Creating the right Value Perception for your Customers
December 29th 2008 02:27
Value Perception (VP) is the opinion your potential and current customers have of your product or service. This perception determines the value it adds to them in line with the problems it needs to solve or aspirations they want it to fulfill. Also evaluated is your offering’s relevance and importance, over and above that of your competitors. So why is the customers Value Perception so important? Because:
How your customers perceive your value determines your value
Irrespective of your customer’s opinion being right of wrong in your mind, their opinion matters none the less, in fact, critically so. Some may suggest; “But the customer my have it wrong” In this instance we respond: whose fault is that: the customer, sales person, sales manager, marketing dept or Company Directors? One this is for sure, it certainly isn’t the customers fault.
In a successful sales-focused company inspirational sales leadership always flows from the very top of the organisation all the way down to the frontline and through to your customers.
The responsibility in creating and distributing customer value is always ordered as follows:
1. Company Directors
2. Marketing/Brand Department
3. Sales Manager
4. Sales People
6. Support & Service
7. Customer
How your customers perceive your value determines your value!
How does your company currently create and distribute Value?
- Are the Company Directors genuinely attempting to connect positively with customers?
- Is the marketing and branding positively connected to the customer?
- Is the Sales Manager positively connected to the customer?
- Are the sales people effectively adding value to the customers?
- Is the after sales support and service adding value to the customers?
- Do your customers get it? (do they understand your value)
Value cascades down the value deliver system into the customer. A breakdown on any level can be detrimental to a company’s success. The customer’s positive perception, along with an effective sales process will help the customer make the appropriate buying decision. Yes, NO or even worse MAYBE, will largely be determined by the value your offering adds in relation to either solving the buyers problem or fulfilling their aspirations.
Are you customers getting the right message?
If not a change needs to be implemented at the top of Value process. We recommend a Sales Culture Development process for your organisation senior leaders to determine what your organization actually does and how this adds value to your customers, in order to create the right customer value perception. When then help your company align all communication, both internally and externally, to this value proposition, we call a Unique Selling Proposition. This statement then becomes the blueprint and catalyst to inspire positive change and align and direct all customer facing activities. Most importantly, the sales people and how they create, engage and develop meaningful value based relationships.
Companies that understand the power of their Value Perception are usually the quickest to thrive and indeed prosper! For more information on creating the right sales culure please click BOOM Sales!
ABOUT THE AUTHOR: Trent Leyshan is the Founder and Sales Director at BOOM Sales! Australia’s most inspirational Sales Training Company and the creator of BOOMOLOGY!™ Sales Training Methodology.
For more Sales Blogs go to www.boomsales.com.au/blog
www.Boomsales.com.au
How your customers perceive your value determines your value
Irrespective of your customer’s opinion being right of wrong in your mind, their opinion matters none the less, in fact, critically so. Some may suggest; “But the customer my have it wrong” In this instance we respond: whose fault is that: the customer, sales person, sales manager, marketing dept or Company Directors? One this is for sure, it certainly isn’t the customers fault.
In a successful sales-focused company inspirational sales leadership always flows from the very top of the organisation all the way down to the frontline and through to your customers.
The responsibility in creating and distributing customer value is always ordered as follows:
1. Company Directors
2. Marketing/Brand Department
3. Sales Manager
4. Sales People
6. Support & Service
7. Customer
How your customers perceive your value determines your value!
How does your company currently create and distribute Value?
- Are the Company Directors genuinely attempting to connect positively with customers?
- Is the marketing and branding positively connected to the customer?
- Is the Sales Manager positively connected to the customer?
- Are the sales people effectively adding value to the customers?
- Do your customers get it? (do they understand your value)
Value cascades down the value deliver system into the customer. A breakdown on any level can be detrimental to a company’s success. The customer’s positive perception, along with an effective sales process will help the customer make the appropriate buying decision. Yes, NO or even worse MAYBE, will largely be determined by the value your offering adds in relation to either solving the buyers problem or fulfilling their aspirations.
Are you customers getting the right message?
If not a change needs to be implemented at the top of Value process. We recommend a Sales Culture Development process for your organisation senior leaders to determine what your organization actually does and how this adds value to your customers, in order to create the right customer value perception. When then help your company align all communication, both internally and externally, to this value proposition, we call a Unique Selling Proposition. This statement then becomes the blueprint and catalyst to inspire positive change and align and direct all customer facing activities. Most importantly, the sales people and how they create, engage and develop meaningful value based relationships.
Companies that understand the power of their Value Perception are usually the quickest to thrive and indeed prosper! For more information on creating the right sales culure please click BOOM Sales!
ABOUT THE AUTHOR: Trent Leyshan is the Founder and Sales Director at BOOM Sales! Australia’s most inspirational Sales Training Company and the creator of BOOMOLOGY!™ Sales Training Methodology.
For more Sales Blogs go to www.boomsales.com.au/blog
www.Boomsales.com.au
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