I'd like you to take a closer look at the range of products and services you're offering to potential clients. If you're like many of the small business owners that I meet and work with your offer is plain and simple. It consists of the provision of your one-to-one services. One offer - take it or leave it.
Now consider your offer from your potential client's prospective. There's often a distinct reluctance to buy especially if they've not experienced you or your service before. You may be a stranger to them and you're asking them to purchase your service at what may be a relatively high price. It doesn't sound too enticing does it?
In the client's mind they have the option of buying or not buying and unfortunately many times they simply choose not to buy. I would argue that some of the time the initial step you are asking them to take is just too big. Therefore you end up with a big step to small sales.
How about having a wider range of offerings so that a prospective client finds it easier to enter a one-to-one relationship with you? How can you make the initial step smaller and easier for the prospective client to take? Once they are on board you can then market to them so that you have a smaller step to bigger sales.
What Else Can You Offer?
Here are a number of different options that you can offer to prospective clients so that the initial step is much easier for them to take:
1. Publish an Ezine (Email Newsletter)
This is a great way for prospective clients to get to know, like and trust you and warm them up to buying your one-to-one services at a later date. It's very simple for a prospective client to sign-up for your ezine and it doesn't cost them anything. It also gives people the opportunity to get to know the way you think, your personality and exactly what type of services you offer.
The service I use for sending out my ezine is 1ShoppingCart.com. Go here to sign up for your 30-day trial now. Get your newsletter started today and stop putting it off!
2. Write an eBook or an eCourse
Writing an eBook or eCourse is a great way to offer added value to your target market. It also provides a platform for you to demonstrate your expertise and knowledge and invariably allows you to establish your credibility with your prospects.
3. Offer Tele-classes and Workshops
Giving FREE tele-seminars is a fabulous way to promote your business, help your prospects get a sense of who you are, develop your reputation, increase your ezine subscribers, and jack-up sales. I've been offering free tele-seminar for some time now because it gives people an introduction to what I teach (how to get more business without working harder). These calls have generated tons of new ezine subscribers and subsequently more paying clients.
The real benefit of both tele-classes and workshops is that they leverage your efforts and maximize the use of your time. You can reach multiple people at the same time and if you're doing a tele-seminar the added bonus is you don't even have to leave your home!
Giving PAID tele-seminars promotes your business and generates revenues as well. I do one paid tele-seminar at least every two months on a different marketing topic.
There are many other options that you can offer to potential clients to make it easier for them to enter into a business relationship with you. You could also consider offering an "intensive" or "bootcamp" series of multi-week programs. What else can you think of?
About The Author: Victoria Player - The Marketing Coach is the founder of Innovation Coaching . She is also the author of the weekly publication 'Magnetic Marketing Tips'. If you're a coach, consultant or other solo-preneur who's struggling to attract paying clients and you want to learn inexpensive marketing techniques that will boost your business then take a look at her free tips now at: http://www.InnovationCoaching.co.uk
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