Value Pricing: 5 Ways to Show the Value You Offer Your Customers

Got Competition?
You can bet you do.  Even if you didn’t have it a few years ago, you’ve got it today. Just search what you do…homeowner’s insurance…homecare…banking…any Google search will find an average of 298,000,000 results. Yeah…you’ve got competition.  So maybe it’s time to look into Value Pricing. It’s a way convince your customers that you offer the best value. Do you have an effective way to show value?

The answer…
…is by showing customers that you offer them the value they’re looking for.  Today, value is the forgotten element in marketing. Value is what your customer really wants.  Do you offer it?  Do your customers think so?  How do you make sure?

Tell Me More!

Value Pricing at work

What is Value Pricing? And why must you concentrate more on the “value” than on the price? Wikipedia defines it like this:

Value pricing a marketing strategy which sets prices primarily according to the perceived value of a product or service to the customer rather than according to the cost of the product – Wikipedia

Note that we’re talking about value, not price. What’s the difference?Warren Buffet sums it all up: “The price is what you pay. The value is what you get.”

Even the lowest price won’t sell your product unless the customer perceives value.

Value Pricing starts with what your product does for the customer

What makes your products valuable? What does it do for the customer or for the business that uses it? What’s its role, and why is it important? What did the customer do before your product? Does your product replace another way to solve a problem, or is it unique, solving a problem for the first time?

The first step in supporting value pricing

1. Tell them about your features. The first step in educating your customer about how valuable your product is can be simply reminding about all the features you’ve built into it.
2. Compare those features to the competition.  Talk about what’s new.  Talk about what makes your product unique.
3. Stress the benefits.  Customers don’t actually buy features: they buy benefits.  They need solutions.  Your product may be spinach, but customers (like Popeye) buy it for the strength it gives them.  They don’t drink Diet Coke for the taste, they drink it to look great in a bathing suit.  They don’t eat Greek Yogurt for the ingredients.  They eat it because it tastes good and is healthy.
4. Engage with your customers.  Find ways to start meaningful conversations with them.  Engagement is crucial in the age of social media.
   The Korn/Ferry Marketing Pulse Survey is based on  an online survey of 124 senior marketers. It found the top concern of CMOs is customer engagement (52%)
   But there are more ways to have conversations than just on line.  When’s the last time you started a meaningful conversation face-to-face, or more likely, on the phone?
5. Show your expertise: if you’ve “written the book” on a subject, you’re usually considered the expert in the field. The same holds true for articles or blog posts that you’ve written.  We all respect “Ted Talks” presenters, but we can’t all present them, but if you’ve led a high level seminar it’s pretty impressive.  If your customers don’t know about them, they won’t value them.  So tell them!

Giving your customer information about the value you offer isn’t rocket science.  But when your customer recognizes how valuable your product is to them, your sales may well skyrocket!

 

 

Related articles:

5 Reasons you need to show value to your customer

5 Ways to use Informer Messages on hold to show Value

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Marketing for doctors: which strategy will really help you?

Marketing for doctors has never been more crucial.  While the cost of healthcare in the US is continually in the news, less obvious to the general public is the rising cost of running your medical practice.  The obvious solution is to increase profitable consults, and today practices increasingly rely on “on line” marketing to help them.

Marketing for doctors can be expensive.  Does it work?

But online marketing is deceptively expensive: while Google research shows that 5% of all searches are health-related, digital spending to capitalize on it is increasing: the average cost for a healthcare “lead” is $286 (source: Hubspot).  So what’s the answer?

Even though consumers search for answers online, they’re surprisingly traditional when it comes to taking the next step.  In fact, 88% of healthcare appointments are scheduled by telephone. Prospective patients who do their research online prefer to call because healthcare is personal and private.  And people booking healthcare appointments want to speak with a real human (Sequence).  In fact, only 2.4% of appointments are scheduled online. (Accenture).

For specialists, nursing homes, physical therapists and chiropractors, consumers are most likely to search information and then call your practice. (LSA)

The evidence on marketing for doctors

The evidence shows that the most convenient and trusted way for consumers to contact healthcare providers is still the telephone. In fact phone callers convert 10-15x more revenue than internet leads. Calls are the most valuable source of patients you can have. (BIA/Kelsey)

So what can you do to win more patients, and book more consults?  Treat your prospective patient right:  32% of consumers say phone calls “are the most frustrating customer service” type, and 65% of consumers will change a provider over a single poor customer service experience.  (Digiday)

AT&T Research finds that more than 69% of business calls of all kind are place on hold for at least 45 seconds.  These callers placed on hold get bored and frustrated.  If left sitting in silence, 90% will hang up.  But callers listening to information on hold will stay on the line…up to 3 minutes longer, and you can accomplish a lot in that time.  In fact 1 in 5 consumers surveyed say that they have made a purchase or a decision based on the information they heard on hold.

