Do your marketing materials give your customers value? If not, it’s worth considering ways you can add value to your customers’ lives through your marketing materials. By adding value, I’m not talking about coupons, discounts, buy-one-get-ones or other special offers. I’m talking about giving customers something useful they’ll want to hold onto, something they can reference time and again. Doing so has extraordinary merits and benefits for your business; the following explains why your marketing materials should give customers value.
1. You’ll get attentionIt’s no secret that most marketing materials are thrown away, or at least cast aside until it’s too late. That doesn’t make marketing ineffective, it just means that there are opportunities to ensure your marketing materials are noticed and, even better, kept for a long time. Adding value to your marketing materials accomplishes these things. Let’s say a local pizza parlor starts selling a special gluten-free pizza. They can send a postcard with coupons to customers who are likely to buy gluten-free pizza, and it will be effective. However, they could also send magnets that include tips for gluten-free cooking, gluten-free ingredient substitutions, and other gluten-free resources. The magnets will, of course, also promote their gluten-free pizza. While the postcard will be a one-and-done offer, the magnet will be placed on customers’ refrigerators and referenced quite a bit, ensuring the pizzeria’s brand (and gluten-free pizza) will be front-and-center every time.
2. You’ll earn trust and loyalty
When customers trust your company, they’re loyal to your brand. It’s one of the most powerful relationships in all of business. Giving your customers value is one way to earn trust and loyalty. Let’s say you’re a B2B company that sells a lead-generation platform. To encourage other companies to buy from you, you print booklets that lend insight into lead-generation – guides that walk small businesses through the entire process. Your guides will tell customers how to find the best leads, how to best interact with those leads, and then how to close sales. If you offer sound advice, you can see how such a booklet would be of extreme value to small businesses. And when your advice produces results, they’ll trust you and have confidence that buying your software platform will yield even better results.