Many online businesses spend a lot of money attracting people to their websites but not enough converting those prospects into paying customers. They mistakenly assume that 'window shopping' prospects will be prepared to hand over truckloads of cash for high-priced products or services without any prior experience or knowledge of the product or service being offered but they need more... much more.
You must woo your prospects, offering them low or no cost samples, then something that is a little bit more expensive and so on until they are familiar enough with you and your company to consider your highest priced products. Doing it this way makes purchase decisions easier. As the relationship between you and your prospect develops, the objections he or she may have had initially begins to disappear.
And this is how it works...
1. Your 'window shopping' prospect decides to take up your offer of a free product or service. In return for your free offer, your prospect gives you his or her email address and therefore becomes part of your 'opt-in' list. A mistake that companies make is expecting customers to make the jump from the free products straight to the high-end products. It's better to add a mid-level range of information-based products that gives your prospects an opportunity to sample your service or products at a low price and still at a relatively 'low risk'.
These information products can include:
- Books
- E-books
- Special reports
- Manuals
- Journals
- Workbooks
- Audio downloads
- Video downloads
- Audio CDs
- Videos or DVDs
- Home study courses
- Teleclasses or teleseminars
This mid-level range of products becomes a source of passive income for you and your company. As you provide several opportunities for prospects to sample your skills and knowledge at lower price points, the middle of your funnel starts to fill.
2. Once your prospect has received the 'free' product or service, you begin to provide additional value-added offers.
3. You may provide your prospect with a special offer on a product or service that is directly related to the incentive he or she received to join your list.
4. You continue to provide offers until he or she decides to purchase your mid-level products. He or she has now become a client.
5. Now that he or she is a client (and more trusting and knowledgeable about the quality of your product or service), you begin to offer higher priced products or services. At this level of the marketing funnel, your client is more likely to accept cross-sells, upsells, and other packages you offer. Your client is now less resistant to the idea of buying your higher priced product or services, more confident of your ability to deliver what you promise. You are now in a much better position to sell that product or service.
When customers are happy with your product or service at any level of the marketing funnel, they are more likely to encourage others to join them.
Author Resource:-
Strategies like that can explode your small business quickly, that's why I'd suggest you go right now to http://www.freemarketingbook.org and request a copy of Jonathan Jay's new book "Marketing Secrets of a Multi-Millionaire Entrepreneur"
Copyright SuccessTrack 2009
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