When you sell a high priced product or service the job of gaining your prospect’s trust gets tougher.
White papers, reports, and free information can go a long way towards educating your prospects but nothing works better than a free trial.
Let your customer try your service out. Lower any bar that might be holding your customers back and they will buy.
My favorite way to do this is to actually get them to pay you for this trial by creating or packaging some form of low cost starter product or training wheels set.
The $199 option will give them plenty of time to be sold on the $2999 option. Tear your service apart and package some form of low cost or no cost trial and watch your market explode.