If you’re involved in marketing products, services and coaching programs for niche markets, one of the best strategies to screen your company from the nation of tire kickers is using the two-step marketing approach. The two-step increases your ability to work with serious prospects that are more likely to become loyal paying customers. This also reduces the time you waste with energy zappers.
What is the two-step?
In a nutshell, instead of making the sale on the first contact, you instruct your targeted market to jump an extra hoop. The ones who do would become your best customers. These are the ones you want to spend your time with. These are the ones who look to your company to solve their problems. And they are the ones who will buy more from you again and again.
Here are some examples of how the two-step system is used today…
1) If you’re an affiliate marketer: you can use the two-step in e-zines and blogs where the prospect clicks on a link to a sales landing page, an audio or video presentation that can be forwarded to friends, or in an article that tells the whole story behind your amazing product. This way, they won’t overload on information. It’s really not a good idea to throw the whole enchilada at the prospect at first contact.
2) If you’re promoting a high-ticket product or coaching program: the two-step can disqualify those prospects who wouldn’t make a good fit for you. And who might later cause more problems that could tarnish your reputation or put a black mark on your merchant status. You know them because they’re usually the ones who buy from you and then quickly take advantage of your guarantee by returning the product.
3) If you’re promoting through direct mail, you can use the two-step to pre-qualify customers by asking them to send one dollar (to cover shipping) to get a special report or C (more…)
