• Steven Westwood

How To 'Add Value' To Win Clients


You're browsing Facebook, and somebody has written a post in one of your networking groups. You see this type of post a lot in any one of these groups:


"How do I increase sales for my business?"


Or


"I've created a group but don't have many followers; how do I get more?"


Inevitably some genius almost always comments like they have the best idea since sliced bread: "You need to add value", and they walk away feeling like they've changed the world.


Great, thanks. But the burning question that everybody thinks but never asks is: How do I add value?


Well, look no further, this post will give you plenty of ideas on how to 'add value' to win more clients.


What is 'Adding Value'?


Adding value is the easiest way to differentiate your business from competitors. It's something you have that stops potential customers from walking away and keeps current customers coming back for more. Marketing is the one thing that the majority of businesses say they struggle with. The reasons for this is infinite:

  • Time Management Issues

  • Prioritisation

  • Lack of Understanding

The list goes on. And without further adieu, here is how you can add value for your customers and win more clients.


Know Your Customers


It might seem obvious, but a lot of businesses, Freelancers, and entrepreneurs don't understand their customers at all. You may be surprised to learn that a lot don't even have a specific target market in mind. This makes marketing a wishy-washy nightmare that nobody cares about.


Keeping your customers' perspectives in mind for all of your marketing efforts can make a huge difference. Choose your best current customer, and create a customer persona.


To do this, answer the following questions:

  1. Who is your best customer?

  2. What is their pain point (issue)?

  3. How does my product or service solve that issue?

  4. Why did they choose my business?

  5. What results have they seen?

You can even ask that customer these questions directly - you'll be surprised at the answers you'll get. Use this to inform your marketing strategy and materials.


Strive To Perfect Customer Satisfaction


Again, Captain Obvious is in the house, but this is genuinely where a lot of businesses fail. This isn't simply providing excellent service; it's about communication. Communication, in this case, means listening to what your customers are saying.


Use customer feedback forms, question them directly, or have a chat with them. What is it that they want? Then use that information to implement it within your products and services.


Example: A lot of my customers wanted to know how they could use a case study - so I provided an ebook that tells them ways to use it and how to use it more effectively. I even provide demonstrations for them so that they can see for themselves. This is going above and beyond, I could have just sent them a list and be done with it, but I chose to spend extra time helping my clients instead.


Over 94% of people who shop online, do some kind of research first. This usually involves searching for reviews - the better (and more) reviews you have, the more trust the customer has in your business.


Be Memorable


Never underestimate the power of a fantastic terrible joke. Make sure that your customers remember their experience, the purchase, and your company. When someone has a great experience, you can benefit in several ways:

  • Word of Mouth

  • Repeat business

  • Social Proof

  • Recommendations

Being memorable for the right reasons will mean that your customers will do the marketing for you. Even in the age of technology, the internet, and social media, your customer is still your best resource for marketing.


When using Social Media (and any other written method of communicating) be human. Nobody responds to robots. And don't forget, it's called social media for a reason. Talk to people, celebrate with them, support them, have conversations. This will get you far when it comes to sharing information and increasing your engagement. Remember the 80/20 rule. This will form relationships between your business and your customer base - and people buy from people they trust.


Be Informative



This one is especially relevant if you have a complicated service - or at least something that can be misunderstood/misinterpreted. Make sure that you're completely transparent and share everything with your customer base.


Blog articles, newsletters, video content, case studies. These are all forms of educational tools you can adopt to add value to your customers. Make sure it's relevant - you won't get far writing a travel blog if your service is a business coach.


These are also ways that you can set yourself apart from competitors and be seen as industry authorities. Make sure you post regularly and encourage engagement with a call to action.


Check out my services for more information on how I can help you Add Value to win you more customers.


Stay Ahead of The Pack


Maintain industry knowledge and research new systems, technologies and techniques. Then implement them before your competitors. This will help you keep your spot as the number one company in your field.


It takes time, but remember, you're in this game for the long haul, and your business won't survive without customers.


Everyone Likes Free Things



Offer your customers something for free. Be it an Ebook, PDF, Posters, or Branded Stationary; people love something for free. Use this to your advantage, and you'll spread the word about your company products and services faster than you can say "special offer".


So the next time you see someone say they need to "Add Value" as advice, remember this blog post and share it with the person who has asked the question.


If you have any questions or would like to hire me to help your business add value to win more customers, contact me here.

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