Does it seem as your only strategy is to cut prices and offer less?
It may surprise you that the best customers are also searching for the best value, not the lowest prices.
What makes you valuable?
It all comes down to your unique value proposition.
Think about it…what results do your customers value?
What is unique about how you get those results?
Do you get results faster, or are they longer-lasting?
What is it that makes you different from everyone else promising the same results?
Tap into this and you can create experiences that customers want to repeat with you instead of bringing their business to someone else.
Think about what makes someone choose to go the extra mile to do business with you?
How can you create those one-of-a-kind experiences that will get you more new customers and keep the old ones happy to come back?
Here are three tips…
Everything Starts with a Relationship
Are you looking for a lasting relationship with potential customers?
Or do you only say “Buy my stuff, buy my stuff, buy my stuff”?
Getting to know your customers and what they want and need is the starting point.
Get them to know, like and trust you by developing that relationship.
Ask them what you can do to serve them better than your competitors.
Then include these differentiators in your marketing messages.
To get better marketing ideas for small business, ask existing and potential customers what they like best about your business.
And don’t forget to use social media to get these valuable answers with simple questions and surveys.
When building a relationship with new customers, remember the basics:
- Spend time on building a relationship-this can done in person and in the virtual world of email and social media
- Be trustworthy and truthful-this never goes out of style
- Be valuable to your customers, and be the first to apologize if a mistake is made
Choose Better Value Instead of Lowest Price
It is a mistaken belief that customers only care about the lowest price whenever there’s an option.
This is a wrong-headed business model and marketing message for most small businesses.
If the lowest price is what sold products, there wouldn’t be any Rolex watches, Mercedes cars, or Perrier bottled water!
Research shows that people prefer shopping in stores with quick and convenient checkout, good parking and home delivery options, not the ones with the cheapest prices.
If you want customers, make sure your products and services offer great value for the money.
This doesn’t mean you have to be the cheapest.
Customers are attracted to products and services that give them satisfaction, dependability and even excellence.
Be Different, Be Customer Focused…really
Next, decide how your product or service is different from your competitors, and how it fulfills an emotional need for a potential customer.
If you offer a unique and useful solution to their problem, people will look to you for results.
Shine a light on how you provide the missing link that fulfills their purchasing desires and you’ll have something that your competitors missed.
To break out from your competitors, keep your eyes focused on what your customers wants, not what you want to sell.
Let’s face it, we are all emotional beings.
As business owners we can get so attached to what we want to sell that we miss the boat when customers are telling us what they want to buy.
Stay focused on what your prospects and customers are telling you.
Put this knowledge to use and you’ll grow your business soon enough!
Lucy M. Morgan, CPA, MBA
Want to learn more about how to be more valuable to your customers and clients?
Click here for your FREE e-book “Internet Marketing Secrets for Small Business“