What can you tell your callers on hold?  Give them information that they want, and that you want them to have…about your practice, your specialties, and your approach to their health.  Tell them about how you help patients, and what makes you unique.

The most cost effective marketing for doctors

How do you do it?  Informer Messages on hold are custom written Practice Marketing messages, designed specifically to reach your callers.  They’re planned with your goals and your patients in mind, and have a track record of success in your specialty.

How will they work for you?  Why not book a free 15-minute consult to talk about your practice, your callers, and achieving your goals. To reach your Informer Medical Practice Specialist click here, or call (800) 862-8896.

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Business Voicemail Greeting: is yours making the right impression?

Your Business Voicemail Greeting is one of the first things your customers hear when they call you, so it’s your chance to make a good impression on them.  That’s important: because you only get one chance.

In an article that appeared in Inc. Magazine, “science says that you have seven seconds” to make an impression.  We all we make these snap judgments in person…but we do the same thing every time we come in contact with others…like on the phone.

Business Voicemail Greeting and other recordings are crucial

Today’s business environment is increasingly impersonal: we learn about products on websites, we ask for information with “chat” and then ask for more help by phone.  And we make judgments fast: “It takes about 50 milliseconds (that’s 0.05 seconds) for users to form an opinion about your website.” The customers make the same snap judgment about your business when they call you.  Do you know what kind of impression you’re making when customers call you?

Business Voicemail Greeting quality

Malcolm Gladwell, in his best-selling book Blink, shows that our first impressions are quite accurate, and stand the test of time.  Your customer will judge you…your business, and your quality…”in the blink of an eye” so you’ve got to be ready.

Who recorded your business voicemail greeting?

If you’re like most businesses your Auto Attendant (main) greeting and your voicemail greetings were recorded:
– by you, or
– by your secretary (if you have one), or
– by the phone installer
That’s why most high quality PBX or VoIP  Phone services sound so bad: it’s not the quality of the system, its the unprofessional voice on the greeting

Professional Main Greetings and Business voicemail greeting

What kind of impression would you like to make on your caller?  Customers want to find the right business to work with.  Sounding professional will make the right impression on your potential customer.

So what do your telephone system greetings sound like?

Do you even know?  Why not take a moment to call yourself to find out?
You work hard to be professional and provide quality.  But is that the impression you make?  Does your phone system greeting sound like these?

Find out how easy it is to sound more professional.  And how that can help you sell more on every phone call.  Find out more by clicking here, or by calling 800-862-8896.

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On Hold Messages for business in White Plains that help you stand out

On hold messages for business can help businesses in White Plains accomplish more on every phone call.  How? Think about your best opportunities to win over a new customer, or to sell more to an existing customer.  You’ve got one chance to make a great first impression, and convince your prospect that you can help them, and that you’re the right choice.

Today’s consumer will start by Googling, and if your SEO works, find your website.  That’s the first step.  But look at any website (like yours) and your telephone number is prominently displayed.  Your goal is for prospect to call you to “take the next step.”

What happens when customers call?  AT&T says that 69% of business telephone calls are placed on hold, for an average of 45 seconds.  If you’re lucky, your caller will still be there when you pick up the phone again.  But time is ticking and the pressure is on.  Will you have enough time to make the sale?

On Hold Messages for business in White Plains help make the sale

Are you taking every opportunity to give your prospects information that they want, and that you want them to have.

Success comes from using every opportunity to its fullest.  When your phone rings, it’s someone who wants help, and wants to know if you’re their best option.  Why not let them know?

You can use On hold messages for business in White Plains

Making every phone call more productive is easy.  Businesses of every description do it throughout New York State.  Here are 6 steps to creating a marketing message on hold that will make your PBX or VoIP Phone System a more valuable sales tool:

– Think about your caller first: that’s because “nobody likes to be sold, but they love to buy” (the “mantra” of Jeffrey Gitomer).  So don’t just try to sell them.  Help them.

