Value-added selling

Value added selling is one of several sales techniques that relies on building on the inherent value of a product or service.^[1] By its nature the value add technique is a more flexible and customized selling approach that requires input from a defined range of average customers. This customer feedback helps sales and marketing professionals to outline value propositions that are likely to benefit the largest number of customers.^[2]

The value add may not be initially apparent in the sales overview and is often tied to upselling or vertical selling within a specific market segment. The utility of the product or service, ease of integration into the customers' business operations or time saving benefits are just a few areas that may be capitalized on when focusing on value add.^[3]

Examples

• Food sold in a plastic box or a glass that can be used after its content is consumed.
• Camera sold with converter to old type of photographic lens.
• An automotive company implemented an after-sales support program that included extended warranties and complimentary maintenance services. This initiative aimed to address customer concerns regarding long-term vehicle reliability and contributed to a reported 25% increase in customer retention.^[4]
• A gaming console manufacturer established an online user community designed for sharing experiences, tips, and custom content. This community-building effort enhanced the overall user experience and was associated with a 15% rise in subscriptions to the company’s online services.^[5]