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Many coaching, consulting and other service professionals have mentioned that they have tried everything to get more one-on-one service clients.
They have told me that they have gone to networking events, offered no charge consultations to prospects and joined lead groups. Some are even publishing newsletters, but their newsletters have also failed to bring in many service clients.
After analyzing what these service professionals are doing, I have found that many of them have just one offering -- a single, expensive one-on-one service. The cost of the service usually ranges from a few hundreds of dollars to about a thousand dollars. And this is what many service professionals offer to people who have just come to their web sites.
The truth is that it is very hard to turn a person who just came to your web site into a service client. People who come to your web site don't know you yet and don't trust you yet. Because they don't know you well it is very hard to convince them to become a one-on-one client immediately.
Instead of trying to sell your expensive one-on-one services to your web site visitors, you should offer them something that is much cheaper than your services. You need to offer them something cheap (better yet, at no charge) to help them sample your expertise.
In fact, you should create a marketing funnel for your business. A marketing funnel is a collection of your products and services, ordered by price. The products at the top of the marketing funnel are usually cheap so that many of your potential customers can take advantage of them.
Your service is the most expensive item that you offer and it will be on the bottom of your marketing funnel. Few people will purchase it. A successful marketing funnel will help you bring many people into your circle of influence.
Then your marketing funnel will guide your customers through the rest of your products in different prices ranges.
When you have a marketing funnel, you are in a position to offer a cheaper product to people who have just arrived to your web site. And when you do that, you are much more likely to get a sale. It is much easier to convince someone to purchase a $7 report or a $27 e-book than a $600 service package. Once your clients sample your expertise through your inexpensive products and are happy with what they see, they are much more likely to contact you about your one-on-one services.
If you want to get more service clients, start working on creating a marketing funnel for your business. It will help you offer a sample of your expertise to your potential clients and convince more of them to hire you.
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