In today's fast business environment, women entrepreneurs want to be at the top of their game. Value based selling requires a shift to your mind-set. If we think about selling as an opportunity to solve our customers challenges versus selling them a product or service, we are on our way.
The three simple ways to remember value based selling is the R.A.S. - Relationships, Assessments and Solutions. In this article, we will focus on the first aspect of RAS, Relationships.
There are three components to relationship building and business: generate a lead for a prospect, convert that prospect to a customer and retain the customer by delivering value. As a woman, we are a typically very strong relationship builder, which gives us a competitive advantage. However, as women entrepreneurs, we are often times moving at the speed of light to network, run our businesses, take care of our families and give back to the community. Building deep and long lasting relationships takes time, energy and dedication. Are you spending enough time building those kinds of relationships—
Generating Leads: The secret to more easily and quickly generating leads is by becoming a referral-marketing master. It is an essential part of my marketing strategy and it works. You focus on finding four to eight business owners who focus on your same target market with a complimentary product or service. You dedicate a significant amount of time learning about them, their business and their solutions. You begin promoting them to people in your circle of influence and they do the same. This will help you work smarter, not harder to grow your business and build much stronger relationships. If you want more to learn more, go to www.referralinstituteaz.com.
Close Business: Since you probably were referred to this new customer, you are already off to a great start. You build a strong relationship with them and uncover their challenges and business drivers. Using a value based selling approach, you partner with your customers to find a win-win solution.
Customer Retention: The on-going relationship is then the one that continues to win customers for life. If you are in touch with customers on a frequent basis, newsletters, Send Out Cards, lunches, events, etc., you can continue to build a stronger relationship, uncover or create new opportunities and become part of their long-term value team. If you are providing innovative solutions that help your customer grow their business, you WILL have customers for life.
The savvy women
entrepreneur focuses her efforts on building a few very deep, long-term,
mutually beneficial relationships with her referral partners, customers and
colleagues in the marketplace. Doing so will ensure a growing and successful
business for many years to come.
For more fabulous information from Cynthia, check out www.womenwinningworldwide.com .