4 Proven, Easy-To-Implement Ways To Provide More Value For Your Customers (In Less Than A Week)
No matter what industry you work in, the reasons a client chooses you over a competitor typically comes down to one thing: you provide the most value.
The thing is, your competitors aren’t going to be complacent. They will constantly be looking for ways to make their offer more appealing than your services. Whether that’s through lower prices, add-on services or 24/7 availability, such things can be a key difference-maker in whether clients stay with you for the long run or not.
No entrepreneur should get involved in a race to the bottom. Instead, the best way to keep and retain more customers is to find ways to provide even greater value than you already do.
1. Become A Niche Authority
They say knowledge is power — after all, half the reason your clients are coming to you in the first place is because they need you to do something they don’t know how to do themselves. While you aren’t going to tell them how they can do your job without you, you can provide more value as you establish yourself as a genuine authority in your niche.
Whether you’re involved in staffing solutions or sell hair and makeup products, you have a lot of knowledge that comes from your own work experience. And your customers have questions. Quite often, you can provide the answers and insights they need through helpful blogs and social media posts.
As you build up your portfolio of authoritative content, your customers come to trust you as a go-to resource for industry information. You can provide even greater value when you generate content based on questions or comments you get from your clients — showcasing that yes, you do actually listen to them.
2. Solicit Customer Feedback
It’s nice to think of your business as this perfect entity that doesn’t have anything wrong with it. Of course, as much as your customers might love the work you do for them, they may still feel like there’s something missing.
Rather than let them get swept off their feet by a competitor, you can discover how to add value by asking your clients for their honest feedback. Regular check-ins with clients or even a simple followup email can start a conversation about what you do well and what could use some improvement.
It’s all too easy for entrepreneurs to think that their service is so innovative and exciting that nobody would have any complaints. But as you take time to listen to your clients, you’ll likely discover new pain points that you can address or ways to tweak your business to improve the customer experience.
3. Proactively Customize Your Offerings
If you’re only offering “one-size-fits-all” style services, you’re probably selling your customers short. After all, even when somebody’s buying a hamburger off the dollar menu, they can still choose what toppings or condiments they get.
During a recent conversation, Dean Genge, CEO of AscentData, reinforced this, saying, “You need to be proactive in customizing what you do for each client. This needs to be top of mind from your first conversation — understanding their specific needs and background so you can better tailor your services to them. When you focus on their unique concerns, goals and budget, you’re far more likely to meet or exceed their expectations.”
This doesn’t mean you necessarily have to completely revamp your services for each client. For example, I offer clients a half-day intensive focused on their business and goal to help them develop a plan of action that is unique to them. A consistent framework sets clear expectations for potential clients, while still giving me the flexibility needed to focus on their specific needs during that timeframe, whether they are launching a book or transitioning to digital products.
4. Reward Loyalty
Depending on your niche, your customers may need to come back to you time and time again. From marketing and IT to lawn care, there are plenty of services that are rarely (if ever) a “one and done” deal.
Finding ways to reward clients’ loyalty to your brand can provide added value — and incentivize them to keep doing business with you. Sure, the word “loyalty program” might make you think of your local grocery store, but you can actually provide value by implementing similar rewards systems.
You don’t necessarily need to add a tiers or points system that lets clients unlock discounts. Reward your loyal customers with advanced offers, special event invitations and other perks, and you’ll be more than just another service provider. Don’t forget to reward your most loyal clients when they send you referrals, too! Heck, even free movie tickets can be the perfect “reward” for the right person.
Adding Value Creates A True Win-Win
As you make efforts to enhance your clients’ experiences, your brand becomes far more memorable and valuable in their daily lives. These moves are all about enhancing the quality of what you have to offer.
When you create a high-value experience, you don’t have to try to gain clients by offering the lowest possible prices. Instead, you can charge what you’re actually worth, while at the same time delivering the kind of experience your clients actually want. Providing more value is ultimately one of the best ways to create a true win-win scenario.