Every high ticket marketer knows that the only way to develop his business is to build on trust and relationship. These human factors are indispensable when it comes to selling high ticket products. Trust is important because it answers the basic question – why should the prospect buy from me and not from my competitor? The difference lies in the relationship when all other factors are the same. So here are four sure fire ways to develop trust in prospects.
Provide Relevant Information to Prospects
Relationship is built over a period of time when there is a sharing of information. The prospect might share with the marketer his concerns and problems and the marketer might share with him information which will help him to solve his problems and make his life better. Before a prospect buys any product from the marketer, he will evaluate the quality of the information he has given him. If the prospect finds out that the marketer has not shared factual and useful information, he will not develop trust. So always ensure that one provides correct and verifiable information.
Offer Useful Low End Products
Selling high ticket products usually involves the setting up of a marketing funnel with simple low end products to start the relationship and then gradually moving to the high end products. The types of products one offers at the mouth of the funnel greatly influence the prospect and the trust in the relationship. Do not offer any product just for the heck of it. One should be really convinced that the product will be of use to the prospect in some way. If one offers such products, then the prospect will learn to respect the marketer’s opinion and advice.
Don’t Always Have a Profit Mentality
One must not consider developing relationship as a profit making proposition. While it is important to have a profit orientation for a business, it does not help in developing trust in the relationship. If the prospect even thinks for a moment that the advice and information is given with a motive of earning money, he will always be wary of the communication.
Have Genuine Concern for the Prospect
Along the same lines of the above point, one must have a genuine concern for the welfare of the prospect and have a real wish to help him solve his problems. In a sense, do not calculate the profit of every email and every communication. Go along freely and develop a sense of trust and friendliness first and the profits are bound to follow.
If the marketer is successful in developing trust, he can make a fortune with high ticket marketing.
Yogesh Lokhande - I am a management professional with over 10 years of experience in Information Technology, Marketing, and Education. I live in Ahmedabad, ...
