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Build a value offering

"The alternative to knowing your value and selling it, is discounting your price" - Mack Hanan - Consultative Selling

DEFINE AND BUILD AN OFFERING THAT ADDS VALUE TO A CUSTOMER

Are you finding that you are not getting enough sales for your product or service?

Are you struggling to understand why potential customers are choosing other suppliers, rather than you?

The first stage to selling a product or service effectively is defining and building an offering that adds value. Your offering or proposition is what you sell and the customer buys. Without a well-defined and meaningful offering, potential customers will not know why they should buy from you over your competitors. We will work with you to translate your product or service into a value offering that delivers you sustainable revenue.  We will do this by;

 

DETERMINING THE VALUE YOUR OFFERING PROVIDES

Do you sell in a way that promotes customer value? Often businesses try to sell their offering by focusing on the features of a product instead of highlighting the benefits they provide for the customer. You need to clearly show what real customer problems your product or service solves and provide measurements to prove this.

FOCUSING ON THE NEEDS OF YOUR POTENTIAL CLIENTS

Do you speak the customer’s language, or your own? Ultimately you need to focus on who you are trying to sell to. Often the language used to promote an offering is that of the supplier, not the customer. The value and benefits of a product or service must be communicated in a way that resonates with your potential market. You may be the expert in your field but your customer wants to know how you will help them, in their language.

DEFINING YOUR DIFFERENTIATION

What element of your service or product sets you apart from the competition? It is important to set out why you are different and why this matters to the customer. It is vital here to think about your potential customers and provide proof for your claims.

DETERMINING THE VALUE YOUR OFFERING PROVIDES

Do you sell in a way that promotes customer value? Often businesses try to sell their offering by focusing on the features of a product instead of highlighting the benefits they provide for the customer. You need to clearly show what real customer problems your product or service solves and provide measurements to prove this.

FOCUSING ON THE NEEDS OF YOUR POTENTIAL CLIENTS

Do you speak the customer’s language, or your own? Ultimately you need to focus on who you are trying to sell to. Often the language used to promote an offering is that of the supplier, not the customer. The value and benefits of a product or service must be communicated in a way that resonates with your potential market. You may be the expert in your field but your customer wants to know how you will help them, in their language.

DEFINING YOUR DIFFERENTIATION

What element of your service or product sets you apart from the competition? It is important to set out why you are different and why this matters to the customer. It is vital here to think about your potential customers and provide proof for your claims.

WE CAN HELP YOU
Our process will help you create a value offering that can be used to sell and market your product or service in a meaningful way. This in turn will help your sales team promote the value of your proposition and create a strong and competitive differentiation to your competitors.