Unless you know how to create high-value offers, your business will struggle to convince high-end prospects – despite investing so much of your time, effort, and money in branding. To help you with this, we have listed the 4 tips you should know for high-value offers.
A buyer’s journey begins when they realize that they have a problem. They understand what the problem is, research several solutions, then choose the option that best solves their problem. In each stage of the buyer’s journey, you have the opportunity to attract them to your product or service. A unique value proposition helps buyers understand why your solution works best for them. It shows them the benefits you offer, the people who will benefit, and why your business is the best choice to deliver those benefits. It is typically short and generic, designed to cover a wider audience.
After you convince your prospects about the value your business offers, it is time to present a “value offer” – a specific, account-based proposition tailored for every buyer. Used in the middle of the buying process, it allows you to seal the deal and help prospects understand the immediate benefit you provide. Here are our 4 tips for high value offers:
High Value Offer Tip 1 – Prove Your Value
It’s pointless to keep repeating how your product is the best and that your business surpasses everyone else in the market. If your product or service is worth it, it will reflect on what your people say in their testimonials. The first thing about offering value is proving how you deliver that value. The more proof you show, the better.
There are many ways to show your audience why they should believe in what you offer. Asking customers for testimonials is one way, but you can leverage third-party reviews, blog posts, and most importantly, use case studies. However, to choose which unique benefits you must prove, you need to relate to your specific targeted audience through your value offer as well as understanding what they consider most important. After researching more on your benefits and consulting experts in your team, you can approach successful clients in that audience and discover which offerings helped them the most.
Ultimately, you have to combine your findings to understand the benefits you highlight in your testimonials, case studies, and third-party reviews. A study by Gartner found that nearly 50% of all buyers think that most providers don’t add value. Therefore, by researching, providing true value, and giving proof to your customers, you can make them your longstanding clients.
High Value Offer Tip 2 – Give Them Deep Insights
If you have done your research, you understand the main pain points of your targeted audience – but so does your competition. To appear unique, you must connect with your customers, help them identify the main cause of their problem, and guide them to a solution.
If the prospects feel that you articulate their pain point clearly, you could provide them with a solution they haven’t tried before. Doing so, helps you separate your value offer from what your competition tries to present.
Aside from the known pain points, you must identify hidden pitfalls that may arise in the future but can be avoided if they address them now. By helping customers deal with their problems more effectively, you gain their trust and loyalty. However, to do so, you must dig deeper into the problems your customers face, to show them a problem they did not know about.
High Value Offer Tip 3 – Create Urgency
Automatically, you create value when you combine a client’s needs with a deadline. By highlighting why your client needs your solution now, you can help them understand how good your service is for them. For instance, if you are a service provider, you can do this by highlighting issues that affect your client and how solving them can immediately give their business a competitive edge and increase their bottom line.
High Value Offer Tip 4 – Guide Them to Your Product
Although it may seem repetitive, showing how your product is different and better from others is essential to show value, especially at the end. However, you can add true value if you can explain how the execution works.
While people focus on the end result, the majority of customers will remain unsure unless they understand the process. To help them choose your product, you must connect yourself and your product with a defined roadmap and an actionable plan.
Your value offer builds upon your value proposition. It provides prospects with details they need and helps them understand the strengths of your product. Be convincing, by utilizing these 4 tips for high value offers in a video, a landing page, or a creatively designed brochure.
Although buyers control the process, you have the opportunity to offer the best value among your peers and stand out from the rest. You inch ahead of the competition, reach out to your customers first, initiate the conversation, and convey your value offer. By following these tips, you are more likely to create compelling value offers to attract customers who help you grow your business.