The concept of Serve Before you Sell is pure, simple and just makes sense. Why would someone buy from you if they don't know you. Most of the time that game is won on being the cheapest. To grow SMART, you need to build a relationship that is based on your prospect knowing you, trusting you and liking you before they will buy from you.
Here's how you do it:
Know who you are talking to - what are their pain points, needs and objections.
Provide them the resources they need to be educated and inspired.
Continue to nurture the relationship with more content and support.
Above all else ... always sell from your "why" not your "how"