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[W139]Ways To Prove Love

by Kristie Tamsevicius, Kri

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.philiphumbert.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.com

5) 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-10000

6) 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.com/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.

Relax. It is surprisingly easy to prove that B2B marketing is contributing to your company's bottom line. Here's how.

Show the relationship between your marketing and your revenue

Start by looking for sales and revenue that can be linked to marketing activities. Simply compare lists of new customers or invoices to companies or prospects in your marketing database and look for matches. You don't have to find every sale that resulted from your marketing activities. Sometimes all it takes is one big sale to justify a campaign.

If sales haven't closed yet, count the number of qualified leads and use estimated conversion rates and average sales size to quickly determine the sales potential of those leads. Or look at the forecasted sales in the company's CRM system and compare them to the database of prospects, inquiries or qualified leads.

You can also send "Did you buy?" surveys to inquirers and qualified leads, using their answers to show that the prospects being targeted by your marketing are buying from you or the competition. Ask if they bought, and if so, from whom. Ask why and how much they spent. If your sample size is large enough, you can also use the answers you receive to estimate the number of sales and the amount of revenue that are represented by all the inquiries and leads you've generated.

Show how much you saved the company

Just give it some thought and you'll probably come up with a list of things you've done to save your company money or time. For example:

- Printing and postage savings after cleaning the mailing list or delivering the company newsletter by e-mail.

- Savings accomplished by offering electronic versions of literature.

- The money you saved by eliminating non-productive marketing activities

- Time and money saved by automating the capture of Web forms and eliminating some manual data entry.

Show other ways your marketing is more effective

This can range from showing how many more prospects you reached with your marketing messages to indicating the improvements that have been made in cost per impression, cost per inquiry, cost per attendee or cost per qualified lead.

List all the marketing projects your marketing team completed

Marketers often don't think about their own productivity when justifying the money the company invests in marketing. Unfortunately, people quickly forget what happened last month or last quarter. Or they simply have no idea what's involved in creating a mailing or designing a new Web site.

Pointing out the number of marketing projects completed, and all the work steps involved, can be a real eye-opener to others who are completely unaware.

Always be ready to make your case

I recommend that you block out a couple of hours to create your business-to-business marketing accountability reports every month so you'll always have up-to-date results at your fingertips. If you're pressed for time, use an intern or temp to do it for you.

Your results may vary, but consider this ...

A marketer I know recently reported to her management that awareness of their company and products among target prospects more than doubled, the cost per qualified lead delivered to sales by marketing dropped by nearly 40 percent, 58 percent of the opportunities in the sales pipeline were found first by marketing, and 48 percent of the sales closed and 62 percent of the revenue during the past 12 months came from marketing-generated leads.

The result? She received a bigger marketing budget and senior management executives no longer doubt marketing's contribution to the company's success.

Article Source : Difference Between Sales Marketing

About Author

Both Kristie Tamsevicius & Mac Mcintosh are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Kristie Tamsevicius has sinced written about articles on various topics from Business Marketing, Time Management Skills and Children. . Kristie Tamsevicius's top article generates over 5400 views. to your Favourites.

Mac Mcintosh has sinced written about articles on various topics from Lead Generation, Debt Reductions and Marketing. , is one of America’s leading business-to-business marketing consultant and an expert on the subject of B2B lead generation. Mac. Mac Mcintosh's top article generates over 3600 views. to your Favourites.