From Marcia Yudkin
To sell high-priced products and services, use a two-step process. In Step 1, put forth something of high value that provides a low-risk chance to experience what you have to offer. In Step 2, follow up with those who came forward and expressed interest.
Five proven options for Step 1:
* Printed information sent on request. Tangible items may stick around desks and files for ages, pulled out again when a need becomes acute.
* Information on the web. Sending people to an intriguing article on your web site tempts many to poke around while there, discovering more about your firm.
* Needs analysis. A no-cost, no-obligation evaluation of a potential client’s needs gets you up close and personal so you can present a high-data, low-pressure reason to buy.
* Event. Prospects who attend your lecture, networking party or demonstration will have stepped into your world with a face-to-face appreciation of your style, expertise and personality.
* Trial. Whether no-cost or low-cost, a limited-time trial can get perfect prospects hooked on your product or service, happily continuing as a customer.
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