Peter Vander Wall explains why leading with your expensive service loses clients. Start with a $2-3k assessment instead of a $10k package. Once they see the value, they'll buy the upgrade.
Here's how to turn one time customers into recurring clients worth thousands of dollars every year. All right, step one, we're going to create a low barrier intro offer for two or $3,000. And so instead of leading with a full $10,000 tax strategy package, we're going to offer something smaller but still valuable like a one time assessment. Something that gets them a quick win, but it doesn't get them all the way across the finish line with their goals. Step two is we're going to use that initial sale to build trust. Once they've paid once and they've gotten to see a little bit of value from you, now they're trained to believe that if they pay you more money they'll. And so now they're ready for a much bigger investment. And in step three, we're going to make upgrading an absolute no brainer. And so after completing that first step, you show them the next step, which is your full high ticket service, that $10,000 tax strategy package. By this point they already know you, they already like you. They've been trained to associate paying you money with receiving value in exchange. And so they'll be happy to invest in your service follow for more value.
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