Jeffrey Answers a Question about “Touching Base” | Sales Training

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“Added value” is a phrase that makes my blood pressure rise. Don’t add value, GIVE value. Big difference. Adding implies you have to “buy to get.” Giving means the customer receives BEFORE buying. Give value – don’t add value.

MY MARKETING PHILOSOPHY and MARKETING STRATEGY: I give value first. I put myself in front of people that can say “yes” to me and I deliver value first. Doing that creates “value attraction” – it’s the REAL law of attraction.

ALSO NOTE: Providing continuous, value-based information AFTER the sale ensures loyalty.

Here are some specific examples of before and after the sale “value ideas.” Think about these and then create your own!

• Sharing industry best practices.
• Manufacturing components and offering plant safety tips.
• Medical devices to doctors and teaching bedside manner.
• Teaching clerks how to close sales when a customer comes in to buy using your coupon or voucher.
• Office supplies and teaching customer service to receptionists and accounting.
• Anything in favor of your customer that helps them increase productivity, communication, operations, morale, and especially profit.

OBVIOUS ANSWER: If you really want to deliver value, ASK YOUR CUSTOMER what he or she considers valuable. Whatever they say, do that, offer that, share that, communicate that, teach that, print that, and say that. In a nutshell, that’s value. Real value. Value perceived.

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