As your target market becomes more and more educated about your products and services, you will need to rely more on an educational, consultative approach to selling your high priced programs and services.

People don’t want to be sold to, but they love to buy.

This means that you must rely on attraction, or “pull” marketing to gain and convert clients. For coaching or mentoring programs, especially, you want to have enough marketing channels working that you get a steady stream of prospects who have been attracted by your message.

(This, incidentally, is one reason I use many marketing channels, including blogging, social networking, video marketing, article marketing, and joint ventures, among others)- to build my business. I never know which mode or channel will find someone who is looking for what I sell.

I recommend this for your business as well. Most business owners run their business like a non-profit. They take days and weeks to turn out marketing pieces, when they really need to turn them out in minutes or hours. I’m always for producing high quality marketing- but high quality marketing can occur within a constricted time frame.

Create More Value, Make More Money

It’s better, always, to test a marketing idea or strategy rapidly so you know, right away, if it will work or not. That feeling of momentum is also attractive to clients. If you are selling coaching or mentoring, your clients are probably looking for someone who takes action rapidly and is well known in their industry.

The only way to achieve this status is by taking action rapidly, trying multiple marketing avenues, and doing everything you can to speak to your clients directly and to get them to “raise their hands” and step up to work with you.

To successfully sell high priced programs and services, your marketing must speak to your target client, educate and consult them, and provide enough context and proof that they are emotionally engaged and move ahead.

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