What’s the end result?

Let’s say you manufacture bbq’s … the end result is well cooked food !

It’s not the sale you make to the distributor or your agent that is the end result.

So where is this all leading?

So let me explain to you how you can you get paid from another angle … by providing a solution from the use of your product.

HELPING THEM TRACK THEIR PROGRESS.

Let’s look at an example…

Someone (your prospect) wants to lose weight and get into shape. So you sell them a basic workout guide for building muscle and burning fat, and you also provide them with information relating to the Glycaemic Index and using it to choose food and meals for a more health lifestyle.

This would be a good start to resolving that problem.

Having taken that step what about an ongoing income stream from that initial sale?
How do you add value to it and assist the client achieve the end result.

Why not sell them access to a progress tracker? This “tracker” can track their daily diet, their weight, what exercises they have completed, their pulse etc. It could also compare where they are as to where they wished to be on their road to their initial goal. This solution could be web or PC based.

Let’s look at another example…

I have a friend who markets hay feeders for cattle, sheep, horses, goats, dairy cows. The product, which is so simple, achieves outstanding results from the way it upsets the pecking order of the flock/herd.

He’s looking for some value adding services/products.

So how he make more sales from his existing client base or from his prospect?

He could sell them a “progress tracker” of some kind. Such as a web-based application that tracks weekly hay consumption, average stock weight gain, increased milk production, increased fibre production etc. This “tracker” has tremendous value and can help that customer succeed with the problem/desire you are helping them solve. This tracker, for this example, could also be software that runs on their PC.

People are interested in knowing that you know what their problems are and can provide a solution for them. They are seeking an end result. Most end results are “gut feel” …. “I recon this has been achieved”. Why not look at a value add that will get your prospects interested not only to buy the expertise from you but they will also buy a way to track their progress in most cases. So get busy and sell it to them.