There’s an exciting movement that has been happening on the social media landscape in recent months.

Experts are touting the unprecedented SPEED of which traditional platforms are rolling out new features….

All supporting this movement…

And if you are an expert that positions on LinkedIn right now, this is ESPECIALLY relevant for you.

And that is a shift towards buyer first selling.

Now you are thinking what on earth is buyer first selling?

Buyer first selling is not just a philosophy but a practice that places the interests and needs of the buyer at the center of the selling experience.

Always looking at the buyer’s goals first, what is their problem and what is your solution, adding value- solve not sell.

But how to NOT give too much value away?

If I give away all my analysis, how to’s and market intel… wouldn’t that mean they no longer need my help?

Well my answer to that is that if you are able to solve your client’s problem so easily -

The way you are currently framing your offer is either too small

Or you’re probably not digging far enough in the solving to truly be able to help them

The point is that you are an DEEP expert in what you do.

It’s very unlikely that you’re going to be able to solve your client’s entire business, personal, financial, or any other other problem in a 30-60 min call, or through a single post, or even several posts.

3 tips to position and give away (free) value appropriately:

1. Focus on the bigger picture of what your clients ULTIMATELY want to achieve. You want to position your solutions to immediate problems always in context of the bigger picture. This will help ensure the continuation of a ‘next step’.
2. When publishing ideas and content, gear these towards those that will want professional support - don’t get distracted by those that just want to DIY. You will always attract both groups - but by holding back on your content, you’ll be losing out on the audience you really want.

Live the buyer-first principles.

Offer value first, in all your interactions.