using benefits and values for consumers from different segments. To do this, all the benefits obtained from using a specific product are digitized in documents, including technical, economic and unique ones.
Then they conduct a focus group on current clients of the segments: they send them the developed materials for evaluation, which are subsequently adjusted based on the comments identified.
Sales tools should be implemented at every stage of the transaction.
Product Value Management
Stage 3: Managing Value twitter database at Different Stages of the Sales Business Process
The Leads Generation stage involves using common values and benefits for different client groups, creating differentiation from competitors across the industry using elements of a differentiation strategy. At the Leads Development stage, attention is paid to the process of qualifying the lead using specified benefits and values that are focused on a specific segment. The Leads Conversion stage involves developing 3 types of value propositions. If the client does not acquire the value of the 3rd option, it should be abandoned.
At the Client Fullfilment stage, a value protection policy is implemented, which implies compliance with the terms of the contract implementation and increasing the efficiency of interaction between the organization's departments that provide support for the sale of goods. At the Account Management stage, the value propositions are clarified and adjusted to ensure that they are constantly relevant to the client.
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Increasing the value of the product
Offer the best quality
The product is the basis of value for the buyer. Everything else becomes important only if the product satisfies all the customer's needs. In this case, there is no need to implement radical improvements. It is necessary to make your product a little better than your competitors, or simply have good quality. For example, the well-known Dodo Pizza chain tells on its website how exactly they ensure the main quality of the product - taste.
This technique is especially important if the company's work is related to the sale of technical goods or other products that require maintenance in the future. For example, when choosing a CRM, an important factor will be the availability of a support service and its responsiveness during the trial period of work.
If a user has problems and the company promptly and correctly resolves them, then he automatically becomes a loyal customer and gives positive recommendations to others.
Increase delivery speed
Another way to increase the value of a product compared to competitors is to reduce the delivery time of goods or services. You can often hear the advertising slogan - if we don't deliver on time, we'll give it away for free.
Offer an additional service or product that solves the user's problem
Optional offers that make life easier for users are another way to increase the value of a product in the eyes of the client. An example is the initiative to beautifully package a product before the holidays. Even if the service is paid, many will still perceive it with gratitude, since at this time there are usually queues everywhere, including for packaging.