MLM Network Marketing Training MLM Sales- Value Added Selling in Network Marketing

It all comes down to price. That’s what many salespeople say about their customers’ decision making process. So how do you distinguish your product from another’s if it’s just a commodity game? Find out in this week’s article by sales trainer Bill Brooks.

Value added MLM.

The concept of value-added selling has been a popular one for a number of years. In today’s market place where so many products and services are viewed as a commodity, the ability to add value to your product or service is an absolute necessity. There is no doubt that in the absence of value-added components any product or service can be driven down to the most bottom line – price. The problem? When you are only selling price you’ll never be able to make high margin sales where profitability, long term growth and sales success resides.

Let’s take a look at ten ways that you can add value to your product or service no matter what it is you sell. Some salespeople might argue, “You don’t understand, my product is different,” or “My service is different.” The truth is that every product or service can have value added to it. Let’s go ahead and take a look at ten specific ways that you can do it.

Providing expert advice and a high level of professionalism
Lots of consulting organizations, accounting firms and medical professionals are paid a tidy sum for the level of advice that they provide. However, for you as a sales professional, in order for you to be able to provide value, you need to understand that you have to provide a level of advice that is significantly higher, more sophisticated and more valuable than that of your competition. What this means is a higher level of sophistication, wisdom and understanding about what it is that you do.

Bundling and packaging
I’m not only talking here about the way your product or service actually looks. I’m also talking about desirable packages, the materials used such as ldpe sheets, purchasing levels and a series of added benefits that are significant in value and are, themselves, a whole lot more valuable than simply the product is by itself.

Service levels
It is possible for you to differentiate yourself not only by providing a higher level of service but by adding different levels of service based upon someone’s size, frequency or amount of purchase? For example, you may want to have gold or platinum or silver levels of service that people qualify for, are willing to pay for, and receive when they do business with you.

Frequent buyer programs
This is tied into the concept that the more someone buys from you the more valuable service, pricing, benefits and related items they receive. It is somewhat like frequent flyer miles with an airline. I know people who actually fly thousands of miles out of their way to stay on one particular airline only because they want to build up the miles!

The Education for New MLM Systems.

Transition and education
As new customers come on stream with your organization you may want to provide action or transition teams to help them to be better able to utilize the products or services that you sell them. By the same token, the more education they have related to those products or services the more capable they’ll be at utilizing them. What does that mean? Happy, satisfied customers who eagerly buy more

Recognition and reward levels
This is somewhat different from frequent buyer programs in that with this particular concept you actually provide recognition to clients or customers based upon their ability to utilize your product or service, maximize its potential, buy certain levels from you, etc. What this means is that they, themselves, are recognized for being outstanding customers. Several years ago we included a Hall of Fame in our newsletter and had lots of clients very interested in appearing and becoming a part of our Hall of Fame. It’s a fantastic way to utilize good relationships and good will.

Qualitative preference
Based upon someone’s level of purchase, involvement or interaction, you provide higher quality of product, perhaps a more sophisticated level of service, dedicated personnel, dedicated phone lines, fax lines, or the like, that gives them a greater opportunity to be treated better than the run-of-the-mill customer happens to be.

Dedicated personnel
This works particularly well if you have a technical product or service or one that requires extensive support. It is not difficult to understand that the more someone is familiar with another customer’s account, products, machinery, equipment or way of doing business, it is far easier to do business with that organization. In this scenario, you can simply assign dedicated account people to handle your customer’s accounts personally.

Speed of service or delivery
One of the ways to differentiate yourself is to guarantee some sort of on time or faster delivery. We have started using a great new supplier of thermal cover products for our shipping and they have been incredible, so look into those if you need the best quality thermal covers. It is very well known that on time delivery is a key component for charging full or maximum pricing. It is also a component as it relates to providing value-added services and products.

Insider information
This is very common when people are selling information as it relates to technical products, new and innovative products, or anything related to information or time specific data. Utilizing this process you may want to consider a regular newsletter (electronic or printed) that updates customers on a regular basis as it relates to very key and important information that they need to have.

These ten ways to add value can all be applied in your day-to-day sales activity. There is little doubt that it requires creativity, innovation and a willingness to out-work your competition. But the real truth is that if you continue to sell the way you always have, price will continue to rule. I also guarantee you that you’ll have a competitor that will take one or several of these ten ideas and put them into place. Your challenge? Do it before they do it!

Bill Brooks is CEO of The Brooks Group, an international sales training and business growth firm based in Greensboro NC. Visit www.brooksgroup.com.

Presented by PassionFire Intl.

Blessings…

doug Firebaugh / PassionFire Intl http://www.passionfire.com

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