6
HOW TO SELL MORE OFFLINE SERVICES , COACHING SERVICES , ETC .
This works for any big-ticket item you are selling one-on-one . For example , maybe you sell SEO services to brick and mortar business . Or perhaps you sell coaching over the phone to people who got a free 20-minute session with you .
This works in print as well , but it works even better when you ’ re actually talking to the person .
Let ’ s say you sell list building systems to local businesses . You ’ ve sat down with them , explained exactly what you can do for them and they ’ re excited . “ How much do you charge ?” they want to know .
Let ’ s say you charge $ 1,000 a month for the service . Tell them you normally charge $ 2,000 , and explain why your service is a tremendous deal at that price . Then tell them that if they will allow you to use them as a case study , you will knock that price in half . Here ’ s the beauty of this system : First , you ’ ve already primed them for a higher price , so when you offer the lower price , they ’ re actually relieved and much more likely to say yes .
Second , in the back of their mind they ’ re thinking , “ If s / he is using my business as a case study , that means s / he ’ s going to work extra hard to get good results .” Which makes perfect sense , because you wouldn ’ t want a case study that failed .
Third , you can use these case studies to bring in new clients . For example , let ’ s say you performed a service for a plumber . Now you can contact plumbers in other cities and show them the exact results you achieved in that first plumbing business . When they see these specific results , they are much more likely to sign on .
The same goes for any other service you provide to local businesses , professionals , coaching clients , etc .
Show them your ‘ regular ’ price , then offer the option of getting a reduced price in exchange for allowing you to use them as a case study .
One caveat : In the case of personal coaching ( versus business coaching ) you might want to change their name in your case study to protect your client ’ s privacy .