How Value Realization Services Can Help Your Business

When you started out, everything went great. You were the new thing, the hot ticket, but sales have been tumbling and your customers are abandoning ship. No matter how hard you push your sales and marketing staff, you’re seeing your dream run through your fingertips like a handful of sand. You must damage control, but you aren’t certain how. You need value realization services to put your company back on top and keep it there.

There’s Value in Matching Your Sales Team to Their Territories

Your sales team cannot succeed if they do not have a clear picture of what they’re selling and viable sales prospects. As such, you must first determine exactly how your product or service will provide value to customers, and then you must find those exact customers. You cannot sell the latest techno gadget to a 55-plus audience. They aren’t interested in it. It gives them no value. You must match your product or service to the audience that will value it; otherwise, your sales force will have nothing to sell.

Value realization services can help you pinpoint your target audience by helping you understand exactly who will benefit from your product. Value realization goes beyond basic demographic and niche research. You must figure out whom within this demographic and niche will find value in who you are and what you do. How does contracting with you benefit them? Once you know this, you must balance your territories between your sales reps so they can all feel good about their prospects.

Proposing Your Product or Service

Of course, your target audience will still not invest if you cannot offer them proof that they will benefit from your product or service. You must propose your value and then provide the numbers to back it up. You must be able to show how your product or service is of greater value to them than your competitors’ product or service. Otherwise, the proposed client’s decision maker will not find the budget make a purchase. Show them how your value will boost their return on investment.

If you fail to do this, you will lose their business. One of the most common reasons people do not renew their contracts is because they did not earn value from it. Your customers must not only see the value in your product or service when pitched, but also earn that value in your product or service over time. You must be able to measure their success. You must be able to show them how they receive value from you continually or they will cancel and move on.

Value realization services aren’t just for you, they are for your clients as well. If your clients are shown on a regular basis the value they receive from your product or service, they will renew their contracts and stay loyal to you. Turn the table for a perfect example of how this works. Your vendor just stopped selling the one product you buy from it. You cancel your contract because it no longer has value to you. Now you see it!

Weston Barnes is a write and an avid reader. When he's not writing about business, marketing, health, pets, or relationships, he's immersed in his latest book.