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Sell an experience, add value

January 7, 2013 - Tags: Customers, Sales

Why settle for good enough, if you can add one vital ingredient that could take your business to the next level? Experiential selling might be the factor you've been missing. If you build in an experience to the sale of your product or service, your customers may spend more time and, therefore, more money on what you have to offer. A unique experience can add value and give you an advantage over your competitors.

When you offer your customers an experience, rather than a traditional transaction, you appeal to their emotions. The focus changes from the product to the customer. By engaging your clientele in the process, you forge more of a connection between your product or service and its final destination. This helps to build brand loyalty.

You could opt for a simple approach to engage your customers' emotions or senses:

  • Provide a warm ambience by playing music to set the tone
  • Offer samples
  • Create context by implementing presentations and displays
  • Use customer service and problem-solving to build relationships
  • Involve storytelling to expose customers to details they can't usually access
  • Play up the social aspect of your business by creating a place to hang out
  • Reach out to a new or different demography at a quieter time of day

Think of what your brand represents. What emotions do you want your customers to experience when they use your product or service? How will you take them there? You can start by developing that feeling when you create an experience, and then carry through with something tangible.

Consider involving your clientele even more by providing options where they really have a chance to interact with your brand, such as:

  • Product and service demonstrations
  • Educational seminars or workshops
  • Guided tours of your facility to show how your product is made
  • Themed meals or tastings
  • An immersive approach, such as agritourism

Is it time for a change that will provide a new experience for you, your business and your customers? Make your brand memorable. Be the business where customers want to linger.

Learn more about Sales and customer relationship management and Promoting and advertising your business.

Comments

Excellent & Very interesting idea, that I guess not many are aware of, hence no comments so far.

Essentially many have products & services/ transactions and tools to sell, no one thinks of the experience.

My business is all about the experience, this is why i can realate.
Great!

By Carmen on January 7, 2013

Hello There. I found your blog using msn. This is a really well wrttien article.I’ll make sure to bookmark it and come back to read more of your useful information. Thanks for the post. I will definitely return.

By Michael on April 15, 2013

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