Sharing inside information your prospects and customers want to know can boost your sales. It can make your business much more profitable too, since valuable information can be supplied at very little cost.
Quality, timely, relevant, and important information helps prospects and customers make intelligent decisions. The right information makes it a whole lot easier to choose with confidence. Providing additional ideas, advice, insights and resources is a great way to distinguish your product – and your company — from competitors.
What information of value can you provide to help your customers and prospects?
Helpful tips, inside secrets, methods, techniques, special uses and other creative ideas help to establish your expertise in the marketplace. When you give away this kind of information, you create tremendous value that’s appreciated by customers. These people feel compelled to show their gratitude by continuing to buy from you, time and time again.
Offering valuable information is easier than you may think. Simply look at each product you supply and figure out what collateral information prospects would like to know.
In other words, if you were a salesperson standing in front of your prospect, what additional information of interest could you offer her?
How would you sell a solid cherry dining room suite from the showroom floor? One thing you may want to explain is the exquisite finish and how to preserve that “brand new” look. You might point out the quality joinery used to secure the frame to the table legs. Maybe you would even open a china cabinet drawer to demonstrate the built-in quality, smooth-running hardware and fine craftsmanship that went into it. It’s information that most potential buyers would appreciate because it informs and educates. What you’re sharing is information that might otherwise go unnoticed. Yet it’s the kind of important details that could set your product apart and help clinch the sale.
This kind of specific information is helpful to potential customers and it’s something that could easily be incorporated into a free brochure, booklet, report or DVD. It also adds perceived value to the product itself by establishing an exclusive “story” behind it.
A hardware store could offer a free booklet called “How To Restore and Refinish Old Furniture Like A Pro” to all buyers of furniture repair and refinishing items. Added value, offered exclusively by a wise distributor would very likely improve sales of refinishing supplies.
A travel agent could offer personalized commentary on popular destinations in article format. “The 10 Must-See Spots In Las Vegas” or “The Top 7 Hottest Clubs In Nassau Only Locals Know About” could provide the specific information travelers want and give the agent a huge competitive advantage.
If you plan to give your information away freely, prepare it as you would any marketable product. Don’t scrimp on quality in terms of both content and appearance. When an information product “looks” like something of value, and then you offer it free with a purchase, it’s much more likely to act as an incentive to the sale.
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