As a sales partner, one of the key ways to add value to your clients and differentiate yourself from your competitors is by becoming a knowledge center for them. This means going above and beyond to provide your clients with the information and resources they need to succeed, as well as helping them make informed decisions about their business.
To achieve this, it's crucial to get a complete understanding of what your clients' value is to their market. One way to do this is by asking them three key questions:
What are you selling? This will give you a general idea of the product or service your client offers and the market they are in. By asking them to explain this without using technical jargon or buzzwords, you can tailor your sales approach and message to the specific needs and concerns of their customers.
What sets you apart from your competition? This will help you identify your client's unique value proposition and differentiators, which can be used to highlight the value of their product or service in your sales conversations. In some cases, clients may not be sure how to express what sets them apart from their competition. It may be a statistic on their growth, their SLA times, or they may be more cost-effective than other solutions. It's up to you to dig deeper and ask more questions to uncover their key selling points.
Why do your clients buy and keep your service? This will give you insight into the reasons why customers choose your client's offering over others, as well as why they continue to use your service.
Understanding this information will help you focus on the benefits that keep customers engaged and satisfied with your client's product or service.
By asking these three questions, you can gain valuable insights into your new client and their business. This information can then be used to build a qualitative and quantitative value proposition that will make sales conversations easier and more effective. Highlight the key benefits and differentiators of your client's offering when explaining why customers should choose their product or service over the alternatives.
The answers to these three questions can also help your clients create more impactful marketing materials. By developing a clear and consistent value proposition, prospects will feel more confident in your client’s ability to solve their problem.
Overall, by becoming a knowledge center and providing clients with a solid marketing strategy, they will see you as a trusted advisor for years to come.