Debra Kasowski

Is the Value in Your Pocketbook or Your Customer’s?

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Are you a serious (or maybe serial is a better term) shopper? What I mean is, do you think about your purchases as a want or a need? Do you shop around for the best deal or value for your money? What are you expecting when you hand over your money for a product or service? I know some people may not even give it a second thought, they just hand over their cash or credit card because they are buying something they feel they need or want to have. Whereas, others will want to know what they get in exchange for this transaction. They are looking at getting more value for their money then the listed price. The sale itself is more about the value and the impact it will have in your customer’s business or life than the currency exchange. Are you creating more value for your customer or pocketing riches instead?

Let’s start off with – What does the term “value” mean to you? You may see value in content rich information, video tips, material items, and referrals. These suggestions all have value. Why? Because you and I give them value and importance. When a person has an emotional connection to what is important to them or provides value, money is secondary – it is the vehicle that gets the end to the means. The genuine value and experience your customer is looking for.

Do you want create more value for your customers? In order to do so, you must first value your gifts and talents and know that someone is waiting for your to share them. Secondly, discover what your customer values or deems as important. Thirdly, identify ways in which you can help support them in maintaining or achieving what is important to them. Fourthly, be a “Go-Giver” (Read Bob Burg and John David Mann’s Books – The Go-Giver and Go-Givers Sell More). Give to others freely because you want to serve others and help them achieve the results they desire. You do not have to break the bank to provide value to others. Give of your time, talents, and feedback. Finally, let your personality shine and just be you as you can not be authentic by trying to sell someone something.

People relate to the stories you share and the experience you create. Give them more than they paid for and show them you care. Value can be created many different ways: discussions and forums, tips and techniques, checklists, templates, referrals, and information just to name a few. The more people you create value for the more people you will have raving about you and the more people who will be interested in your products and services. People want value for their money. Are you ready to give it to them?

 How do create value for others and live rich from the inside out?

 

 

Great Sales Book Review: Are You Giving to Get or Getting to Give?

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Great books are not just made, they are born from knowledge and experience. Bob Burg and John David Mann, have done a fabulous job of creating value and closing the sale in their 2 amazing books:

The Go-Giver: A Little Story About a Powerful Business Ideaand Go-Givers Sell More . According to Burg and Mann, there are Five Laws of Stratospheric Success: Value, Compensation, Influence,  Authenticity, and Receptivity. For those of you who are wondering what stratospheric means, “stratospheric” means extremely high! Success beyond your wildest dreams! Would you like to learn how? 

Many lessons and concepts are shared through parable and real life examples with great content and food for thought. Making a difference in today’s world is all about creating value and these authors definitely resonated with me. If you want to experience stratospheric success, these 2 books are must read!

My greatest takeaways and how they apply to you are:

1. Create Value. If you focus on creating value for your prospects and customers, they will be your raving fans and tell others about you. Your focus needs to be, “How can I best serve?” or “How can I help you?” and doing so in such a fashion that you are not expecting anything in return but know that someday and someone will do the same for you.

2.  Meet People Where They are AT. People may find your product or service expensive. Show empathy and compassion by meeting them where they are at. Everyone does not define value in the same way. Avoid listing of all the features, they are important to you and not necessarily important to your customer. Start thinking of how your product or service aligns with what your customer values and believes in. Paraphase what they just said or objected to, “So you think this ___________ product (or service) is too expensive? Gain an understanding of where they are at and what value they would expect from paying the price of a product or service similar to yours. People want to know what is in it for them and that they will get value from doing business with you.

3.  No Pressure Sales. Basically, if they want to buy your product or service they will. Let your customer and prospect decide. Learn what your customer is looking for and why. You may even refer them to a competitor who specializes in what they are looking for. Who is best to serve your customer? They will remember how you helped them and tell others about you. Give them the option to walk away from the sale. Pressure only makes you look desperate for the sale! Maybe your product or service is not what is best for them. That’s okay – there is someone who is waiting for you to share it with them. 

4. Say Less, Communicate More. You may have heard the saying, “God gave you 2 ears and 1 mouth for a reason.”  Listen to your customer and hear what their needs are. Often, we can be waiting for the pause in conversation to share our story and what we think would be a benefit to them without truly listening and hearing what is being said. You will learn many of your customers dreams and desires if you only listen.

5. Allow Yourself to Give and Receive Freely. I had someone drop a line on my Facebook page to say that Bob describes a situation of breathing out continuously. Imagine – breathing out continuously – at some point you will need to take a breathe. There is a flow to giving and receiving just like there is to breathing in and out. When someone gives to you or you give to someone else, allow yourself to both give and receive, acknowledge and appreciate the other person for the gift. A gift can be a compliment, a smile, a suggestions, or a material item. Be open to receiving because you are also getting!

There are so many more valuable sales nuggets in these books. These nuggets of information are not only good for sales but apply to all relationships in general. If you follow the Laws of Stratospheric Success, not only will you skyrocket your business but you will live Rich from the Inside Out!!