“Do more than is required. What is the distance between someone who achieves their goals consistently and those who spend their lives and careers merely following? The extra mile.” — Gary Ryan Blair
Giving value is often misunderstood in sales and marketing. Most people think that value is something the company adds — like packing more of a product into a box for the same price. Some think of value as a reduction in price or something tacked onto the product, like free batteries. Make no mistake about it … these things are promotions, not values. Value is — and always will be — something done for the customer’s benefit that goes beyond what they should reasonably expect.
When it comes to your own business, adding value is extremely important. When you think in terms of how you can provide value to your best prospects without any expectations, you begin to build relationships. And when you build relationships, price suddenly becomes secondary to the trust your prospects and customers have in you to deliver valuable benefits to them.
For example, a weekly column or e-zine that offers practical suggestions for tweaking sales pages for maximum impact will always capture a customer’s attention because ultimately, they want to make more sales. If the content is actionable, they will call you for more information and hire you. It’s really that simple. The key is to deliver value first and position yourself in front of decision makers who can say “yes.”
Here are some ways to accomplish that:
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