Value is Sales' Foundation

I posted this to Frank's Blog on Never Cold Calling.

"Here's my rant... I just unsubscribed from an expert's email newsletter, a newsletter I really wanted to stay with. The worst part is that I really like the guy, he's smart, successful, knows what he's doing; I consider him an expert; and I'm his ideal client: an author.

Why did I unsubscribe? Because all he does is sell, sell, sell during his newsletters. I have my own newsletter, and I am promising the Love Kung Fu Community here and now that I will STOP the long, long, long sales copy in my newsletters.

I bought Frank's program for one reason: I got VALUE (Repeat: VALUE!) from his MailBag newsletter. The testimonials and his comments were useful, interesting and entertaining. I looked forward to reading his comments every week because I was learning a new paradigm, new ideas, and new strategies in marketing.

In his Mailbag newsletter, Frank never listed out reasons to buy; he never said "people who buy are like this or that;" he never said "the biggest sale" or "Zero Cost"... Frank simply taught me week-after-week a new way to be involved in sales/marketing. Not only did I buy his product, but I promote him regularly.

As I gain experience, the number of people I promote is decreasing. I'm more selective. It takes a lot to win me over. I think the secret to selling successful services is in giving value to your potential customers. From that value, people begin to "know you". And from there, you find success."