Value your Business First, Products Next
It can be difficult to manage and run a business, let alone market it to your clients. But “selling” your company to your client is the most important thing you have to do. Everything else - your products or services, will follow.
Why? Because clients come to a business not only for the product, but for the personal touch, experience and expertise. We live in a saturated market filled with consumers and merchants alike. Competition will always be there, so differentiate yourself.
The key here is to value your business first, believe in your offerings and know how to sell it to your customers. When you can do that, it would be easy for your clients to trust you and your business.
Walt Disney said it best, "Do what you do so well that they will want to see it again and bring their friends."
How Well Do You Know Your Company?
There are companies - especially those in the consulting industry, who undervalue themselves. They tend to charge lower fees since they lack vision of what they can provide and deliver.
Businesses in the sign industry are considered experts and they act as consultants for their clients. They bring a lot to the table - from drafting a quote, designing and creating images for their clients to checking every site location and network needs. They take a look at all aspects in order to provide the best signage and displays for their clients. It is just unfortunate that some only charge for the sign work and undervalue what their entire team could deliver. The worst thing is, the client drops the job and decides to go with the competition.
Why "Selling" Your Business is an Investment?
This is something that most businesses overlooked. Everyone gets concerned on marketing their products or services and making a sale. Most don't see the importance of making their clients fall for their company.
"Selling" your business is about understanding the importance of your business and the role it brings in helping your clients. It is about knowing that you provide and deliver something valuable. When do can do that, it is then that you have made the right investment.
When you are able to "sell" your company, you can sell your products and engage with your clients effectively.
It would be hard to provide the best product or services if you don't value your business. Your product surely fits within your business and satisfies a client's needs. You simply have to show your clients what your business does and the value you bring to the table for them.
Get What You Deserve.
Don't leave the table feeling unhappy by underselling yourself and your business. As you learn to build your business value - your experience, expertise, partners, employees and crew, you'll get to achieve more deals at better margins than what you sell on product alone.
Remember, people do business with people they believe in. Make your clients believe in your business and not simply on your products.