What is Value Based Selling?

Value based selling is the art of selling without selling, or selling in a way that doesn’t feel like you’re ramming your offer down someone’s throat. 

It can be the make or break for your sales strategy and although there’s definitely been more talk around using value based selling in the online space recently, it’s not some trend or buzzword. It’s a widely used marketing and sales strategy that puts your ideal client front and centre. 

What is Value?

This may seem like a basic question to some, but for many of you starting out in the online space, you’re probably wondering how to offer value without giving too much away. 

Even those of you who have been in business for a while but struggle to sign clients are hearing the sentence “just give value and the clients will come”, yet you’ve been doing that and the clients have been doing anything but knocking down the doors of your DMs. 

That’s because lots of “gurus” in the online space will say that value looks like tips and tricks content. 

Sadly, that’s not what sells. And educational content doesn’t necessarily mean valuable content. Yes it may get you a few saves here and there but saves aren’t what pay your bills and when’s the last time anyone implemented something off the back of a saved Instagram post. 

The truth is when I talk about how to provide value, I’m talking about how to communicate yourself and your offer in a way that appeals to your ideal client. 

Giving them a lightbulb moment or realisation about something they’ve been doing. 

For example, if you’re reading this blog and all you’ve ever been taught is to give value by posting educational content but are struggling to sign clients and you read the paragraphs above, I’ve just added value to your life and business. 

Because I’ve highlighted a mistake and told you how to fix it. 

That’s what adding value is. 

How to Communicate the Value Rather than the Features

So how do you master the art of communicating value? 

First you need to realise that the value doesn’t lie in the how much or how many of something your ideal client is going to get. 

Because value-based selling in marketing isn’t just about highlighting features or deliverables.

People never buy the features alone. 

Yes there are different buyer types that are more attracted to the deliverables, but most of us buy from emotion and then back it up with logic. 

This means that yes, even though it’s important to communicate the features of your offer at some point for those who like to know the nitty gritty, what you really need to focus on is how you’re going to make a difference in your ideal client’s lives/business. 

There’s a big difference between saying, you get 5 sessions for just $1000 and I will change your life in 5 sessions. 

People don’t buy 12 social media posts from you 

Or 2 coaching calls a month 

Or 10 graphics

They buy back their time 

They buy a 200% return on investment

They buy their definition of freedom

Can you see the difference? Building value in sales goes far deeper than just saying “what” people get.

The Impact of Infusing Value-Based Selling into Your Content Marketing Strategy

Whilst I appreciate that everyone buys differently, when you switch up your content strategy to a value based selling approach, you can make more sales faster than you ever have done.

And I even experienced this recently when looking to make a purchase in my own business. 

There was a problem I had in my business (I was problem aware) and decided to seek a solution because I wanted that problem to be solved right away. 

I searched through a bunch of different accounts online, found someone I really resonated with who was speaking to me in their content, had a quick conversation with them and decided to buy. 

And you can learn to attract the same types of clients; clients like me who don’t need convincing, you can attract people who are already looking for you. 

When you implement a value-based framework throughout your sales and marketing process. 

This is how to attract buyers like myself who KNOW what they want and don’t ghost. 

This person that I hired had content that was tailored to ME, the solution seeking business owner who wanted to get RESULTS.  

Steal My Value Based Selling Framework

So, over the last 3 years as a Marketing Strategist and Business Coach, I’ve created a value selling framework that you can steal right now to start generating consistent sales in your business. 

This is what I use myself, it’s something that I recognise in other business owners when I’m looking to invest in services for my own business too and it’s something that my clients have been using to generate an INSANE return on their investment inside my coaching programmes 

We’re talking about and ROI percentage in the THOUSANDS

Step One: Strategise 

First off, you need to have a content & sales strategy. You need to know what you want to sell and you need to use value selling in this content strategy so you can reach your six figure (or more) business goals. 

Step Two: Systemise 

Next, you need to systemise it. Because here’s the thing with value, you need to be giving it consistently. Showing up off the cuff a couple of times every few weeks “because you’re not feeling it” won’t cut it.

Step Three: Sell 

Lastly you need to execute a killer sales strategy, learn how to sell value and become a lead generation machine solely through your content so you can bring sales in every single week. 

And I teach this value based selling process inside my low ticket membership, Social $ales Society. 

And because I want to make this super easy for you to implement, I also include a bank of proven sales tools and templates inside that I built based upon my own successful sales content so you can implement this quickly and consistently in your business too. 

I’d love to see you inside. 

Claudia xx 

P.S. check out my Instagram if you’re seeking a value based selling example (or fifty) so you can replicate this too.