Selling Value is Better Than Any Discount You Can Offer

Selling Value is Better Than Any Discount You Can Offer:

People have different reasons for choosing one vendor over another. More people than ever are value-driven. They want something that isn’t just going to serve an instant need. They want something that makes them feel they’ve received real value for their money, too.

People want to feel like savvy buyers. This means that selling on price alone isn’t always going to always be what wins you deals. Yes, the world is cost-driven (and always will be) but selling the value of your product or service could help you close more deals and make more profit. Why?

• Value drives word of mouth referrals
• Value builds long-term relationships

Value Reduces Cost of Customer Acquisition

When you look at the cost of acquiring a new customer, the cost is significantly reduced if that customer tells a friend who buys from you, too. And you’ll get a greater return on your marketing and advertising investments if customers also buy from you more than once.

Does your product bring people value?

Sure, a one-off discount could bring people in and get them to try your product. But if that product isn’t very good, they could return it, give you bad reviews (hurting your reputation), and will likely disappear for good. If your product is an expensive one, it’s vitally important to show why it benefits the consumer. Do enough value demonstration and it won’t matter how much your product or service costs because people will see that it benefits them to buy it.

Overcome Sales Objections

Value helps people see past dollar signs. Selling people based on demonstrating value could also help you overcome more sales objections and help you differentiate yourself from your competitors. When you’re selling something through online sales copywriting, selling on the value of buying from you could be an excellent way to convince someone that you are the right vendor for what they want. People who shop online comparison shop and more people than ever do look at more than just the price of a product or service. When selling something online, especially, demonstrated value is important because people can’t feel and touch it through cyberspace. They need to know why they should buy from your company.

What do people want when they shop for something? It’s often:

1. They need something that helps them fix a problem
2. They want something that saves time
3. They desire something that makes their life better

Appealing to wants, needs, and desires is something you have to do in your marketing. But appealing to those buying triggers with a demonstration of real value is what will likely win them over and bring them back again after you’ve delivered.