To sell, in our case, we always talk about doing it with purpose and with a lot of value. But is it possible to add value before you start selling? Yes, it is possible and in this article we will explain it to you. Perhaps, in marketing this word sounds a lot to you, but it is very real, and in consulting we would say that it is almost vital.
What does it mean to add value when selling?
It is not increasing the price of your products or services, it is adding more features so that in the mind of the consumer you can generate a “wow” effect. That not only shines for what the product or service itself is, but that the solutions and what it contributes to the potential client are significant.
We give you an example: You are going to launch a workshop on the skills that business leaders should develop. How can you add much more value than what that training already has? Well, add a bonus, a toolkit, templates, e-book or any other resource that is related to the topic and that reinforces it.
Now, continuing with that same example: how do you generate value without having previously sold? Before launching that workshop, create content related to that topic on your social media. And the most important: CONNECT WITH THE IDEAL CLIENT. Your knowledge and experiences will always contribute, but for the audience it will be worth much more when you show yourself genuine and connect with them. You could generate interaction and be interested in their opinion, so you will start adding value before the launch of that workshop.
Key elements for before selling
experiences and stories
A super effective strategy is this, telling your potential customer the story or why of your business. Do you remember those times you knew the stories of those great people or great brands and said: “I want to become like them”? Well, motivate your audience and connect through your experiences, so that at some point someone admires you in this same way.
When people feel identified with a brand or business, they are more willing to buy. Keep in mind that they no longer exactly buy a product or service, but rather an experience, an emotion, a connection. So your story will serve to add value before launching a promotion.
Samples or resources
In fact, in one of the most recent podcasts of Convert More with Vilma Núñez, our CEO refers to this. And if you are an active user of the blog, you will know that this is a good tactic to engage and capture leads. Giving the user free resources or samples of a product or service is already adding value.
So, before formalizing the sale, attract your potential customers with a tool, e-book or sample that you think can get a lot out of it, and that will later motivate them to buy from you at launch.
Personalization of communications
Let’s assume that your name is “Pedro”. Imagine that a brand or company sends you a message that begins: “Pedro, we are super proud that you are here today”. And you don’t even know what’s behind that message, but saying your name already excites you.
There you realize the importance of personalization and how it adds a lot of value to your products or services. This is widely used in email marketing, and this tool is precisely an excellent strategy to add value before selling.
Interaction and power of social networks
And in a time with so much uncertainty, this is what connects the most: social networks. But not only to make yourself recognized, but to create a connection, to listen to your customers, to create conversations in which they know that they are really very important in all your growth.
How could you add value to your products or services before launching? We read you in the comments. 😉