All sales start with a simple conversation. It may be a conversation between you and a potential customer, or even between one of your clients and a potential referral. You just never know how far your reach can extend. So it is important to turn all of these simple conversations into relationships of trust. Trust happens over time.
We know that people buy from those they like and trust and if you don’t have trust, then it doesn’t matter how well you’ve planned, what you’re offering, if they don’t trust you, nothing else matters. They aren’t going to buy from you—period. All sales are made when a need is met and trust is assured.
(Last Tuesday on Beyond Lip Service—Impression Engineers Blog Talk Radio Show Tuesday’s at 10am Pacific—Coach Davender Gupta and I talked about “What is Trust?” If you didn’t get to listen in, you can hear it on our blog on BlogTalkRadio.com/BeyondLipService)
So how do you build trust?
An effective marketing strategy for building trust and a true relationship over time is “the always-have-something-to-invite-people-to-offer.” Perhaps your services are expensive or the tangibles are not readily apparent (whether you think they are or not.)
Perhaps your leads do not understand what you offer or perhaps they have not had good results with their previous service providers. The “always have something to invite them to offer,” creates a no or low cost offer to potential clients to begin to build a relationship with you.
Now I’m not recommending offering free services, which I don’t recommend, and unfortunately, is still a common practice. The potential client must know your product or service does have value, however there are many educational resources built around your products or services that can be made into a no-cost offer. A no-cost offer is one that has no risk whatsoever for a potential client so that they can sample your services. An example: Impression Engineers “always-have-something-to-invite-people-to-offers” are the BlogTalkRadio.com/BeyondLipService show, the free reports we offer on our website and this e-newsletter “Best Impressions.”
Think about it, people usually hate to be sold, but they love to receive invitations. Don’t you?
Remember the key to the “always-have-something-to-invite-people-to-offer” is that it must be relevant to your target market. Some ideas for no or low cost invitations are:
The value you add in your offer needs to meet the needs and desires of the people you serve. Then over time, trust is built up and through your follow up and by offering additional value and creating awareness for the services you provide, you’ll attract potential clients closer to your core services and products.
Remember, your potential clients must know that you know. They must really like you and trust that you have the solutions to their very personal, specific, and urgent problems. The single best way to do that is to invite them to experience what it’s like to be around you and the people you serve.
If you are ready to create your ideal “Always have something to invite them to offer” Impression Engineers and Magnetic Marketing are offering a 3-part teleseminar with Speaker’s Business Coach Sharon Sayler and Master Telesseminar Coach Cara Lumen three Tuesdays – Jan 20, Jan 27 and Feb 3 11 AM Pacific / 2 PM Eastern titled:
HOW TO DEVELOP AND DELIVER A MAGNETIC TELECLASS
Cara Lumen, Certified Teleclass Leader
Sharon Sayler, Speaker amd Business Coach
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IF YOU ARE REALLY READY TO LEARN HOW TO DEVELOP AND DELIVER A MAGNETIC TELECLASS THIS IS THE CLASS FOR YOU. This is not just hype and talk, this class will get you ready to roll…
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BEFORE THE CLASS ALL REGISTERED STUDENTS WILL GET OUR TWO POWERFUL EBOOKS TO HELP YOU DESIGN YOUR MAGNETIC TELECLASS
1. "Twelve Steps to Teleseminar Rapport Success" by Sharon Sayler
2. "Make Your Point, Creating Dynamic Outlines for Talks, Teleclasses, Articles and Ebooks" by Cara Lumen
PLUS, THE FIRST FIVE SIGN UPS WILL GET A BONUS OF TWO 15 MINUTE PRIVATE COACHING CALLS WITH CARA AND SHARON AFTER THE CLASS
1. Your first 15-minute personal coaching call with Coach Cara she will work with you to strengthen your 45-60 second teleseminar script.
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