Research Proves Customers Value More than Just Price
By Jaynie L. Smith
- Differentiators are not competitive advantages if they are not relevant to the customer.
- Companies must not only sell value, they must also sell what is specifically of value to the customer.
- The majority of marketing and advertising efforts rely too heavily on creativity instead of relevance.
Relevant Selling shows you the importance of learning what is most relevant to your customers, your prospects and your different target markets, noting they almost always require tailored messaging to be relevant. You will learn how to obtain and use that valuable information.
Each chapter is loaded with actual case studies and research that demonstrates how companies achieve remarkable results when they sell what is relevant. Many companies are leaving profits on the table each day simply because they lack the research described in this book.