More Sales Through Added Value

24 June 2018

Is 'Offering Added Value' just a Bunch of Words?

Businesses talk about giving added value. Some even achieve this massive profit catalyst, but what is added value in real terms and how do you deliver it?

Added Value: What is “Value added “ ? A totally unexpected additional benefit that transforms the feelings of the buyer. (Who will now want to do business with you again).

It just needs to be these three things:

1 - Genuine. As opposed to a gimmick or bribe.

2 - Individual. Something that is done in the moment rather than being done for every client or customer. Yes you can repeat this for others, but only if the situation is the same.

3 - Surprising. It normally would attract the response, "Wow". In other words, not just unexpected, but delivered with professionalism and passion that may even trigger a sharp intake of breath from the customer.

The top comment I often get around Added Value is that the person or business cannot think of anything more they could add. I will reply that it doesn't work like that. If you're always planning on giving added value in the same way, this becomes your regular offering. Nothing wrong with that, but you would then need to go one step further so it satisfies the above criteria. The best way to add value is by stepping in the client's shoes. Empathise, in other words.

Example

I was dining at a top restaurant in London and saw a waiter sit at the table of a departing couple after quickly re-setting the table with a new tablecloth. I thought to myself - what's he doing? Is he about to have his dinner at the same table? Then I saw what he was up to. He was imagining himself at the table as a diner and arranging everything so it felt right.

Simple, yet so impressive! 

As someone who delivers a service or product to a customer or client, be 'added value aware' and look out for any way that you can get the buyer to say that magic response word...'Wow!'

A bit of humour for you

• As I suspected, someone has been adding soil to my garden. The plot thickens…
• Becoming a vegetarian is a huge missed steak
• I used to work as a can crusher, but I had to quit … that job was soda pressing
• There’s a fine line between a numerator and a denominator. Only a fraction of people will find this funny.
• How much room is needed for funghi to grow? As mushroom as possible.
• No matter how much you push the envelope, it’s still stationery.

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