If I'm selling a product I might have a $20 eBook as the first hurdle. I might have a $97 course as the second hurdle. I might have a consultation package for a couple hundred dollars as a third hurdle.
If all I had was a multi-hundred dollar package as the first hurdle I'd be missing a lot of people because most people don't want to commit that much on the first go around with you. They want to dip their toe in the water first.
Today I went to a Pilates instructor for an initial visit. The initial visit was $65 for fifty minutes. A manageable amount for a first visit. But ongoing visits are $95 per fifty minute session. Ouch!
If that first visit was $95 I may have balked and looked elsewhere. But because that first visit was manageable I went and had a great time. Now that $95 doesn't seem so much even though it's above average.
Think about how you can offer a sampling, a taste if you will, of your service. Lower that initial hurdle so you can at least get in the game with more clients. You'll be glad you did.
Jonathan -
