Many companies have a high price product they want to sell but sales resistance can be great. If your totally new to a companies offer but don’t know much about them this is the toughest sale to make.
Here is a way to sell that high priced product or service, It called Climbing the Ladder.
Having a customer climb the ladder works like this
Offering an entry level product that is low in price to start off the business relationship can be used.
Then after the relationship is established and the customer likes and trust you then you can sell him another product that is higher in price. You can sell and build up trust. Then when this is done, offer the higher priced product or service.
Here’s a real life example:
A publisher of financial newsletters goal is to get customers to buy there $25,000 a year real time trading advice product/service. For a customer who is new to them that is a real hard sell. How does the customer know to trust them and that there trading advice will make them money?
They work them up the ladder.
First they offer as a lead generator offer a $49.00 a year 365 money back guarantee newsletter.
In the ad for this $49.00 financial newsletter they show the potential customer how there readers read about different financial events they kept the readers from getting into so they wouldn’t lose money. And stocks and precious metals that they advised the readers to get into which made them money.
When a new customer gets the $49.00 financial newsletter and reads it for several months and likes and trusts the company then the financial newsletter company has higher priced newsletters for more trading of investments. As the readers buys more higher priced newsletters and makes more money they work them up to the $25,000 real time trading.
They get their customers small results first leading to trust, then monetize that trust into the customer buying higher value and higher priced products.