What is Value selling? It is the ability to demonstrate the true value of your product or service and the passion with which it was built.
Not every product is a necessity for everyone. For example, packaged drinking water is a necessity, and it need not showcase any value. Consumer already understands the value. All you need to do it put it in the market.
Now, let us look at the Black drinking water, which is not commonly consumed. Does this need an advertisement or demonstrate value? It might not need marketing, but definitely their target consumers know the value. Sports people are the one’s who use and for them, reference selling is the key.
For any product, identify the value and how you want to sell to your potential client.
One of my all time favourite story is that when Audi entered Indian in around 2005. When it entered, it did not have any ad’s and they bought they top end SUV to the market. What they did is that they sold it to film stars and businessmen and when these people used that car, people wanted to know what brand was it and which model and how much it costs. It became an aspirational brand and the rest is history.
Not every product can be aspirational, but you can make it one. Just focus on deriving the true value and demonstrating that to your consumers, this will make the sale.