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[Deborah Tutnauer Company: ViSalus Sciences Contribution Level: 4]

No matter where you go today, particularly in the online marketing work..."giving value" is the buzz phrase. Those in the know talk about it..those who don't give it are reprimanded on sites like BN and Twitter. My question to you is..do you really know what "Value" is? How can you tell if you are "giving value"? Is there a particular thing that defines "giving value", or can it only be determined in the negative..Such as, "pitching your opportunity is NOT giving value"?

Having been (hopfully) "giving value" online for a few years now, I have some answers..but would love to hear yours as well.

When you give value to others, you are offering services or information that addresses what THEY are needing, wanting or looking for. Your focus is on your audience, not on yourself. You may be an expert in PPC...but if you start blabbering away about PPC and CTR and conversions to someone who wants to know how to write an ezine article..then you are NOT giving value (to that person at that moment).

In conversation it is easier to figure out how to offer value than it is in writing. Why do I say this? Because when you are speaking with someone you have the opportunity to truly listen to what they are saying and to discern their needs. In fact, you may have heard that the best sales skill in the world is Listening. There is no way you can adequately relate to, nor assist someone unless you take the time to really listen to and HEAR their problems and concerns. (The art of good listening can be an entire book...so maybe I'll write it when I'm done here.)

It is harder to offer value when you are writing in forums, blogs, social media, etc...because you have to assume you are addressing topics that your audience is interested in and wants to learn about. This is where it is important to define your target audience. Before you put pen to paper, or fingers to keyboard, take the time to get a clear picture in your mind of who it is you are speaking to. Write it down. Think in terms of categories and try to separate out a number of smaller niches in your broad categories. For instance:

Women Network Marketers..
single women network marketers with kids
retired women network marketers with large social connection
women who want part time income for fun money
Women who need a substantial income in order to quit their job and be a stay at home mom.

You get the idea...Once you have these niches you can then further develop your mindset by listing the potential needs or problems that this group may have. When you write or post or create a video, keep your target niche and their possible issues in mind the entire time. By doing this you will be more likely to be offering value to them in what you create.

That is really just the intro to the idea of "giving value"...Now it's YOUR TURN.

[Peter Arnold Contribution Level: 3]

Hey Deborah:

Excellent topic - here are a few of my own thoughts...

First, offering prospects high VALUE - up front - is at the very foundation of "Attraction Marketing" in our industry I believe.

Value based marketers are caring, and "hungry" to serve others. As a result, they become attractive.

And as a nice side benefit - they "attract others" to them, their products and their businesses.

It's about becoming SOLUTIONS Providers to others -- how can we best HELP them answer their most pressing concerns and problems.

One of our industry's top leaders says - we must offer INSANE VALUE. The late (great) Gary Halbert called this the "Irresistible Offer" - meaning you have to pile on SO much value that it becomes a knock down "no brainer" not to - listen to you - respect you - or take you up on an offer.

It's the whole 'going out on a limb' to unselfishly GIVE to your prospect - over and over - again and again - without a 'hidden agenda' - with no strings attached.

This can be done in SO many ways - in Forums / Blogs / Social Media / Articles / Webinars / you name it.

Prospects will be 'wowed' at the depth and quality of material or resources you're providing. They'll see it and appreciate it.

You'll just naturally position yourself as a leader, whether you realize it or not - all because you are simply leading with value.

Putting it another way - "Ask not what your prospect can do for you - ask what YOU can do for your prospect."

We can't expect to get HEAT from the fireplace - until we first put the WOOD in.

What IS that Value? - It will be different for each of us, depending on the circumstances. It might have to do with helping a prospect learn - HOW to do - PPC - SEO - YouTube Videos. Or, guiding them on HOW to get quality prospects - or HOW to get into early cash flow - or WHAT to look for when evaluating a business - or offering a FREE eBook / eCourse / eNewsletter / Audio / CD, etc. There are endless ways we can offer different kinds of VALUE to others.

In contrast - the Network Marketer that only knows "how to pitch" brings NOTHING to the table.. They bring nothing of VALUE from themselves. They don't take the time to develop their knowledge and skills. They just run around 'pitching their deal'. Frankly, it's painful to watch. It's like a self destructing time-bomb. They're bound to implode, because there's nothing there - no skills - no leadership - no value.

