BuildYourVASkills.com

Different Approaches Mean a Bigger Bottom Line

If you have only one offering to clients, you are expecting them to make a tough decision. In this price model you usually have a higher ticket item and a potential client has to decide if they like you enough to put up the cash. Your job is to make it easier on them.

Think about “courting” your customers before asking them to “marry” you. You need to give them opportunities to get to know you better and see if they are interested in sticking around.

A common tactic that businesses use is called the Marketing Funnel. This will enable your clients to make easier decisions and often spend more money with you in the end.

Think of a funnel. The top is wide and the bottom is narrow. You will layer offerings down the funnel that will move the client to your higher ticket items. Your goal is to get as many clients as you can in the top of the funnel at your lower ticket items and get them moving along in hopes that a good percentage of them will buy the high ticket items at the bottom.

A common funnel would go something like this:

Freebie: A give away that will give the potential customer a “taste” of what your services are. This needs to be something simple, that doesn’t require on-going effort for you to deliver or much time to implement. Common freebies are sample recorded talks, templates, a report or other information to give a good idea of what the client can expect from you. This shouldn’t be fluff but it also shouldn’t be the whole system.

Introductory Services: This is a lower priced service that will give them more of an idea of how to work with you. It could be a scaled down version of a service further along the funnel, or a larger report with more “meat” in it.

Two or Three Other Services: There is no hard and fast rules here. You don’t want it to be confusing for the potential customers. You need to balance moving them along to the higher priced services and making the funnel so saturated, they never get there. Fewer and fewer clients engage at the higher priced levels, so you will have broader products at the top and more targeted products at the bottom of the funnel.

The funnel does not mean you have five or six product, it represents the levels of pricing for each type of product. You may have several freebies, five $27 reports, several traditional print products, and several levels of coaching services. The funnel just helps you structure your offerings in a manner that helps you to move them to the higher priced services.

Note: As you move further down the funnel you give more and more of your time and resources. They get more and more of the information you have to give and more personal access to you and your team.

Every client is different. You need to meet them where they are at. Some need a longer time to make a commitment, some can see your brilliance right away. You need to give all of them the opportunity to discover you and your services in a way they will feel most comfortable.

So here’s to moving forward… and learning all you can along the way.

To your success!

We make it easy for you to get all the information.

What you do with it is up to you!

If I can answer any questions or help you in any way just email me. I am looking forward to your success and helping you build your VA skills!

Have a happy and productive day!

Susan Snyder
Founder/CEO
buildyourvaskills.com
http://www.pcstraining.net

Email me!

PS- Go to http://www.buildyourvaskills.com and look at our current schedule of training. Find one that’s right for you and bring a friend!

PPS- Not reaching your goals? Last year didn’t shape up the way you intended? Make THIS year YOUR year! I have two programs that will help you do it! The “Get Your Rear in Gear” Focus Group and The Inner Circle Coaching Program are filling fast! I have opened up a second group for both and I am limiting it to the first 25 so you get personal attention! Check it out and start or take your VA practice to the next level. http://www.buildyourvaskills.com/innercircle.html. Email if you have questions.