My favorite chapter in Jeffrey Gitomer’s latest groundbreaking book, 21.5 Unbreakable Laws of Selling, is the one titled “Deliver Value First.” Gitomer challenges you to “leave “added value” and “value add” out of your sales lexicon forever.” Brilliantly, he helps you understand the difference between value and incentives, and explains how value must be delivered first.
I want to give you the tools to help you deliver value differently than your competitors.
Always remember, tools are great but identifying your customer’s problem is where delivering value starts. And listening when they talk (on LinkedIn, Facebook, Twitter) is your opportunity to fill the value gaps. Delivering value first means helping people to make informed decisions, finding out their needs first and showing an interest to solve their problems not yours.
Here are 7 online tools to deliver value first on social media:
Issuu – http://issuu.com | Create any number of digital publications, including ebooks and whitepapers.
Visual.ly – http://visual.ly |Create your own infographics and data visualizations with a great selection of templates.
Prezi – http://prezi.com | Cloud-based presentation software that helps users create more dynamic (and more interesting) visual presentations.
Content BLVD – https://contentblvd.com | Submit sponsored posts or guest posts, target blogs according to reach and relevance and accept offers to publish your content on blogs you approve.
Outbrain – http://www.outbrain.com | A content discovery platform, Outbrain boasts innovative technology to offer recommendations and help your audience discover more content on your site that is interesting to them.
List.ly – http://list.ly | a way to create and share lists, as well as integrate collaborative lists into your own blog posts, acting as a catalyst for others to build upon the lists you share.
YouTube – http://www.youtube.com | What are you waiting for? YouTube has proven itself to be a massively relevant marketing tool for salespeople across the globe and you probably aren’t taking advantage of it yet. Get started, chances are your competitor still isn’t using it or using it well yet either.
How do I use the tools?
Create meaningful content and stay engaged. Your customers, fans and followers will be more likely to engage with you and meet with you because you or your company is a go-to resource for information that can solve their most pressing problems. Your content is like your virtual salesperson who’s ready to answer every question a prospective customer poses, 24/7 via your website and blog.
Provide information to benefit your followers, not just your prospective customers. Even if they don’t lead to your product or service, you’ll be remembered because you are genuinely thinking and delivering value in their best interest, not yours. Just because someone may not be a prospect for your product/service doesn’t mean that person isn’t a valuable contact who should be nurtured. They are on the social networks, they hear opportunities you don’t hear, and may recommend you to people you don’t know.
One last thing. It’s not just about delivering value first. You can and should toot your own horn, promote your product and service and run real campaigns that revolve around your offer(s). But deliver value first a few times, and then promote is the formula to follow. Gary Vaynerchuck refers to delivering value first as “Jab, Jab, Jab” and then creating the right campaign or angle to memorably promote your product/service as a “Right Hook” in his new book “Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World.” His book is jam packed with case studies to learn from as well – a great way to deliver value first.
The lesson: It is only by delivering value first that you will be remembered, reciprocated and passed on (via word-of-mouth). The tools are creative ways to differentiate how you deliver value first.