– Think about the very first question your customers ask: that’s probably their “hot button”…what’s really on their mind…and the first hurdle you have to face

– Give callers information that they need to the best decision.  Educate them about the factors that go into buying what you sell.  There are important factors that go into finding the solution they want and the value they need.

– Write a script. Then wait a few days and read it again…out loud.  You’ll be more critical if you actually hear what you’ve written better if you read it aloud.

– Attention spans are short, so keep your messages short too.  If your messages are interesting your callers will want to think about them, so follow each message with enough time to consider what you said.  Try 10-12 second of royalty free hold music.

– If you have customers who call you regularly, don’t bore them: update your messages and phone hold music from time to time: changing them seasonally is easy to handle, and often relates to the seasons of your business.

Try On hold messages for you business in White Plains

Are you doing everything you can to help your customers: for ideas on how phone hold messages can work for you, call to sign up for a free “Discovery Session.”  In White Plains and throughout Westchester County, NY, talk with Peter Serri at 914-761-1313, or click here for more information.

 

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Music on hold for Vonage Phones | Easy Upgrade You Can Use

Music on hold for Vonage phones is one of the features you gain when you upgrade to your new VoIP System.  But New York businesses need more.  So why not sound more professional by upgrading all the way to marketing messages on hold instead?

Music on hold for Vonage Phones isn’t enough

Think about your own experience: New Yorkers are busy.  Everyday you make phone calls to businesses, to solve a problem, get information, or place an order.  AT&T research shows that 69% of business calls are placed on hold (and I feel like it happens every time).  Why not improve your customer experience by giving your customers something that they want, and that you want them to have.  Instead of asking them to listen to music on hold, offer them messages on hold.

Messages on hold is more welcome than music on hold for Vonage Phones

Why do your customers call you?  When you think about it, every call is a call for help.  So give it to them!

Messages and music on hold for Vonage phones

A professional marketing message can start giving your telephone callers the help they want:
– information about your products and services
– helpful ideas about new ways that you can help them
– specific pages on your website where they’ll find key information
– useful advice on how you’re different from your competition

Don’t settle for just music on hold for Vonage phones

Music on hold was invented by an inventor and entrepreneur in 1962 purely by mistake, and in its early years callers appreciated this advancement.  But half a century later your callers aren’t as easily amused!  Updating this half-century old feature to give your callers the latest information, updated regularly is a necessity.

The Informer makes it easy to implement marketing messages on hold.  They deliver the right information to the right people at the right time. Informer Marketing professionals do everything for you:
– develop a strategy to help reach your most important goals
– write and continue to revise your on hold script until it’s perfect
– record your on hold recording with a professional voice over talent
– mix it with licensed background music
– and even supply a free digital on hold player with any of our full service plans
– then we proactively suggest timely ideas throughout the year to keep your on hold messages powerful and productive on every phone call, in every season.

Are you ready to take the next step past music on hold for Vonage Phones?

Call us or click here for a Free Discover Session for Vonage Users, to find out how powerful this new marketing tool can be.  We’ll help you sound more professional and sell more, with your most powerful new marketing tool. In New York Call 212-355-6980.  In Connecticut call 203-655-3920.  And nationwide call us at 800-862-8896.  Call today.

Manhattan, The Bronx, Queens, Brooklyn, and Staten Island Businesses use Informer
Messages on hold as the newest upgrade to their VoIP Phone Service.

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Small Business Phone System for New York Businesses

Small Business Phone System features continue to multiply: VoIP phone service is the newest trend in business phones for New York companies: like mobile phones it’s easy to get caught up in tech exciting tech of these “cloud” based phones. But what’s your real goal when you’re moving to a new phone system?

Small Business Phone System Goals

Before you invest in a new system, think about your goals. Take a look at your business, and the way that you work: do you get lots of calls? Does the size and makeup of your team constantly change, or is it relatively stable?  Is your workforce mainly inside the office or is it mobile?  Are you hoping to integrate your phone with email, voicemail, CRM, and other computer based features?  Is flexibility and ease of upgrading key to your decision, or basic efficiency, stability, and long term cost effectiveness preferred?

The real goal for your small business phone system

The bells and whistles of the newest PBX, IP-PBX, and VoIP phone systems would even amaze a New Yorker. But the bottom line is that your telephone system is really a marketing tool, and it’s there to earn you profits.

