In a competitive marketplace, one way to stand out is to give something away of value. Value doesn't have to mean high dollar — there are many instances when convenience means more than the dollar value of your gift. Or your gift may help avoid making mistakes that lead to costly expenses. It can be a physical item (such as a pen) or it could be information (such as a white paper). It could be a free sample of your product or service, or even an invitation to an event.
Prospecting is a great time to give away added value. In selling, you're asking for just a bit of their time (whether face-to-face or reading your sales material). Why not "buy" their time in exchange for a gift? Or thank them for their time spent with an unexpected surprise bonus? Below is a list of values you may want to consider mixing into your marketing strategy. Consider what will appeal best to your target market and what will add the most value to their day.
Chotskies. These are little trinket gifts you can usually brand with your logo. They don't have to cost a lot, but be careful that it doesn't make you look cheap. Pens are nice when they work! A cheap pen is a reflection on your brand. Consider items that will be useful to your prospects and not just something that will add clutter.
Links to tools & resources. Whether the tools and resources are provided by you or someone else, let your prospect know that you understand their daily issues and have the connections to solve them. When you identify with your prospects problems and offer solutions, you'll begin to build rapport.
Information. If you've written reports, articles, or other pieces that demonstrate your expertise, print multiple copies to leave behind or create pdf's to email.
Connections. Facilitate introductions to key people that can help their cause. A prospect looking to build will need a contractor. A business owner looking to expand would appreciate a mentor who's gone through it.
Opportunities. Look for ways to help your prospect succeed in life. Send them business. Help them in their career. Organize a networking night. Let them know you want to help them succeed.
The value you add doesn't have to be related to what you're selling. Ultimately, it's about creating a valuable relationship.
For help generating ideas to add value and ways to incorporate it into your marketing strategy, contact Rethink Marketing today.