You’re Not Seen As Adding Enough Value….

This is a problem for a lot of companies.  Potential clients don’t see you as adding enough value, so therefore they negotiate on your prices and ‘play you off’ against other suppliers to reduce the prices they pay.

Now obviously clients don’t truly know whether you can add value or not until they use you, but for you to get that opportunity, they have to see that you can potentially add value to their current process - otherwise they’ll tend to stick with their existing supplier, or existing way of doing things.

Obviously on occasion there’ll be the time where you happen to call at the exact moment they’ve fallen out with their existing supplier, but I’m talking here about things we can do other than rely on luck

One of the things I really hate is something you’ve probably heard a lot of managers and trainers bang on about in the past.  It’s the phrase ‘fact find’.  Whenever I hear a business owner, salesperson or manager refer to that phrase, I’m immediately concerned.

When managers bang on about the ‘fact find’ it gives everyone the impression that the sole purpose of their calls is to extract information from decision makers in order to try and get a sale from them.  Wrong.

The point of the call is to generate future business from that client.  Whilst I realise that certain information may help that process, purely calling to ask things like ‘do you use xyz at the moment’ and ‘do you see any need for xyz at the moment’ adds no value whatsoever for the client, resulting in them thinking you’re the same as all the rest… therefore seeing no added value in using you …… therefore they’ll play suppliers off against each other in order to lower their prices.

So How Do We Be Seen As Adding More Value?

Andy’s Sales Tip – Start asking different questions to the average person ….better questions…..more intelligent questions….and start taking a genuine interest in clients and how you can help them!

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