How can you make your small business phone system more profitable?

Why not make every telephone call more productive?  Why not accomplish more, by giving your callers more of the information that they want, and that you want them to have?
How?

Informer Messages on hold work for New York Businesses that know that, no matter how hard they try, #holdhappens.  Busy offices like yours often get calls in waves…they never come “one by one.” Often callers are asked to “please hold.”  That can either work for you, or against you. It’s a moment when your caller can be bored, and frustrated, and just hang up.  We know.  New Yorker’s aren’t known for their patience!
There’s another option: customers can get interesting information about your business, about what makes you unique, and more of the ways that you can help them.

Informer Messages work on your small business phone system

New or old, Informer Marketing Messages work on phone systems throughout Manhattan, Brooklyn, Queens and The Bronx.  They can educate your callers about what makes you special.

How does they work?

Your Informer marketing consultant first learns about your business, then develops a custom strategy to help you accomplish more of your goals.  We’ll write and revise the script until you’re 100% satisfied, and then create a broadcast quality recording with hold music in the background, that your callers can hear.  Your new phone messages will be formatted for your phone system, or we can provide a free digital message recorder. And then we’ll proactively work with you to keep your on hold marketing updated throughout the year.  So you can make the most of every new opportunity.

How can this work on your small business phone system?

The Informer can be your newest marketing tool, and give you an edge against your New York Competition. Call our New York City Headquarters at 212-355-6980 to sound more professional and sell more on every phone call.  Outside NYC call toll free 800-862-8896.  Or click here to set up your free Discovery Session.

The Informer works with small businesses all around New York: Manhatta, Brooklyn, Queens, The Bronx and Staten Island.  Outside NYC we work in Westchester, Nassau, Suffolk, White Plains, New Rochelle, Larchmont, Hempstead, Hicksville, Commack, Garden City, Valley Stream, Harrison, Port Chester, and in your town!

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Messages on hold for Hardware Stores sell more in New York Every Day

Messages on hold for hardware stores give you a unique opportunity: to increase your average order.  Don’t think that it’s that easy?  Think again.

Think about the last time you went into McDonald’s (maybe it wasn’t really for you…maybe it was for your kids). You stepped right up to the counter and placed your order.  You already knew what you wanted.  And they it happened: your order taker asked “Do you want fries with that?”

Marketing is just that easy, when you deliver the right message to the right people at the right time.  You want something (you’re hungry).  You know where to go to get it (McDonald’s).  You place your order. And then they tempt you. And of course you say “Sure.” Marketing is that easy.

Messages on hold for Hardware Stores make it that easy in New York

This type of marketing is called “suggestive selling.” It’s not pushy, it’s not annoying.  It’s simply making a helpful suggestion at the right time.  So why don’t you do the same thing?  You can use on hold marketing to deliver that same potent message to your customers when they need something enough to call you for help.

Target what your customers need with Messages on hold for Hardware Stores

What are your customers interested in?  What do they need?  What problems do they have? You have a pretty good idea from your experience helping your customers. But the answer is that it probably changes throughout they year. In Spring your customers are fixing up after the winter, and planting their gardens.  In summer it’s time for a wading pool for the kids in Westchester, NY, and a new Weber or Green Egg for the weekend barbeque.  When Fall gets here, it’s time for rakes and leaf blowers in Levittown.  And winter in Upstate New York is cold, so that means some extra window insulation, shovels and ice-melt.

Every season, Messages on hold for Hardware Stores help your customers

We’ve all gone to the store and walked out with a bag full of items.  But by the time you get home, you realize you forgot something important. So you have to make another trip.

Messages on hold for Hardware Stores remind customers so they don’t forget

What would you like your customers to remember? You can with Messages on hold for Hardware Stores

Let’s talk about your customers. Let’s talk about your New York neighbors, and the Season.  And your best opportunities to help them. We’ll show you how easy and profitable it can be to provide these gentle reminders, and help your customers better.  We’ll show you how it’s worked for Ace, True Value, and other hardware stores.  National brands also use Informer Messages on hold to sound more professional, and now you can, too.  And, most importantly, we’ll show you how they can work for you.

Don’t miss another opportunity.  Find out more today.

Click here to set up a free 15-minute strategy session, or call now: in New York call 212-355-6980.  In Connecticut call 203-655-3920.  Or nationwide call 800-862-8896.

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