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.
1) 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.philiphum
bert.com/Bridge.htm. He teaches many successful for fee
teleclasses and has taught others to do the same.
2) 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?
3) 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.
4) 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.com5) 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-100006) 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.c
om/testimonials.htm. This proves up front the level of
service I offer and goes a long way to build trust with my
future customers.
7) 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.
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