How to Add Value to Your Product

Here’s a story about how to add value to your product. I recall my wife shopping for a new camera. Although she hadn’t been shooting lately, she minored in photojournalism and worked in a camera store for several years. I surprised her by sharing research my friend, Josh Humble, had done on new cameras. She and I then visited Robert’s Camera in downtown Indianapolis. Before we arrived, she’d decided on a Nikon. My wife can be a research perfectionist, which can slow the process, but with Josh’s advice, she concluded the Nikon fit her needs. She was ready to make a buying decision, but was she?

Before we went to the store, she compared prices from Robert’s and an online retailer. The online retailer was 10% less for the same product. Upon arriving at the store, we were immediately greeted. My wife spent 45 minutes in Q&A with our knowledgeable and helpful photo professional. Near the end, I asked an honest yet uncomfortable question — an “elephant in the room” question: “Why should we purchase the camera here, when we could get it cheaper online?” I must hand it to our consultant; here’s what he had to say.

How to Add Value to Your Product

We build relationships — When you purchase from us, we’re here to help you. Because we are part of your team.

We offer more than just a receipt when the purchase is complete—this includes frequent free photography classes, advice, and ongoing education.

Robert’s knows the industry — The store is professionally operated by photography enthusiasts who know their business.

We’re someone you can trust. While waiting for my wife, I saw a video camera on sale. Another employee asked about my interest in the camera. After asking how I would use it, I was advised that it wasn’t what I needed and that they didn’t have a camera that fit my purposes. They even recommended a brand they didn’t carry.

We’re part of the community—not only are they part of our community, but they have been since 1957—and that means something.

These are lessons any business would do well to embrace. Many consumers aren’t looking for the lowest price but the best value, which includes service, follow-up, and trust. We bought the camera from Robert’s.

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post, you might also appreciate 5 Things Top Consultants Do.

Photo by Jonathan Talbert on Unsplash

 

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