Please listen to the audio below for a few tips before answering the question below:

Think about the answers you have provided in the last few questions and unlock your creative side.

Now list all the ideas you can come up with to add meaningful value to your customers below:

ADDING VALUE is a achieved systematically

I have explored a number of different methods for consistently ADDING VALUE to my customers. The best way I have found to do this, is to introduce a systematic daily routine into my sales schedule, which forces me to carry out the crucial activities necessary to keep uncovering new tools, ideas and concepts that help me to keep abreast of what VALUE has meaning to each customer.

I must apologise to any sensitive readers for the dirty four letter word I must refer to in this article. It is a word we all like to avoid and to many sales people, it is a word we never want to associate with our customers. We believe that all customers relationships should be easy and free from this word. Unfortunately, if you want to excel in sales and consistently ADD VALUE to your customers, you will need to use this word daily. The four letter word I am refering to here is “WORK”

DEVELOPING YOUR DAILY ROUTINE TO HELP YOU TO CONSISTENTLY ADD VALUE

ADDING VALUE, is different for every customer and requires constant thought, innovation and authentic caring. The best way I can explain how to add value, will be by giving you a few examples of how some of my sales training, customers now add value to their customers.

A courier company we trained, now have a daily system, where they check all expected inter branch parcel transfers between certain of their customers on a daily basis. This system, where they call ahead to tell these customers what parcels they can expect each day, has allowed them to integrate into their customers businesses. Their customers have become to depend on their daily call from the courier company.
One of my customers in the short term insurance business, has introduced a very effective communication campaign with their customers and future customers. This communication starts from the moment the sales professional leaves the meeting. From their car they send their customer or future customer an sms, briefly outling the purpose of their next meeting. They then follow this up with regular communication in the form of ezines, ebooks and other media, where they show how they will keep ADDING VALUE to the relationship. This regular communication with purpose, has resulted in future customers, appreciating the ADDITIONAL VALUE they will receive and has helped their customers and future customers, to change their view of the short term insurance industry.

In a previous article I explained how I integrate into my customers businesses, by consistently supprting the practical implimentation of their sales plan and process.
I have also formed strategic business alliances with a placement company. When any of my customers want new, cabable sales staff, I refer them to my strategic partner. I also work closely with a CRM company, who can provide my customers with a powerful CRM system.

I worked with a radio station and after a brainstorming session, we realised that they worked with a number of different industries, who could support each other. The sales professionals, now connect different customers with each other, as a VALUE ADD. They will for example connect a restaurant with a laundry service, who will in turn have their christmas function at the restaurant.

One of my customers in the concrete industry, has built relationships with various plumbers, electricians, builders, tilers etc. When they work with artichects, developers or home owners who need concrete flooring, they are able to support them with guidance around all other supplemental services. This has proved to be a great VALUE ADD and has had the knock on effect of opening an additional sales channel for filling their sales pipeline. The various contractors now reciprocate and send them concretet flooring business in return, for the referrals they receive.

I could continue to add examples of how to really ADD VALUE to your customers and future customers, but I think that you get the idea, by now. The secret is to turn ADDING VALUE into something you do daily. Unless you have a system in place to ensure that you keep ADDING VALUE to your customers, ADDING VALUE will fall through the cracks and it will not happen.

What daily, weekly and monthly system are you going to introduce to ensure that you consistently Add meaningful VALUE to your customers?

List your system below: