---

Guest post by: John Jantsch Become an Author

Tweet

---

---

I had an interesting conversation with a colleague the other day. We were discussing the fact that, try as we might, our prospects don't always know that they need what we have to offer. Often, they think they know what they want, but professional (not infallible) experience tells us we might know better.



There is always going to be the need to balance what a client should want and what they, at this point in time, think they want. I'm not suggesting that you simply tell and sell what they will buy, but I am saying that if full appreciation of what you have to offer is going to take a while to understand, don't die trying, get an order and start building trust by way of access.



I find it extremely important in most cases to develop products, services and information that can allow your prospects and clients to get a taste of what they want, just enough in some cases to learn you are someone they should trust. Sometimes prospects just aren't ready to appreciate the value the full meal deal until they get a taste. Presenting a few a la carte offerings may allow them to better understand your entire value proposition. If they have any hesitation in the first place, it usually because they don't have enough information to determine the value of your complete package - and it's probably a bigger risk to them.



When you fill your marketing funnel with these kinds of "lower" entry point offerings, you may find it easier to move them on to what they "really" need now that they have experienced some success. Remember, in the end it's all about trust - when you develop enough trust, you own the keys to the client's kingdom.



Sell them a sample of your work and get them hooked.

Related Articles

  Best Sales Strategy for Your Company
  Heart of Marketing by Judith Sherven and Jim Sniechowski
  HOW TO AVOID SOUNDING LIKE JUST ANOTHER SALES REP
  Finding The Right Prospects For your Business
  Have You Ever Felt You Didn't Know How You'd Get Your Next Sale?
  Like it or not – Success is about being able to sell YOU
  What Recession ? SELL
  An old refrigerator will show you how to INCREASE YOUR PROFITS
  The Secret of Door to Door Street Marketing
  Selling on Price
  8 Ideas On How To Make Money On A Website
  How to Sell Insurance – Really
  You can't build business “thinking” about it
  How to Bring Your Product to Costco
  Do a better job, and you will get paid more
  Online book campaigns – friend or foe?
  Entrepreneurs – Selling The Benefits Of Your Products To Your Wholesalers
  Up Sell you way to a Better Turnover
  3 Rules for Successful Up Sells
  Stress-Free Selling® - Do Your Proposals Sell?

Related Forum Posts

Your advantage over others
Re: When do entrepreneurs retire, if ever?
Re: SES Toronto - Day 1!
Re: Run when you can, walk when you have to, crawl if you must;
Some online business suggstions debunked

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Compensation systems in sales organizations

9 tips to increase ROI in PPC Campaigns

A Practical View of Mission and Vision Statements

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.