Creating More Customer Value
How do you go about creating value? Stop trying to sell things and start uncovering problems worth solving. This is where real value begins – solving problems for your customers.
1. Always consider your customers’ perspective
The art of creating added value starts with the ability to see your business through the eyes of your customers. Consider what’s important to your target market and how your product or service will benefit them. What problem does it solve, how will it help them overcome obstacles or do their jobs better? Many businesses miss the boat by focusing on features instead of benefits. Start helping and stop selling.
2. Consistently work to improve customer satisfaction
Soliciting honest feedback on a regular basis allows you to keep your finger on the pulse of your customers’ needs in their journey with your business and is also an opportunity to monitor your brand’s identity in the marketplace. Free survey tools like Survey Monkey offer easy-to-use templates and unlimited responses to ensure you can collect feedback and create an action plan based on the results.
3. Develop a memorable customer experience
Building a customer experience also allows you to develop relationships with your customers so you can connect on levels that go past simply getting the sale. Most importantly, memorable customer experience models aim to deliver unexpected intangible value that cannot be packaged or sold.
4. Never underestimate the value of free resources
Whether it’s a free guide, a printable PDF, or a company branded calendar, free resources are a great way to create added value and showcase your brand’s ability to help your customers.
Free resources can also serve as useful tools to help grow brand awareness and expose your target market to various products and services. Remember, although you may be offering something for free, it still needs to have relevance to your market and should always be consistent with your brand’s overall purpose – stop trying to sell things and start uncovering problems worth solving.
Thanks to Kimber Powers of VerticalResponse.com for her contribution to this blog post.