Mid Ticket - Profit Funnel

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Now safely ensconced with several low cost offerings, you can begin to look at other needs of your customer. Chances are you have goods or services that may be used on a less frequent basis, but carry a higher price tag.

With your low cost items working just fine for your client, you will easily be able to gain attention for these mid priced offerings.

As part of your presentation, it is important to demonstrate not only what you have to offer today, but also be prepared to present the attributes of the offering in such a way that your client can begin to brainstorm possibly uses within the organization.

You may want to have one or two ideas ready, just to prime the thinking process, if necessary. But the more your client can come up with possible uses, the greater his ownership of using the mid ticket item will become, and the closer you will be to another sale.

Be prepared to have to wait until the timing is right to spring your mid ticket item on your client. If the item is only going to be used a few times a year, the interest level may not be there until the time is growing near for the next relevant event.

By all means introduce the item but if your client wants to put off the discussion until closer to time, lock in a date and time to renew the discussions. 

High Ticket – Extremely High Ticket 

The dream of selling high ticket good or services is often the goal of the salesperson. After all, who would not love to be able to sell five thousand dollar items in one afternoon, rather than spend the entire week selling hundred dollar items in order to make the same commission?

# 7 - Secret Marketing Strategies

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1. The "Self Education" Strategy

The "do you think a person that has read and studied (no.) books and courses about (topic) can teach you anything?..." strategy tells your prospects that you must really know your stuff if you've done that much research. They will assume you are an expert at being able to teach people to gain their desired benefit.

   

2. The "Won Many Contests" Strategy

The "I've been a top affiliate reseller for many marketers..." strategy tells your prospects that you are really successful at promoting other people's products. You could even list all the affiliate contests you have won and who they were for. People will assume if they join the affiliate program for your own product, you will give then some of the same tools, strategies and resources they will need in order to become a super affiliate.

  

3. The "Lucky One" Strategy

The "I'm going to give one lucky (listener, prospect, visitor) $ (no.) on (date) (time)..." strategy tells your prospects that if they do a specific task during a certain date or period of time then they may randomly win some cash. It could be visit your web site, join your affiliate program, listen to your teleseminar, buy your product, etc.

  

4. The "Pick Your Risk" Strategy

The "pick the guarantee you want..." strategy tells your prospects that they will have two or more guarantees to choose from. You could offer a "so many days" guarantee or a "1 year to prove it didn't work then double your money back" guarantee. Or you could make up some different ones of your own.

  

5. The "No Catches" Strategy

The "it's free with no other offers attached..." strategy tells your prospects that they will get a freebie without any offers attached to it. Many marketers who sell to people put something inside their freebie product, like a one time offer after they opt-in, etc. This is fine but sometimes you should give your customers something that just shows them you appreciate them unconditionally. This will help them to be open to your offers both in the future and for a lifetime.

  

6. The "Easy And Hard" Strategy

The "(your product’s benefit) is the easy part, (your product’s benefit) is the hard part..." strategy tells your prospects that your product will help them with the easy and hard parts of gaining their desired benefit. For example, losing weight is the easy part, keeping it off is the hard part. People stop trying to help themselves when they don't get the long lasting effects.

  

7. The "Click And Donate" Strategy

The "(order button) your order will help support (charity)..." strategy tells your prospects that they will be helping you, themselves and people that really need help. If you place the line right before or right after your order button, it will give them that little extra nudge to click the order button.

The Profit Funnel Plan

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This is The First section  .   .   .

Nothing warms the cockles of a salesperson more than getting a new client. Often you are able to secure that new client because you have a quality core good or service that is provided at a competitive price.

While you may not make a great deal off that initial offering, there will no doubt be the chance to build on your initial rapport with your new client and engage in the task many sales people know as “up-selling.”

That is where the concept of the Profit Tunnel comes into play.

The Profit Tunnel is your pathway to building a relationship with your customer that begins with the purchase of initial goods or services. Once that initial relationship is established, you build on that relationship by evaluating the needs of your client and identify other goods or services that will also benefit your customer.

As you are able to acquaint, interest, and finally sell additional and often higher priced items to your customer, your profit margin will increase. The Profit Tunnel model works very well whether you are working with a brick and mortar business or going strictly with an online presence.

In both instances, the task involves winning the confidence of the prospect, identifying entry level products or services that will be of interest to the prospect, selling the prospect on the goods or services, and then continuing to offer additional products or enhancements that will make life even easier for that former prospect that is now your customer.

Low Ticket

When it comes to winning the confidence of a prospect, nothing speaks louder than a good deal. Persons who are responsible for securing goods and services for their employer love to save the company money.

 It enhances his or her reputation with the officers and owners. At the same time, no one wants to end up with a low cost service that ends up being a dud. This means the good or service needs to perform well along with being cost efficient.

Your job is to match low cost quality goods or services with the business type of your prospect. Once you demonstrate how one of your low cost offerings will consistently outperform the competition and save money for the prospect’s employer, you will be poised to help roll out your low cost offering throughout the organization, making your profit in volume distribution initially.

Once your offering is functioning throughout the organization, you may find that not only do you have the ear of your initial contact, but now you have the ability to interact with persons throughout the organization that may be interested in other offerings that you can supply.

Providing additional goods or services that are in a similar price range will be another way you will increase the profit margin. This is sometimes referred to as lateral selling.

Simply put, you are not really pushing items with a higher price tag, or even enhancements to services you have already sold which would increase the profits. You are simply broadening your current situation to include more of the same, from a charge perspective.

There is nothing wrong with lateral selling. In fact, it can be quite profitable. However, in time it reaches a point where there is no more room for more of the same and you need to move on to the next level.

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