you are giving me in order for you to make the exchange. It’s all pretty simple and straightforward— and billions of these types of transactions happen around the world every day.
As seller of products and services, you need to demonstrate that what you are selling has a greater value than the money being asked. If you don’t, the potential buyer doesn’t buy and you don’t sell.
Those who excel in business are those who do a better job than most in presenting a value proposition that is clear, compelling and creates confidence.
Because of the hype, false promises and exaggerated claims, most buyers are understandably wary and reticent to buy. They need to be confident that what you are offering is clearly worth more than the money they are parting with.
And that’s why it’s important for you to create and support your value proposition so well that sales come more easily.
Sounds simple, doesn’t it?
It is. But it’s rarely easy. Because everything you do, say, don’t do or don’t say creates your marketing message. Every part of the buyer experience must be engineered to create a strong value proposition. Your marketing, delivery, publicity, packaging, design, follow-up, and follow-through must work and work well. Otherwise, you will be overtaken by others who do it better.
Here at SuccessNet, we look to provide a 10-to-100x Value Proposition. An example is our book The Achievement Code, which originally had a $14.95 MSRP (printed book). I certainly expect anyone buying it to get AT LEAST $150 and hopefully more than $1,500 worth of value from reading and applying what they learn from it. It’s all intended to enhance the confidence of the buyer that the purchase is worth more than the money exchanged.
Buyers are understandably skeptical and cautious. And in order for you to sell, you need to remove as much or all of the risk, add value at every turn, and make it easy and compelling for the buyer to make a positive decision.
As sellers, we usually know very well the value of our products and services. It’s rarely that obvious to our prospects. But by building our value proposition well, we’ll increase our sales and garner greater market share.
What’s YOUR value proposition? How do you communicate it? How can you make it stronger? What guarantees can you offer? How can you lower the barrier of entry into your sales funnel? How can you make the buying experience easier, faster and more enjoyable?
By asking these questions and diligently working on improving the real and perceived value of what you offer, you will make more sales and place yourself in a position to serve even better.
Recommended Reading
The Achievement Code
The Three-C Formula for Getting What you Truly Want
Without the Three C’s of Clarity, Concentration and Consistency, achieving your goals will always be hit and miss.
The Achievement Code shows you how to live with more purpose, passion and prosperity.
