| Home | Articles | Newsletter | Services | Contact | Links |
| Build | Promote | Profit | Planning | Getting Started |
Focus On Creating Value!
Greg Balanko-Dickson
It is a common myth that the purpose of a business is to create profit. Rather the purpose of a
business is to create value. IF you manage your business affairs well, you end up profitable.
Creating customer value is as old as business itself, it is a timeless truth and one of the oldest business
principles. If you fail to create value and your business will fail. The ability to create value in the
hearts, minds and eyes of your customer is the fuel that powers your business engine. When you focus on
creating customer value you build trust, rapport and emotional momentum -- to buy now.
The Buying/Selling Process
The easiest way to win market share and customer loyalty is align everything you do with your customers
needs, wants, emotions and perceptions. These are the driving forces behind their purchasing behavior.
They either influence them to buy -- from you or your competitor.
Your job is to provide them information, tools and support within the context of their needs.
Always Add Value - Before. During. After.
Success in today's super-competitive environment requires a wholistic marketing approach -- provide value
(via information) at every step in the sales process. Everything in your business must be focused on creating
value at three strategic points:
Your business must be able to add value that is sustainable, reliable and persistent. Even if you have a
great Unique Selling Proposition (USP) strategy or Unique Value Proposition (UVP) -- you could still miss
the mark. All your customer cares about is "what are you going to actually do for me?" It does not matter
how unique you might be, if they do not experience "the value" they go away and keep searching until they
find the value they want. Will it be you or your competitor they buy from?
New Tools - Create New Possibilities & Opportunities
The importance of the Internet can be compared to the importance of the printing press. The modern printing
press allowed the distribution of books and manuscripts to the masses, in an efficient and cost effective way.
The Internet now makes micro-targeting efficient, affordable and powerful. It just takes time to learn the
environment. Keep good notes and use an Ad Tracking device
http://www.sbishere.com
add value
before the sale: the purpose of adding value before the deal is to provide the customer with
the information they need to make a purchasing decision. during the
buying process: the power of selling online is the ability to connect with a highly targeted
group of qualified buyers -- this is also the challenge. All your marketing tools (web site, direct mail,
telemarketing etc.) must be designed to support the customer and your staff with valuable information at
each step of the selling or buying cycle. after the sale:
customer follow up and after sales service is mostly ignored by many sales and marketing
professionals. Did you know that a repeat customer will buy as much as three times more than a new customer?
There are substantial revenue and profits to be gained from the additional purchases of repeat customer.
Grab your FREE Home Based Business
Fill out the form below and you will receive.......
Resource Kit from JDA Publishing.
