Value First Marketing & Sales

Apply this strategy, lead with value and everything else becomes easy.

The best, most straight-forward, fastest and simplest way to succeed at marketing and sales that I know of.

I was almost inclined to move this article in the mindset category.

It's that important to incorporate what follows in your thinking while working on your online business.

Let's dive in.

Why Incorporate "Value First"?

The old school, classical salesman is dead.

Nobody likes selling and especially being sold to.

Traditional sales techniques no longer work, they're outdated, irrelevant and highly inefficient.

Modern media potrais the image of "the successful salesman" completly wrong. It's not the aggressive, "bad guy" with an unlikeable character who is good at selling.

At the same time, poeple still like to buy stuff.

But nobody wants to be sold to. Or being marketed to in a highly misleading and unethical way.

We heard all the promises. We experienced the disappointments.

We're fed up.

As business owners, we understand the importance of marketing and sales. ("income producing activities")

But we don't have to become the hated, overly excited but insincere, "artificially pumped" and "close the deal no matter what" salesperson that puts pressure on customers.

There's a much better way - for everyone involved.

What is Value First?

Everybody likes to be served and helped.

We can also call "Value First Marketing & Sales" education-based marketing.

Your clients want to make an informed, educated, intelligent buying decision and feel good when interacting with you.

They want to feel confident about their decision.

Ideally, after the sale, they still think it was the best decision they could have made.

If done right, they still feel good about the purchase because it was a great decision. They would do it again exactly the same way.

This will happen when you become a "Value First Salesperson" or - in Jay Abraham's words - you become the trusted advisor, the fiduciary for them.

It doesn"t matter if the conversation happens offline, 1-on-1 or online, 1-to-many via a video, podcast, a blog article or an email.

We like to serve our clients and bring real value to them.

In addtion, we want them to feel good about most interactions with us, and they can trust us.

This is even true when we send them to a competitor, because we know it is the better choice for them.

We become a trusted advisor when we start actually caring about our clients.

And we'll also feel good about ourselves when we do.

Flipping The Traditional Sales Process On Its Head

Flipping The Traditional Sales Process On Its Head

The Old Way: Promise ⇒ Sale ⇒ Delivery of Value (often: ⇒ disappointment)

The New Way: Massive Value ⇒ Sale (ideally: ⇒ delighted client for life)

Help people get results first.

Deliver Value First!

Then the next step becomes natural, almost a no-brainer.

We simply ask: Do you want more? 🙂

Can You See The Benefit For Everyone Involved?

Your ideal clients will be attracted to you, and people who wouldn't be a good fit anyway will naturally look elsewhere.

And: The strategy of Value First is highly profitable.

If you truly act in the best interest of your clients, then these people naturally want to do business with you!

Also, people want to hear from you, because they know, like and trust you at this point.

They already received so much value from you.

But don't force them into a sale, educate them and lead with integrity, lead with value.

What Value First is NOT

Value First Marketing & Sales doesn't forget what a business is all about.

The end result of any business is to make a profit.

So we need to make sales. Sales are the lifeblood of business.

And in order to do that, we make an offer.

Then we exchange value for money.

We don't want to screw anyone, we don't want to make a profit on anything shady.

We're in this for the long-term, we want to delight our happy, long-term clients over and over again.

Value First doesn't mean we have to act like a non-profit organization. We are able to give something of value, and we accept money on exchange for that.

Instead of just making promises of value, we initiate the sales process by starting to give value upfront.

We show potential clients what working with us is like.

When we make an offer, it's more than obvious to them that we deliver massive value in exchange for their hard earned money.

How to Apply Value First?

  • We provide value in all stages of our marketing
  • We deliver great value upfront (top of the funnel)
  • We inform, educate and start solving issues without any expectation, we provide value without expecting a return at this point, no obligations for anyone
  • We make an offer
  • We deliver value, and delight our clients by over-delivering on our promises
  • We deliver even more value by following up with them

What's Next?

