This is a guest post by Toby Reid, the founder of In A Fishbowl, a business reality website that follows the progress of three entrepreneurs.
If you are in the service or advisory sector these days then, as unnerving as it sounds, your best marketing strategy is to give away everything you know for free. When you think you have given away nearly all the information you have, go and dig up some more and then give that away as well.
It is called content marketing and here are three reasons why you should be doing it:
Reason 1
Because you will no longer gain and maintain customers by guarding and restricting access to information you hold. “We can tell you this but we could tell you a lot more if you pay us”. Really?…
NO and double no. Those days are gone. They are gone because with the internet nearly all information is freely available. Conceptually, people refuse to pay for something that can be found free elsewhere. They may not find it, or understand it when they do find it, but that doesn’t matter because the damage is done… they have already switched off from you.
Free information is your hook to attract the attention of your target customers.
Reason 2
Brand is no longer just about logos and strap lines, it’s about voice. You want to be a market leader, be a market leading voice. It’s difficult to be a compelling voice without talking about what you know and what you think, so don’t hold back, tell them what you know. Providing quality content establishes you as an authority on your subject and gives you serious credibility in the eyes of your target customers.
Proving you’re an expert in your field sustains the interest of your target customers.
Reason 3
Because your customers still need you. In this age of free information, information isn’t your asset anymore. So give it away! But what will your customer buy from you? Well, your interpretation of the information and application to their personal circumstances, the time savings you can offer them in doing so, the peace of mind of outsourcing to an expert and the customer service you offer along the way.
The time saving, peace of mind and customer service are the benefits you offer. These can easily convert an audience of already interested targets into actual customers. But remember you have to attract their attention and prove your credibility first!
