With Every ‘Touch,’ Add Value

In my last blog entry, I promised that I would provide insight into a revolutionary new system that will allow you to be more successful in your prospecting efforts.

Recently, I have heard several organizations express the need to teach their salespeople how to build and sustain more value in their sales interactions. In my opinion, simply telling a prospect or customer how your product or service can save them money, reduce costs or any other number of so-called ‘value building’ statements is not really providing them with any real value. I think such statements are, at their root, self-serving in that they place the entire focus on the salesperson and their products and services. Prospects have heard this same line of mumbo-jumbo over and over so many times before that they immediately want to hide once they start hearing it again.

Is there a better way?

Is there a way to build your credibility from the very beginning?
What about delivering real value to your prospects and customers?

Is there a system that you can implement to help you become a trusted advisor and strategic resource, as opposed to being ‘just another salesperson?’

ValueTouch Prospecting™ is the answer. Every time we communicate with a prospect or customer, we are ‘touching’ them in some way. We must always evaluate if this touch was a positive or negative experience for our prospects and customers. The way to ensure you are providing a positive experience with a prospect is to make sure that your communication actually delivers real value to them. In essence, you must deliver a ValueTouch!

In a nutshell, ValueTouch Prospecting is a system designed to help you create compelling value with new prospects and retain your value with existing customers. Here are six tips that will provide you with a quick overview and get you started on your way to better prospecting.

1) Ensure that every communication with a potential prospect or customer delivers compelling value that helps them do what they do better. The perception of value that prospects and customers place on you, your products and services, and your organization is in direct proportion to the value that you provide.

Example: You are targeting a small business owner to discuss their credit card processing equipment. You provide timely information on “the most effective ways to deal with delinquent customer accounts without having to pay hefty legal fees or tie up too much of your time.” Notice that this has nothing to do with your credit card processing machine product and instead is something valuable that your prospect may immediately use. How do you think you will be perceived by the prospect? Positively or negatively?

2) Focus on building trust, rather than pushing your products and services.

3) Employ blended prospecting/marketing strategies to maximize potential sales opportunities.

4) Update your selling practices to reflect the advancements of Sales 2.0

5) Position yourself as a trusted advisor and make sure you are in alignment with your prospect or customer’s buying process.

6) Take action now to refresh your knowledge of business principles.

If you would like more information on how you can implement ValueTouch Prospecting into your sales process, please click here to download our complimentary white paper entitled ValueTouch Prospecting: Finding and Maintaining a steady Stream of Buyers During Turbulent Times.

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