Why Delivering Value For Money Before The Sale is so Important

Delivering value for money to your prospects is the most IMPORTANT thing you do. You can do this in two different ways. The first is before the sale and the second after.

Let's take a look at both aspects as they are both important.

Why delivering value for money is so important

By referring to the symptom/problem your ideal client has in the headline of your post, you stop the scroll and prompt them to read the first few lines of what you have written.

In other words, you grab their attention which is the most valuable asset that anyone can give you.

By going to explain the high-level context in a simple way, you demonstrate your expertise and build confidence in the reader. They may go on to explore your world more fully. Read other articles you have written and understand that you are an authority they would do well to refer to.

All this from creating value for customers before money changes hands.

How to create value for customers before the sale...

The first step is to focus on the problem that your ideal client is trying to solve and explain why it keeps on happening. Very often the problem identified by the prospect is a symptom of something far more profound.

A simple example might be believing you need an aspirin to get rid of your headache when in reality the headache is due to you being dehydrated. The real solution is to drink water throughout the day.

Just by switching people's attention like this delivers real value for money.

Going on to explain how much water we need to drink every day and the benefits of doing so fills in some useful background that puts your solution in context.

I have a simple 5 step framework you can use when writing posts in this way.

Mistakes most coaches/consultants make...

80% of posts I read only talk generally about their ideal prospect. They are not specific enough about who they want to do business with and equally who they don't.

So the value they create is not laser-focused to be of real use to your ideal prospect. 

You have to be really granular about where that person is on their journey to finding a solution. Touch on things they might have tried that did not work. Talk about why those things don't work for most people. Then be really clear as to why your solution is different.

You have to be equally specific when it comes to explaining what your solution includes. Here's mineYour readers have to finish reading your post knowing not only the results they could achieve but HOW to get them?

Most B2B experts fail to provide such clarity because they believe they should rely on the prospect's curiosity to get them on a sales call. This is a mistake because you won't have nearly enough time to go through your program in detail on one call.

The net result is your ideal prospect moves on not fully realizing the impact of the value for money you create for customers. Leaving you as a coach, consultant or expert service provider struggling to grow your revenue from $5,000 per month to $15,000 per month and beyond.

This is especially true if you are focusing your client attraction process on organic strategies.

Social media posts.
Blog Posts.

You may love to write. Love to tell stories about the little tweaks you have discovered that make all the difference to your client’s ability to get results…

If you don’t get granular about who you’re talking to, the value for money you create is not laser focused on the real problem they face and the step by step method you lay out does not achieve the results you promised.

The knock on effects move downstream…

Your ideal prospect is unimpressed.

They don’t reach out to you on Messenger.
They don’t join your community.
Nor do they subscribe.

This is a pity because in the current era of digital privacy, ROAS on Facebook advertising is going south... And email open rates are getting harder to track because real email addresses are hidden (thanks to Apple). 

So making the most of every connection is essential.
And you do this by delivering value for money in spades, before the sale.

Here's how to get help to level up the value you deliver...

Helping you realise this granular clarity is something I focus on in step #1 of my story driven workshop because you have to be clear about who your ideal client really is before you can create value for them.

Only then can you implant pre-wired ideas in their minds in a systematic and logical way... Allowing them to try on each one in turn, and make them their own.

We’ve all been marketed at, sold to and lied to too often to readily accept being pressured into buying.

The moment we feel pressure we pull away

If we’re told what to do or what to think, our defences go up. Buyers don’t put much trust in you and your ideas.

However, everyone trusts their own ideas.

Step #2 is to recalibrate your offer so that it delivers the results that your REAL ideal prospect is searching for... This ensures that they see 10x the value they see now.

Next we dive into reworking the way you write your posts to call out the folks you want to work with, deliver value for money and show them how to achieve the results they seek.

Finally we wrap it all up with an organic outreach strategy that is so simple it usually takes people 5 minutes to understand... And no more than a few hours a week to implement.

Levelling up your posts to deliver value to customers 

Expect to spend 50% of your time writing posts and receiving constructive feedback.

I go through each post you write with a fine toothed comb to make sure you are being clear and granular while saying what you mean to say, not what you think you said.

This suits solopreneurs and people with small teams best especially if they are coaches, consultants or expert service providers who love to write.

You’re probably earning mid 4 figures a month but want to up that to 5 without spending a dime on advertising or having to grow a team of closers to do it.

The 4 Week Story Driven Workshop will teach you to create real value for customers you want to work with... While moving them from where they are now to a place where they are ready to commit to working with you.

