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-on-one services. One offer – take it or leave it.
Now consider your offer from your client’s prospective. There may be reluctance to buy, especially if they’ve not experienced you and your service before. You may be a stranger to them. You’re asking them to purchase your service at what may be a relatively high price point. It doesn’t sound too enticing does it? But beware, the key here is NOT to lower your prices!
In the client’s mind they have the option of buying or not buying. 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 too big. Therefore you end up with one option. A big step to a small amount of sales.
How about having a wider range of offerings so that a prospective client finds it easier to enter a one-on-one relationship with you? How can you make the initial step smaller and easier for your client to take? This will allow them to “dip their toe in the water” and try you out before they dive in fully and invested in a higher level or high ticket price offer. Once they are on board and have said “Yes” to a lower level offer, you can then market to them so that you have a smaller step to a bigger sale.
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 small and easier for them to say “Yes” to working with you:
1. Publish an Ezine (Email Newsletter)
This is a great way for prospective clients to get to know, like and trust you. It warms them up to buying your one-on-one services. It’s very simple for a prospective client to sign-up for your ezine. It doesn’t cost them anything. It also gives people the opportunity to get to know the way you think, your personality, exactly what type of services you offer and whether they might be a good fit.
2. Write an eBook or eCourse
Writing an eBook or eCourse is a great way to offer added value to your target market. It provides a platform for you to demonstrate your expertise and knowledge. It enables you to establish your credibility and give prospects a taste of what you do and how working with you longer term many help them.
3. Offer Teleclasses and Intro Workshops
Giving free teleseminars or introductory workshops 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 rack-up sales in the process. I’ve been offering free teleseminar for years now because it gives people an introduction to what I teach (how to get all the high-paying clients they need). These calls generate tons of new ezine subscribers and subsequently more paying clients. In the last 7 days alone I have generate 3 new clients worth just under £2,000 by hosting two hour long teleseminars. Not a bad return on investment!
The real benefit of both teleclasses and workshops is that they leverage your efforts and maximise the use of your time. You can reach multiple people at the same time and if you’re doing a teleseminar you don’t have to leave your home! Giving PAID teleseminars promotes your business and generates revenues as well. I do one paid teleseminar at least every few months on a different marketing topic. Here’s an example of my latest More Clients Rock teleseminar series which I have not productized to become a home study course.
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?
WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE?
You can, as long as you include this complete blurb with it:
“Victoria Player specialises in working with coaches, consultants and solo women entrepreneurs who are struggling to attract clients and create consistent cash flow. She helps them streamline their business and transform their marketing so that they can dramatically increase their income and finally build more fun and financial freedom into their business. Get her FREE KIT “How to Attract ALL the Clients You Need” at www.VictoriaPlayer.com.”