By Jeff Beals
No matter what you do for a living, success ultimately comes down to your ability to deliver great value for the money your clients invest. But how do you define value? You don’t. Value is determined by the client. Value only exists in the client’s mind.
By making your clients feel truly special, you make it easier for them to see the great value you can provide.
The greatest marketers and sales pros understand that value is critical. They know they don’t really sell a product or service, rather they sell what the product or service does for a person or how it makes a person feel.
In other words, real estate agents are in the “help-you-get-your-dream-house” business. Insurance brokers are in the “keep- you-safe-and-secure” business. Financial advisers are in the “make-you-wealthy” business. Professional consultants are in the “keep-your-company-solvent” business.
Wal-Mart is not in the discount retail business; it’s in the “saving-you-money-on-the-necessities-of-life” business. Nordstrom is not in the upscale fashion merchandise business; it’s in the “making-you-feel-good-about-yourself” business.
Prospective clients feel most special when the would-be provider convinces them that it’s all about them. The successful sales professional is the one who is in business to make someone else’s dreams come true.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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