VALUE-BASED SELLING IS AN UNDERUSED TACTIC HOW CAN YOU USE IT IN YOUR BUSINESS? You may use sales tactics to persuade potential customers to purchase something from your business. But this strategy won’t work for some people. They may question the price of the product and how it benefits them. Instead, try value-based selling to provide greater value to your customers than your competitors. This is an underused sales tactic because many businesses focus on the price instead of the value their product or service offers their customers. What is value-based selling? Value-based selling presents the value your product or service creates for your customers instead of focusing on the price. Placing your customers’ needs before your revenue will generate a long- term and reliable relationship with them. How do you implement this strategy in your business plan? 1. Know your clientele. Understanding your customers’ needs drives better sales results. If you’re familiar with them, you can find what they’re looking for to add value to their lives. While researching, understand their background, industry, demographics, and pain points. If you’re attempting to sell to other businesses, look at their website and social media pages to see their company news and updates. 2. Ask questions. Your prospects and customers want their voices heard, and asking questions is the best way to show them you’re listening. Encouraging them to tell you what they want and need has two benefits. First, it increases your customers’ confidence in your service and reassures them you’re interested in their situation. Second, you’ll discover how your product or service benefits your clients and why they should purchase from you. 3. Be genuine. Every interaction must be meaningful. Show your prospects that you care about them and don’t want to waste their time. Speak to them as if you’re friends. You don’t want them to feel like they’re talking to a salesperson but a trusted advisor. People buy items based on how it makes them feel. So focus on the benefits you can provide and place yourself in more of an expert role rather than a salesperson. Although value-based selling requires more work, it’s ultimately worth it. Not only will you show how valuable your service is, but you will build lasting relationships with your customers, which will bring more retentions and referrals. So, give this strategy a try and watch your business grow!
Whether you own, manage, or simply work for a business, workplace safety is incredibly important, especially if you work in the construction industry. The Occupational Safety and Health Administration (OSHA) reports that 1 in 10 construction site workers are injured every year. For every 600 near misses, there are 30 minor injuries, 10 serious injuries, and one fatality. That’s why it’s so important to learn from any near misses that your business experiences. OSHA and the National Safety Council define a near miss as an “unplanned event that does not result in injury, illness, or damage but had the potential to do so.” This also includes the moments leading up to an accident to highlight the importance of prevention and awareness. Encouraging your team to report incidents as well as near misses is the best way to be proactive in preventing workplace injuries. One of the best ways to encourage your team to report incidents is by making the forms easy to fill out and accessible to everyone. The entire team can learn from the mistakes that were almost made when someone reports a near miss. But some employees may not feel comfortable reporting near misses because they don’t want to be singled out, so it’s essential that these reports can be submitted anonymously. Another strong way to improve overall workplace safety is to keep a catalog of relevant topic- specific videos so your team can continue to refresh their knowledge. If they’re unsure how to handle certain situations, they can always reflect back on previous training they have watched. Additionally, if you’re in a position of authority, you should be hosting talks with your team to continually update them on reported near misses or accidents as well as important safety information that they may need. It is a team effort to create a safe work environment for all employees, not the sole responsibility of one person. Once your team has started to foster a safe workplace culture and near misses and accidents are reported accurately, you will begin to notice fewer incidents and an improved focus on safety.
2 • www.INSURICA.com • Specialized Insurance Programs for Specialized Industries.
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