It is not unreasonable to suggest you need to identify at least 50, and likely up to 100 different things that your customers will find of great comfort and value if they buy from you. Some elements of what you do may be inferior to similar elements in other suppliers' offerings, but it is the overall package that wins.
Beware of the tendency to focus on internal stuff that's of no consequence to the customer. Customer experiences generally revolve around Quality, Price, Service and 'Intellectual Capital'. Social Capital - the value in your customers, suppliers, vendors, networks, referral sources, alumni groups, joint ventures, alliance partners, professional bodies, reputation and so on - is the least exploited form of Intellectual Capital, yet is the most highly valued by customers.
“Customers actually aren't price sensitive - They're value conscious!”
By emphasising total quality service and transformation, you offer a superior value proposition. But please, don't use the language of bul***it, or so blooming what. Don't kid yourself that things your customers expect to be able to take for granted will be compelling differentiators. No one expects 'poor' quality or 'lousy' service!
Communicate value outcomes with numbers, free information, rapid results, and exclusive viewpoints all served up in easily digestible bite-size chunks.
Customers actually aren't price sensitive - They're value conscious!
If you agree with these thoughts and would like to find out more about pricing your services on the value your customers get out of them so you can make sales without selling and get paid what you're worth, visit www.sws3.co.uk to download 30 more free practical ideas you can implement straight away in your business.
Service providers who charge for their time or their materials, or whose prices are influenced by their competitors can find out how to get paid what they're really worth at www.sws3.co.uk
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