I'm reading Jeffrey Gitomer's The Little Red Book of Selling. One of its ideas is "give value first": tell people how they can improve their businesses and increase their profits and they'll want to listen to you.
I think this idea makes a lot of sense. However, I'm not sure how to apply it in my particular case. My customers are salons and I don't know anything about how to make a salon more profitable (or better in any way, to be honest) and I'm not sure how to learn. I could read some books but I'd feel extremely disingenuous just passing along some tips I read but never actually tested.
My question is: How do you give value to your customers when you're not an expert in their field?