Sell Em What They Want
Find a Consultant Become a Consultant

Sell Em What They Want

Sell Em What They Want

By John Jantsch

I had an interesting conversation with a colleague the other day. We were discussing the fact that, try as we might, our prospects don’t always know that they need what we have to offer. Often, they think they know what they want, but professional (not infallible) experience tells us we might know better.

There is always going to be the need to balance what a client should want and what they, at this point in time, think they want. I’m not suggesting that you simply tell and sell what they will buy, but I am saying that if full appreciation of what you have to offer is going to take a while to understand, don’t die trying, get an order and start building trust by way of access.

I find it extremely important in most cases to develop products, services and information that can allow your prospects and clients to get a taste of what they want, just enough in some cases to learn you are someone they should trust. Sometimes prospects just aren’t ready to appreciate the value the full meal deal until they get a taste. Presenting a few a la carte offerings may allow them to better understand your entire value proposition. If they have any hesitation in the first place, it usually because they don’t have enough information to determine the value of your complete package – and it’s probably a bigger risk to them.

When you fill your marketing funnel with these kinds of “lower” entry point offerings, you may find it easier to move them on to what they “really” need now that they have experienced some success. Remember, in the end it’s all about trust – when you develop enough trust, you own the keys to the client’s kingdom.

Sell them a sample of your work and get them hooked.

Free eBook 
7 Steps to Scale Your Consulting Practice Without Adding Overhead

The Duct Tape Marketing Consultant Network has helped me to grow my business by over 40% in the last 12 months. ~ Michael Quinn - Michael Quinn Agency, Fargo, ND

How To Make Your Clients Successful So They Never Want To Leave
About the show: The Agency Spark Podcast, hosted by Sara Nay, is a collection of short-form interviews from thought leaders in the marketing consultancy and agency space. Each episode focuses on a single topic with actionable insights you can apply today. Check out the new Spark Lab Consulting website here! About this episode: In this […]
5 Must-Have Elements of Every Small Business Landing Page
Landing pages are a must for your website. Whether you create an online product ad, have an event coming up, want to tell people about your latest book, or otherwise have a special offer to promote, landing pages need to be part of your marketing. Rather than directing your audience to your homepage and asking […]

Subscribe to the Duct Tape Marketing Podcast

If you know your small business needs marketing, but don’t have the time or resources, look no further. The Duct Tape Marketing podcast covers everything from earning referrals to managing time and being more productive.