'Dip Your Toe' Ways to Prove Value and Make the Sale
by Kristie Tamsevicius
Published on this site: February 6th, 2006 - See
more articles from this month
One of the problems you face when marketing your product on
the Internet is that the whole transaction is based on trust
and proving value. Your web site plays the crucial role of
presenting your message of what you are about, why clients
need you, how you can help them, and to build trust. You need to
prove the value of your product to the customer so that they
aren't afraid to risk their hard earned money. Building trust
is especially important if you are selling a higher priced
item and people need assurance that your product/service is
"worth" the money.
Here are some ways to build trust with customers by letting
them "dip their toe" in the water and try your services
in low risk ways. After they experience the value for themselves,
then they will be ready and eager to "jump in" and
purchase your full-blown or tie-in product offering.
- Free Teleclass - Offer a free 1 hour teleclass
on a given topic. If you "wow" them with the free
teleclass, then they'll be eager to take the follow up for
fee teleclass that offers more comprehensive coverage on
the topic. Just make sure you don't give it all away in
the freebie. Give them a sexy tease into what the fee class will do to build upon what they
learned in the free class.
If you are looking to learn more about how to create and
conduct a teleclass, you'll find more information from Phil
Humbert's site here: http://www.philiphumbert.com/Bridge.htm.
He teaches many successful for fee teleclasses and has taught
others to do the same.
- Problem/Solution Approach Article – Write
an article the presents a problem and shows how your product/service
solves the problem. This proves your value "up front"
and tells customers how to contact you to "solve"
the given problem your article addresses. At the end of
the article, include an author bio, which includes: a teaser
about your product, contact info, and a "special"
discount, which makes it an offer, they can't refuse! Read
this cleverly written article about "The 5 Tactics
Your Internet Business Must Employ Immediately if You Want
to Prosper in the Next 90 Days" which leads you to
sign up for his ezine. Clever huh?
- Free EBook – Write a mini ebook/brochure
that presents a problem and offers a solution. Think of
it as an "infomercial". Say for example, you figure
out what the top 10 problems are for your target audience.
Then, either give them the answers, or give them the questions/tools
to help them access their level of need. In the back of
the ebook, you can offer a discount and information about the products/services you offer that will
help them solve these problems.
- Free Autoresponder Course – Create a free
5 week course designed to help them with a particular issue.
Offer the autoresponder course on your web site. To get
a better idea, here's a free 5 day marketing course you
can sign up for: Once they see the value of the information
your present, they will want to buy the full-blown version
of your product/service. A great free sequential autoresponder
is http://www.getresponse.com
- Radio Interview – Think of this as an "audio"
infomercial. By doing a radio interview you get a great
chance to showcase your expertise. When people hear your
voice in person, they feel as though they know you. It provides
a believable forum for you to present your marketing message.
My radio interview about from Money Room and Let's Do Biz
Online do a great job of showcasing my ebook expertise and really boost my ebook
sales. Take a listen here: http://www.kcustom.com/cgi-bin/sgx/d.cgi?ultimate-10000
- Testimonials – Testimonials let the customer
live vicariously the experience of others using your product.
If you have customers who love your "stuff", I
strongly encourage you to ask if they'd mind writing a testimonial
for you about their experience using your product or service.
There is nothing more powerful than the words of a satisfied
customer to build trust.
For example, I know that contracting a web developer will
cost roughly $1000 to create a small business site. I show
the value of my extra friendly killer customer service thru
the testimonials on my web site here: http://www.kcustom.com/testimonials.htm
. This proves up front the level of service I offer and goes
a long way to build trust with my future customers.
- Free Consultation – Consider offering
a free half hour consultation to prospective clients. This
is an especially successful way to get your foot in the
door with clients interested in your products/services.
Remember the Kirby Vacuum salesman who shows up at your
home to show you why you need a better vacuum and how his
product will solve your cleaning needs? Use this time to
access your client's needs and tell him the specific ways
that your service would address his needs. The conversation
time allows you to build a personal rapport and trust.
Summary: The biggest profits are made from people
who have remarkable ideas that change the world. By proving
the value, you take the risk out of purchase. It's all about
proving "Will your product so what you say it will do
and does" and "Does that product provide enough
value for the price? By giving customers a low risk way to realize the value of your product, you'll make
it build the necessary trust to make the sale.
Kristie Tamsevicius, is the author of "I Love
My Life: A Mom's Guide to Working from Home"! Thousands
of aspiring entrepreneurs have used her step-by-step home
business system to earn money working from home. Get a free
ecourse Home Business Success Secrets at http://www.webmomz.com/ilovemylife1.htm
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