5 Ways to Let Prospects Sample Your Brilliance
This is a welcome article if you are struggling with the “close” in your marketing and sales. Many times when I am talking with clients, we discover that what is broken in their marketing in not the product or service but how it is being pitched. Especially in the case of high dollar services, prospects need to sample your expertise and try out your methods before committing their checkbook.
By rushing straight from the nice-to-meet-you stage in a relationship to buy my $1000 service, you scare them off. When spending that kind of money prospects want to feel confident that they are getting something that works, that they want and is worth the large price tag. Providing several smaller, free or low-cost offerings along the way helps lower the sticker shock and barrier for entry.
This post list a couple of solid strategies that can be worked into any businesses marketing plan and will give prospects the opportunity to try before buying. We use several of the techniques at 910 West and have had great success so we know first hand that it does work.
Turn Customers Into Stark Raving Advocates With a Customer Development System
I have been working on my own customer development system (though not is such fancy terms) for a few months now. It dovetails with a conversation that I with my business coach last summer. He told me that 70% of my marketing efforts (time and money) should be focused on my current clients. That is far above what I was doing (and most of the businesses that I work with too) so presented me with an opportunity to expand my marketing. So far, I have implemented a couple of programs and have a few more in the planning with great success. If you are struggling with this or just want to know more, this article will give you the steps you need to get your own program started.
