Changing The Game By Adding Value
"Adding Value" is something you should be striving for in your boutique to sell more products. And if you've been listening to me for a while, I can imagine your eyes rolling to the back of your head & then popping back in your socket because you've heard me say this a million & 1 times.
So today I want to dive deeper into this. And yes, I'm going to give you few examples too!
But before we dive into it, let's understand WHY you need to be "adding value".
Adding value is what helps you influence the price of your product or drive the "perceived value" of the products higher. It's basically a way to sell products at a higher cost.
A lot of times you focus on standing out from your competitors by lowering your prices but that's not always helpful as it lowers your margins & sometimes you barely making enough to cover your cost. Adding value creates a higher value brand & takes you off the competing on price only wagon.
❣️ Tell Your Story
Simple yet effective way to add value is by sharing behind the scene information with your customers. Telling them who you are, what you do & WHY you do it. Creating a personal brand, sharing your story will not only give your brand a personality but allow your customers to form a personal connection with.
Have a dedicated About Us page or "Our Story" page where you can touch base on few Qs like -
++ Why you started this boutique? What struggles did you overcome?
++ What is the meaning behind what you selling?
++ Why are your products special? What sets them apart from other brands?
++ What keeps you going in tough times? Family? Any charitable org you support or plan to?
++ What does your brand stand for? What are your values?
As Sinek puts it, "People don't buy what you do. They buy why you do it."
❣️ Curate A Collection Of Things
The reason I emphasis so much on having a collection of products is because it gives your tribe 1 place to shop from. From having tees to sunglasses, shoes & headphones, you are providing them with all the products you know they need in one place and now they are ready for their next date night! You've saved value because they don't have to go around shopping & by adding style tips in your blog, you'll have them coming back for more.
❣️ Be Their "Go-To" Store
If you can't offer collection in your niche, why not become the "go-to" store that offers a wide range of variety for a single product? The trick is to offer different varieties of an item so your customers can find what suits them.
For example, a shoe store might sell a variety of shoes for men, women & kids buttt an orthopedic shoe store for men will make you STAND OUT. Offering trainers, sandals, office shoes, boots & other variety of shoes but dedicated to people with ortho issues will make you their "Go-To" store. They will look no further & come back to your store every time they want to buy a new pair because they know they'll find something that suits their taste but also provide solution for problematic bunions, unstable ankles or wide feet.
You can implement this in your store regardless of what niche you sell in. The idea is to provide a large variety of options for the product you are selling thereby spoiling your tribe with choices.
❣️ Showcase the Style Of Your Products
One of the best ways to add value to your products is by showcasing how they would look in real. If you are selling clothes, adding a photo of models wearing your products will convey the feel & look of the item & how they can be used.
Even though you might be selling a graphic tee but having it on a lifestyle mock up vs just using the flat lay that you get from the supplier can have a great impact on the perceived value of the product. (Check out image for reference)
Adding value doesn't stop at the images; it also extends to how the products arrive at your customer's doorstep.
Example - Adding a handwritten "Thank You" note with your logo to go along with the package will make the experience more memorable. After a while they might or might not remember what they bought from you, but they won't forget how you made them feel.
❣️ Being Honest
Customers shopping online rely heavily on photos & description to make a choice whether to buy or not & also set expectation of what they are going to receive in the package. Being honest with the pictures, sizes & all product related information will ensure fewer complaints/returns or refunds and most importantly more repeat customers & sales.
Example - If you are selling knitted or stitched dream-catchers, emphasizing on details like features, special attributes & highlighting attention to detail will give your customers confidence to buy from you.
❣️ Excellent Returns & Shipping Policy
I did a survey in several Facebook Groups asking women "what their #1 concern was when shopping online" and apart from size, the second major concern customers had was "Whether or not I’ll have to pay to return it and will I ever get the refund!" and "Items arriving on time" i.e. Shipping & Returns.
A well laid out Shipping & Return Policy will turn a browser into a confident buyer. It adds value & ensures your customer that if anything goes wrong, you are there to handle it.
Customers don’t expect you to be perfect. They do expect you to fix things when they go wrong. – Donald Porter V.P. British Airways
Remember, “adding value” to your store & your customer doesn't have to be a big deal. It's the little things that can go a long way into making your customer feel special & value for the money they are spending when buying from you. It adds more value to your product thereby increasing your margins & justifying the high cost without having to lower your prices in order to competing with your competitors.
Did these pointers churn your brain for ideas? Are you providing value to your tribe or just competing with your competitors by providing low value products? How do you add value in your store? Share with us in the comments below!