Digital Marketing and sales are usually focused on promoting a brand or product so that it organically attracts leads and creates sales opportunities.
But there are some niches, like B2B, in which the opportunity needs to be directly engaged by these professionals — a one-on-one effort to show why it is worth closing the deal with you and not your competitors.
Value-based sales are the best approach for el salvador phone number data this scenario. In this article, we show you why it is important to get closer to the prospecwhen you want to aggregate value to a product/service. You’ll see the following:
- What is a value-based sale?
- What are the benefits of value-based sales?
- What do you need to do to add more value to your sales?
What is a value-based sale?
When customers buy a product, they usually do all the research, comparison, and consideration by themselves. What is the best phone, the best sneakers, and so on.
But some products and services are not only for advantages of the material consumption but tools for the client to empower their own business.
That is why B2B selling requires a completely different approach from B2C.
Having the best price, or the hippest design, won’t be enough to close deals. There is a lot of money invested in those products, and customers want to be sure the return is worth it.
This is what value-based sales are all about. It is a selling method that focuses not on the solution itself, but on how it can benefit the customer’s life or business.
It is an effort to bring up benefits and projections at every interaction and creating arguments on how your product is the best to solve their demands.
As the name says, you don’t sell the product itself, but its value to the client.
This approach requires a lot more proximity between Marketing and Sales personnel and the prospects they are trying to convert.
It means emphatic, emphasized connection numbers lists with the root of their problems and how a solution could be the perfect response to meet their expectations.
Yes, it takes longer and requires more from these departments. But in negotiations with a higher average ticket, as it is common in B2B, you need that extra push to be successful.
What are the benefits of value-based sales?
Even in B2B, you can use many B2C methods for marketing automation and nurturing a funnel. These strategies are all still on the table.
But what differentiates value-based sales is how close you get to the clients you want to convert and what that means to a brand’s image.
Let’s see the main benefits that come from this effort!
The conversion rate increases
When you have a product/service aimed at business clients, it is way smarter to focus your lead generation on quality than quantity. And if you have fewer prospects to work with, you need to convert as many as you can.
Value-based sales is a strategy that puts you closer to your clients. You get to know them more, have more frequent contact, and have more time to learn and teach.
Having such meaningful interactions gives you more opportunities to find and deliver the right topics to convince them. It’s more like a classic salesman approach. You can use this power to raise your conversion rates.
Prices can increase
When your solution to a prospective client’s need shows real value, you can charge more for it. That’s exactly the main point behind value-based sales.
The work of the Marketing and Sales departments is not only to present specs and benefits but also the return a product can potentially have in the specific case of each client.
Customized solutions and closer relationships bring value to a purchase. And more value always means more profit.