Leading With VALUE - If it is offered honestly, professionally, and with authenticity and sincerity - it will be received openly and gratefully by our prospects.

Hidden Bonuses - Perhaps more importantly - offering high "value" to others will usually showcase the characteristics of - INTEGRITY and LEADERSHIP - the very attributes that prospects are magnitized to.

At least, that's MY take on this!

Great subject - thanks Deborah.

Warmly / Peter A.
http://www.PeterArnoldOnline.com

Peter Arnold, CLU, CFC / Founder
Business Achievers Academy / Canada

[Deborah Tutnauer Company: ViSalus Sciences Contribution Level: 4]

As always Peter..your input is well thought out and very VALUABLE. Thanks for jumping into this conversation..it is a topic that we all should be thinking about every day if we want to be the LEADERS you speak about in your post.

[Sandeep Nath Company: MyLeadSystemPRO Contribution Level: 6]

I like the way you think Deb.

On the question of value, in my BN experience I see some very narrow definitions. Take a look at this post for instance... http://www.betternetworker.com/forums/main-mlm-discussion-f2/are-network-marketers-really-open-minded-t15241.html Love to have your comment.

[John Murphy Contribution Level: 4]

I think you bring up a good point: When we hear a word so much we forget the activity that is tied to it.

It is easy to good through the motions yet not get any results. This article reminds me of the importance of really taking a better look at what I am doing with my actions.

[Deborah Tutnauer Company: ViSalus Sciences Contribution Level: 4]

Thank you Sandeep and John for you input...I agree that we often forget to be truly conscious in what we are doing. Some actions happen more on auto-pilot. The topic of "What is Value" is a very crucial one to keep in mind as we develop content that represents who were are.

[Genesis Read Contribution Level: 2]

Very Very nice topic ...


I really like this thread....This is what giving value is about.

Just my quick 2 cents...I keep is simple for myself. I believe giving value
to somebody comes down to solving a problem for them. I always think
to myself... What can I provide that will solve someones problem. Does not
mater if it's PPC, in forums, blogs, articles, or offline.

My goal is not just to giving some good value but to become valuable to them.



Empowering And Inspiring,
Genesis Read

[humph schriek Contribution Level: 2]

Hi Deborah,

I admire your thought process to core-focus on the genuine and sincere act of "giving value". Giving value should be unconditional without any hidden agendas or expecting anything in return. As you say as a credible marketer giving value should be intrinsic by listening to the needs and wants of others. In addition as a marketer your professional intent and motives in giving value should be transparent. In the final analysis at the end of the day, are these social elements present in social network marketing?

[Deborah Tutnauer Company: ViSalus Sciences Contribution Level: 4]

Hi Deborah,

I admire your thought process to core-focus on the genuine and sincere act of "giving value". Giving value should be unconditional without any hidden agendas or expecting anything in return. As you say as a credible marketer giving value should be intrinsic by listening to the needs and wants of others. In addition as a marketer your professional intent and motives in giving value should be transparent. In the final analysis at the end of the day, are these social elements present in social network marketing?

You ended with a good question. The answer in my realm of thinking is that these elements can be present in "social network marketing"..but more often not, you see that not being the case. I tend to believe that people are doing the best they can at any given moment with what they have to work with..both internally and externally. When someone is new to working their own business, particularly in the network marketing/internet marketing/affiliate marketing...it is very hard to trust that by giving and offering value, the rewards will come. And it is a trust issue, especially when so many in the industries are talking about sharing your opportunity with everyone you meet, or selling your product by buying traffic to your site. It takes some time to believe that by giving, you will also receive..in business and in life in general.

That is why when I am coaching and teaching people about attraction marketing and the steps to take to grow their business in this way, I also suggest other things they can be doing at the same time..that feel more "active" to them. This helps them take the time needed to develop their "Me, Inc", while not getting overly nervous that they are not "making progress".

[Cheri Merz Contribution Level: 2]

What an interesting discussion!

I sometimes feel that whenever a new buzzword comes along, the lemmings in the industry follow it around with no real understanding of it. This may be the case with 'value', because it's certainly being tossed around a lot with no definitions attached. Thanks for providing one, by the way, and your first responder provided excellent elucidation as well.

This was a loud and clear wake up call to me, as I have been using it carelessly myself. You have reminded me to take care in my language, which is powerful creation and to be respected as such.

I am grateful for the reminder.