Do you have existing clients that are considering your competitors? Sometimes clients do this because they do not perceive sufficient value from your solution. How to defend the value you are providing and stay ahead of competition...
When to defend value you are providing
It is never too soon to work on managing the client’s perception of value your solution provides.
Do not wait until you are threatened by competition or changes in management at the client (new decision makers)
Be PROACTIVE
This will reduce/eliminate you having to scramble to educate additional client contacts about the value you are providing
How to defend value you are providing
Depending on your business, there will be additional parts of your approach...critical parts of the approach should include:
Recurring meetings
Frequency and attendees determined by you and your “inside coaches” at the client
Put it in writing!
Summary of value you have delivered and your client’s results
One note...work with your inside coaches at the client (those rooting for you and helping you) to learn about how to share/present/defend your value. You will feel more confident about the client relationship!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/