Establishing value is not necessarily the easiest thing but it could come much easier if you found a way to educate your prospect and share value with them. Then as a byproduct, they would choose you over your competitors.
Our guest today is Josh Eck, a member of our Facebook group, The Sales Evangelizers, and he is giving us some great insights into how you can leverage education to establish the value you and your customers want.
Here are the highlights of my conversation with Josh:
Currently, Josh works at AJH Creative & Design, Inc., a website, design, and digital marketing agency and the daily challenge he faces is that prospects don’t initially see the value of a website, specifically as a revenue-generating tool and they’re taken aback by the cost of digital marketing. Learn More About Josh—josheckbio
Overcoming the Challenge:
What Josh does to overcome this challenge is he goes to the prospect’s website and points out areas where he sees some room for improvement
Benefits of sharing free advice:
You start to build a relationship with the person.
You’re able to pull out some issues and pain points they weren’t aware of.
They start realizing you actually know what you’re talking about and they would see the value in it.
Education is key!
Reasons for sellers immediately quitting when they face price objection:
- A lot of sellers are afraid.
- A mentality that you don’t want to piss them off
Remember:
It’s not personal. They’re not just brushing you off because they hate you. But it’s because you’re not bringing them anything of value.
Once you’re able to bring value, even if they find they don’t need your services, they’re going to refer you to someone who does.
Josh’s Major Takeaway:
Don’t be afraid to give out free advice. Advice is always free. The more you can talk to your clients, the more you can build a relationship with them. The more people you’re able to build rapport with, the more opportunities to do business with them or someone they know. Give out free advice and people will come to you and keep wanting to talk to you.
Episode Resources:
Connect with Josh Eck on LinkedIn and Twitter @josh_eck.
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