We do this by implanting a sequence of pre-wired ideas that they make their own.

Expect to pay $5,000 and to work your socks off over 4 weeks. 

You will have daily access to me on Messenger and a weekly one-to-one Zoom call to review posts you have written and discuss the schedule for the following 7 days.

You’ll receive templates, story frameworks and daily feedback on your work.

This is not for the faint-hearted or for people who cannot take constructive criticism.


Ping me on Messenger by clicking the link below and let's have a chat.

I have a pretty good idea of the profile of the person who gets the best results from this program, so if you are a good fit you can get started almost straight away.

Note: This is not for people willing to take short cuts, use hacks or short term tactics.

You have to be a leader

Someone who is happy to zig when everyone else is zagging.

You have to have the right mindset.

Someone who loves to serve their people. Share their expertise and experience. Someone who loves to write stories that deliver deeper understanding.

You have to be an expert service provider.
Someone who has attained mastery over many years of deliberate practice.

You have to accept that you are already a storyteller.
Someone who just needs to understand how to apply this skill to their business so they can build an emotional bridge with their people.

If this sounds like you, ping me on Messenger to take the next step.

Thank you for reading thus far. I look forward to chatting with you on Messenger.


You don't need another secret tactic or hack that promises much but delivers little -- You need a clear people-focused digital marketing strategy which gives you the mindset and vision you need to succeed. Let's get started.


Boomer Digital is unique because it breaks mindsets that tell us in an older generation that " normal " for me is time to finish . But I am loaded with ideas and inspiration. Boomer Digital is a coach of my generation roaring to me to finish the race with glory not rust out before the starting gun fires.

Just yesterday I became positively irritated about starting out a business. The only available resources were outside my dreams and interests. Here if I don't find the resources I need I see something close enough.

Alan Bowman

I chose to work with Rory for his great personality, clarity and expertise. Still, I got way more than I expected. He coached me through a deep marketing process and my outcome was way beyond what I had expected. It had to do a lot with Rory's strong focus and his ability to understand me and my customers. Rory became a good friend that I will always come back to when I need advice about online marketing and how to build better customer relationships.

Paal Christian Buntz - The Wildman Programme

Rory is a great marketer and coach. He’s really helped me refine my marketing message so it resonates with my target market in a powerful way.

Myrna E Arroyo

I have been learning the art of marketing with Rory for a couple months now. I have been impressed with how deeply he knows his subject and his ability to make it understandable.

Aman Berry

As a presentation professional, part of my core proposition is that I take a client’s idea and transform it into a compelling story and presentation. This is exactly what Rory did for my marketing messaging. He understood immediately what I wanted to communicate. Rory has a wide breadth of knowledge in all aspects of online marketing. I wouldn’t hesitate to recommend him.

Jan Pochop - Founder/CEO, Pochop Presentations

Rory has a great marketing insight, offers constructive feedback and also helps you better understand your customer so you can more effectively speak to them. His approach helps you focus on what's important and not get caught up in the unnecessary details so you can get your product launched quickly.

Amber Briggs

I strongly recommend Rory as a strategy and marketing coach for his candid and skilful approach. He’s currently helping me to set up my business and I am finally making good progress with it. Methodology is clear and straightforward and every conversation with Rory represents a major step forward in my journey as he helps me focus, make informed decisions, and move closer to my goal.

Valeria Rosignoli - VR Coaching

Rory is currently helping build my Life Coaching business, and that includes identifying a target market that I connect with, learning how to speak their language, creating products and services catered to my target market, and creating a minimal viable funnel that will help me market.

My journey with Rory has been really great. He understands me and what I want to deliver, he is a great mentor by seeing the answers within me, and works with me to bring those answers out. If you are feeling stuck in terms of marketing yourself or product/service, Rory is the go to man!

Lana Maher

Rory is a savvy marketer who can help you build your digital funnel. What a lot of people underestimate in marketing is establishing the basis. If you don't know what you stand for and who you're talking to, your marketing is a shot in the dark. Rory can help you fix this problem and get you going with clarity.

Hannes Kuehn

What I like working with Rory, is his excellent sense for what is important, step by step. He gives me the structure to do the work I need to do, he is giving excellent feedback and at the same time he honors, that in the end I have to decide how the content of my campaign should look like. He is an excellent sparring - partner and a pragmatic coach, who always points to the simple but effective solutions.

Daniela Bomatter

Rory is an extremely patient and very expert. He is helping me with my sales funnel and I am learning so much from him. He has a way of keeping things simple and profound. I would highly recommend him!

Chengi Tobun - Black Swan Management Group
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