One of the best things you can do for your business is to adopt a “value first” approach.
What do I mean by value first?
A value first approach is when you focus on delivering value to your audience before you sell to them.
This might seem counterintuitive so let’s talk about that.
The traditional selling approach is to present your products or services and give your potential customers an opportunity to make a purchase. Think of it like a market stall, where everything is laid out and someone can walk up and buy something.
The problem you have is that the vast majority of visitors to your website are not ready to make a purchase. In fact, the percentage of visitors who are ready to buy can be as low as 2%.
If you’re only focused on selling, then you’re missing out on all of the potential customers who weren’t ready to make a purchase when they visited your website.
This is where having a value first philosophy can make a big difference to your business.
One example of “value first” would be to create content that speaks to the problems that your audience has. These are the problems that you’re solving with the products or services that you sell.
Creating content that acknowledges these problems helps your audience to know that they’re in the right place. They know that your business is the one that can help them.
Your content will educate, deliver value and ultimately position your products or services as a good solution.
See how you didn’t stop selling? You can still do that. You’ve simply moved the sale to the point after you’ve delivered value.
This doesn’t just work for new customers. It’s perfect for your existing customers too.
Delivering value consistently helps you to retain customers. For example - sending out valuable content in email newsletters, writing blog posts and sharing on social media. These are all ways you can stay in front of mind and share great content with your customers.
Value-based selling and a value first philosophy is a powerful tool for your business. It helps your business to stand out from the crowd and to be memorable to your existing customers.
What could you share with your audience? What problems are you solving that you could write about?
If you’d like to talk more about value-based selling we can schedule a free 30-minute call. I’d be more than happy to talk to you and see how we can help.