If you like what you just read, make sure to check out these additional, free resources:

If you have any questions or remarks, let us know in the comments below!

Thank you in advance!

Until the next time: Stay awesome,

Your Online Business Dude

15 thoughts on “Value First Marketing & Sales”

  1. This article is like speaking directly to me. 

    I hate sales… I always have. And I hate being sold to as well! Also, I am a terrible salesman.

    I just started my online business and I just can’t include sales pitches within my content. I like to help people… Give them solutions to their problems. And during that process, suggest a product that might help them solve their problems better and faster.

    I thought that I was the only one doing that but apparently I am not.

    Thanks a lot!

  2. Wow, great post, like you have said, most of us are more concerned with sales of out product and that is why we marketers tend to put in a lot of pressure on customers. We sometimes tell them the pros and leave out the cons of the product or services we offer. Along the line, if they purchase the product, they get disappointed and never get back to our product. I think I’ll try this value first marketing strategy which helps marketers add value to their customers and helps build their trust. Thank you, this is an eye opener

  3. Yeah, it makes sense. When you have somewhat of a personal relationship with someone (which can be formed through reading articles) and you learn to trust them, you’ll be way more inclined to buy from that person. I think that’s what this is really all about. Trust. That would also be the difference between the two styles. Old school is advertising yourself as a trustworthy and knowledgeable person, whereas new school (value first) is PROVING yourself to be a trustworthy and knowledgeable individual.

  4. Delivering value first is always the best approach to marketing. Just like everyone else, I hate to be sold to and as an online marketer, I need to make sales. So I’m always torn in between making sales and not selling anything to my site loyalists. So, I intend to offer more than enough value to people and as such if they demand for more, then I can suggest a product or program to them. I think the problem most marketers have is setting an unrealistic demand for themselves and as such, they feel the need to meet up with their sales by sales target and the only way to do that is to sell to their site visitors at all costs.

    • … Which, in the end, does not work at all or brings not even closely the same results as delivering tons of value upfront! 🙂

      Thanks for your comment, RoDarrick!

  5. I wish someone would have told me about Value First Marketing & Sales back when I was trying to sell cars. By nature I have a servent’s heart and I always hated the high pressure tactics of the old school salesman. Thank you Tim for being an advocate of Value First. I will definitely apply the principles of this article to my online business.   

  6. Hi, Tim and thanks for this “Value First” information.  I don’t think I have read it explained quite this way but, it makes sense.  They have to like what you’re saying and it has to help them in some way.  That’s why most people are on the Internet searching, they are looking for some help from someone like you’re doing here.

    I have a niche website where I post reviews and other articles pertaining to that niche, that I hope will help people make an informed decision about a product or a way to do things but, I never, (at least I don’t think I do), try to make it a sales pitch.  I give them the information that I have researched, (hopefully in an unbiased manner), and I make a recommendation based on that info, (would that be a sales pitch?), with the stipulation that they should purchase what is best for them and meets their needs.

    I don’t ever want to come across as someone who has to make the sale or say something like “You need to have this or that” item to make things work.  I want to give them the choice, (Is that wrong?).

    Have I understood what you’re saying here?


    • Hey Wayne,

      thanks a lot for your comment! 🙂

      A review-based site is a great way to capture people’s attention at the “product aware”-buying stage. Especially when executed in a highly niche-related way, and when you’re offering truly unbiased information, this can be of great value for your visitors.

      As I wrote in my article, “making an offer” at some point is NOT against Value First, but a good and necessary step if you’re running an (online) business.

  7. Hi, Tim. Thanks for this valuable information. That has advanced my knowledge and will improve my experience on how to operate better a business on the digital platform. It is easier to think about revenue than customer first. And you’re right that marketers have act in the best interest of their audience by informing them about the product with integrity by educating them. Customers are in charge. They do their coments, dislikes and recommend the products that they are happy about. So transparency is vital nowadays for us marketers.


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