A great way to do this is by offering something for free or extremely low cost,
such as an article, an ezine, special report, ecourse, audio download, a talk or
a teleclass The purpose is to entice them to allow you to add them to your
database and contact them again. This introduces you to prospects and provides
an opportunity for you to demonstrate your expertise.
Then, guide them through the funnel.
Once prospects have experienced your expertise and start to know, like, and
trust you, they are more likely to open their wallets and spend more money on
your services and products. Each level of the funnel as you guide prospects
through represents increased familiarity and the potential for increased
profits.
You offer your higher priced services and products only after they have sampled
the lower priced option. 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.
You can make money while earning the trust of clients and prospects by providing
low to medium priced options for them to try your services. Examples of
mid-priced options would be an ebook, information booklet, workbook, audio
program, group coaching program, subscription ecourse, teleclass or in-person
group training, or assessments. Only then do you promote your higher end
services, for example, your 1-1 services, weekend workshops, or home study
program packaged with audio recordings.
What's in your marketing funnel? Take out a sheet of paper, draw a funnel shape,
and list the products and services you currently offer. Do you see any gaps in
your offerings from free to high priced? Determine how to plug the holes by
adding more product and service offerings and a range of pricing options.
Make it easy for prospects to make the decision to buy so your business becomes
more profitable and you don't have to work so hard to make sales.
You absolutely want to put this strategy of The Marketing Funnel into action in
your professional service business!
Jan Marie Dore teaches women business owners secrets to success. Sign up for her
savvy and smart FREE e-zine and receive a 30 page Bonus Workbook 'The 7 Critical
Small Business Marketing Mistakes Women Make. . . and Solutions to Easily
Fix Them' by visiting http://www.femalepreneurs.com
