But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
And today we are talking about why it’s important to provide value to your prospective customers.
For more details, listen to the ENTIRE episode on your favorite streaming platform.
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When it comes to selling an offer or providing content to your audience the value is going to be in the eyes of the beholder. What is valuable to some may not be to others. When you’re working on creating offers or content the value is what will be of importance or interest to the client.
As a salesperson, it’s important to be perceived as someone who is valuable or as someone who is a resource. If you’re not in the mind of the customer as either of these things then you’ll miss out on the sale to someone who is.
There are many salespeople who refuse to give out free content or resources to their audience which is a major missed opportunity. Your perceived value is what will drive sales. This is why giving out free content and resources to prospective clients is so important.
While giving out free content is great, you don’t want to give everything away. At the end of the day you don’t want all of your value and knowledge to be unrewarded. When you’re giving this content away just make sure you are intentional and strategic, don’t give all you have to offer away for free.
Once you target your audience with free content, this will give you an opportunity to reconstruct your value proposition so that prospective clients see you as a valuable resource to have.
As a salesperson, you should be asking yourself how you can start providing more value to your prospective clients. What else can you give to them that would help them see why they need to take part in your offer?
One of the best ways to find out what will help them is to think about the outcome the customer is trying to achieve. If you can identify what outcome they want to have then you can find the things along the way that would help them reach where they want to be.
To figure out what would be perceived as valuable to the prospective client make sure to step in their shoes and really think about their needs. Once you have this, you can better target your free content and paid offers to them.
If you’re not providing value or resources to your prospective clients then it will be a lot more challenging to make sales. One of the best things you can do to generate more interest in what you’re offering is by providing free content. Of course this doesn’t mean that you need to give everything away for free. However, if you show prospective clients a glimpse into the type of value you’ll provide them with, this will go such a long way for generating more leads and more sales for your business!
Be sure to listen to all of episode 563 for more details on how to increase your perceived value with your prospective clients.
Thank you so much for listening to Sell or Die! We hope that this episode helped you understand the importance of planning so you can accomplish your goals by the end of this year.
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Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!