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Buy often in small pieces. This is why we recommend a phased approach to marketing, where you offer people a range of experiences little or nothing, inexpensive ways for you before they invest in your business!
In our profession, is a classic example of the gradual commercialization of the "two stages" of the market in a way that sparks interest and then ask the funnel potential customers in a sales meeting, or free. The fact is that people tendResponding to a free, value-added supply will become a full-service price. For this reason, the conference offers free works so well! Potential clients get to know you and understand and know the value of your esteem service before throwing down $ 1,200 for their services.
Examples of "Two Step" approach:
Example I
Step 1: participate in a networking event.
Step 2: Offer free consultation to meet people, you.
Example II
Step 1: Perform a now free to speak.
Step 2:Please take a record "free" clipboard back of the room.
Example III
Step 1: Send a letter of "basic marketing."
Step 2: Follow-up consultation and offer free phone calls.
The list is endless!
During the two phases is a good start, you should use a sturdy step by step marketing approach.
In particular: to provide multiple, simple, low or no cost "entry points" for a potential customerExperience. Thus offer more expensive products and services once a relationship is established.
For this reason, electronic newsletters are so popular (and effective if implemented in good!), For example, and also offer a free session, you can also consult with a free subscription to the newsletter. This is a perfect item for someone to meet you, is not ready to run for their performance at this time. Through your newsletter, the person the opportunity to learn step by step hasCome and trust in you. If and when the person is responsible for the service it provides, you think they call you ready? YOU!
Examples of the concept of "progressive marketing"
Example I
Step 1: Run a free interview for a local connection.
Offer Step 2: During the discussion meetings to consult and comp Sign up for free newsletter.
Step 3: In the newsletter offers half-day seminar for $ 99.
Step 4: A half-day seminar offers products from $ 19for $ 49, another program for $ 199 and the best program for $ 399.
Example II
Step 1: Send a piece of direct mail to your target audience.
Step 2: Place a link to download your free e-book from your website.
Step 3: In your e-book, giving your other products and services.
Step 4: A month has been downloaded from e-book, send a "call to action" follow-up e-mail with a special offer for your services.
E 'extremely important that the no / low cost of the value of the object.Nothing is more a diversion of a sales pitch disguised as a freebie. You really want to serve the people. Enter the great value and thus the possibility for people who have a higher level of experience, if they wish.
As always, there is much more we could say about this topic, but I hope you had the idea and runs with it! The key is to provide added value to your potential customers. Let
learn from you. Be yourself and let your personality, knowledge and experience. Transpire
This takes time, but it did not happen overnight. Be patient! And remember, there are people out there who are waiting. People who can only serve. Go see!
Reach out. Enter the value. Give them options, they can do. Be sufficient time for a measure to build confidence. People want what you offer and when ready,
is what they call.
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