How well do your salespeople communicate the value of your products & services? Technical specifications and product features don’t represent real value. Everyone can claim their product boasts the best features and ultimately consumers get confused and simply change the conversation to price in order to differentiate the products.
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CommoditisationIn markets where commoditisation is driving down revenues and profits it’s critical to ensure you’re having conversations that take customers beyond “feature and benefit” to what really builds preference with your brand. Focus on the value and benefit your product or service delivers to your customers. What need are you addressing, what problem are you solving?
Keep it simpleYou need to create simple messaging for your sales channels so that customers understand how you will address their requirements and exceed their expectations. Starting with a well-designed value proposition will make this a lot easier. In many cases you’ll also need to repackage your customer offer to include how you deliver added value and why customers should work with you. If you get this process right you’ll soon find you’re able to have higher level conversations with your customers and they’ll see you as a trusted advisor instead of just another supplier. At Corpwrite Strategy we call this process “productisation” and we can ensure it’s perfectly aligned to the strategies, goals & objectives of the business.
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Sales not hitting the mark?
Could be your marketing.
Our tailored Quick Reference Messaging Guide
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Our attention span is now less than a goldfish!
It's no wonder so many marketers don't get traction. Imagine knowing the secret to creating immediate and powerful customer engagement? It's all about getting back to the fundamentals:
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