If you are anything like me, you ignore telemarketers, turn away door to door salespeople, discard bulk mail, and delete unknown emails from individuals trying to push their products or services.

People do business with people who they both like and trust, and you’re not going to get my trust if you and I don’t know each other. We were all taught as children not to talk to strangers, and this seems to extent to the concept of doing business.

Giving value starts with turning off the goal of making money completely, and turning on the goal of genuinely helping through education. Not many people want to accept the fact that it takes time to build relationships because they are after a quick buck. What suffers from this approach is that you have to go through a lot of people, burn a lot of energy, and spend a lot of money just to get a few people to transact.

One example of how to generate leads through value-based marketing is writing articles. However, you can’t write an article with the goal of making money or even getting a lead. I know that sounds backward, but let me explain. When writing an article, it must be 95% “Give” and 5% “take.”

What that means is, when someone reads your content, they must feel that the information is purely educational and can quickly benefit their situation upon the conclusion of reading your content. So, 95% of the content must contain useful tips, guides, instructions, etc. The remaining 5% represents your contact information and a “soft campaign” towards getting more information – not buying.

This approach will require consistency over time because your audience must learn to like and trust you. When you see someone on a regular basis and their message is consistent, you begin to recognize them and through that familiarity you begin to trust them.

When someone thinks about getting information about a given subject, who comes to their mind? The one that has given the most value, that’s who. You want to be anchored in the mind of your target audience as a trusted advisor in the area of your expertise, not a salesperson looking to make money on them.

What can you do starting today to position yourself as a leader and expert? Decide to start publishing content in various formats (video, audio, text, slide show, etc.) and placing that content in front of those who are looking for access to that information. The people who get paid the most are those who SOLVE PROBLEMS for the most number of people.

Once you experience the sensation of someone calling you for advice on a given subject, or looking to transact with you even if you’ve never spoken to them before, you’ll be sold out on this approach. It happens for countless numbers of professionals who understand this “secret,” and now it is available to you.

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