5 ways to provide value to customers and increase sales

Providing value to customers is a crucial aspect of successful sales and a key factor in building trust and credibility with them. Close friend of ActionCOACH, international sales trainer & keynote speaker, bestselling author and ‘King of Sales’ Jeffrey Gitomer has provided valuable insights on how to effectively provide value in sales…

• Know your product and its unique selling points
  To provide value to customers, you need to have a deep understanding of your product or service, including its features, benefits, and unique selling points. Gitomer says, “The more you know, the more you sell”. Knowing these details allows you to effectively communicate the value of your product and help customers make informed purchasing decisions.
• Listen to your customers and understand their needs
  Providing value to customers requires understanding their needs and providing them with solutions that meet those needs. This involves listening to your customers, understanding their pain points, challenges, and goals, and offering them solutions that will help them succeed. Gitomer states, “People don’t want to buy a quarter-inch drill, they want a quarter-inch hole”

• Create a positive and memorable customer experience
  Providing a positive customer experience is crucial to building strong relationships with customers and is a key aspect of providing value. This involves creating a welcoming and comfortable environment, being friendly and helpful, and making customers feel valued and appreciated. Gitomer says, “A customer will only buy from someone they like, trust, and believe will deliver.”
• Personalise your approach to meet the unique needs of each customer
  Providing value to customers also means tailoring your approach to meet the unique needs of each customer. This requires taking the time to understand their individual needs, preferences, and challenges, and adjusting your approach accordingly. By doing this, you can provide a more personalised and effective solution, and build stronger relationships with your customers.

• Provide educational resources and expert advice
  Providing educational resources and expert advice is another way to provide value to customers. This can include offering helpful tips, providing information on industry trends, and offering expert advice on how to use your product or service effectively. By doing this, you demonstrate your expertise and commitment to helping customers succeed, and build trust and credibility with them.

Providing value to customers is a critical aspect of successful sales, and is essential to building trust and credibility with them. By knowing your product and its unique selling points, listening to your customers, creating a positive and memorable customer experience, personalising your approach, and providing educational resources and expert advice, you can effectively provide value to your customers and build strong, long-lasting relationships.

Who is ActionCOACH’s Business Coach Mark Dilks?

Mark Dilks is an accomplished business leader, experienced coach, mentor and business builder. He supports business owners, executives and teams across Milton Keynes, Bedford, Northampton, Luton & Dunstable in all aspects of building profitable high growth businesses; from start-up phase all the way through to maturity and divestment. No matter what challenges you are facing, Mark will invariably have encountered a similar situation previously and will be able to support you to quickly and efficiently overcome your business hurdles by sharing examples of how other business have solved similar problems that you are experiencing. He is motivated, driven, tenacious and is able to get the very best out of all the resources available to his clients and to ensure that the maximum results possible are achieved.