DRamm76
New Member
This is an AWESOME thread! It's a great way for customers and merchants to get on the same page with. The same situations we get into with customers as dealers, are the same situations you guys deal with with your customers. It's all the same.
As for how to show your customers what type of Value Add you provide, I would create a separate flyer or ad that shows NO PRICING AT ALL. Give a brief run down of the services you feel you provide that others don't. We do that ALL the time! We have a list of services that we provide to our customers after the buy. Some are so unique that customers are like "wow..you guys will do that? that's awesome"..It's nothing really that spectacular and it doesn't need to be. It's a matter of showing your customer that while others are just "box droppers" you are the one that has just as much a love for the business as they do, and you want to help make everyone succeed.
It's time to change the way we all do business, especially in this day. There are/were some dealers that don't even discuss what the customer wants to do with the machine before they sell it. If you lead with price, then that's what you're in for.
There's been plenty of times where a customer may have wanted a $30,000 machine but I've sold him a $16,000 machine because that's what his business needed. In ANY aspect of business, sell them what they NEED not what you want them to have and you're in great shape!
As for how to show your customers what type of Value Add you provide, I would create a separate flyer or ad that shows NO PRICING AT ALL. Give a brief run down of the services you feel you provide that others don't. We do that ALL the time! We have a list of services that we provide to our customers after the buy. Some are so unique that customers are like "wow..you guys will do that? that's awesome"..It's nothing really that spectacular and it doesn't need to be. It's a matter of showing your customer that while others are just "box droppers" you are the one that has just as much a love for the business as they do, and you want to help make everyone succeed.
It's time to change the way we all do business, especially in this day. There are/were some dealers that don't even discuss what the customer wants to do with the machine before they sell it. If you lead with price, then that's what you're in for.
There's been plenty of times where a customer may have wanted a $30,000 machine but I've sold him a $16,000 machine because that's what his business needed. In ANY aspect of business, sell them what they NEED not what you want them to have and you're in great shape!
