We've all had those questions in our business that either stop our train of thought or slow our level of productivity down. Ranging from product creation, affiliate marketing, teleseminars, financial matters, I know in my own business I've come upon hundreds of business questions that I wish I could know the answer to. So, in this article I am going to answer a question I've had about teleseminars.
Lets start with the question:
Have you ever had any luck charging money for a teleseminar? Would it be better to just have free calls and then try and sell from there?
Free calls are great but I like charging as well. I am going to throw a couple of things out there for you to think about.
Even though you will get more people on your call when you do it for free, the people will be less qualified. When someone has paid for the call they are a better prospect to sell your other products and services to rather than someone who is just listening because it is free. That is what I mean by less qualified.
You can take a variety of stances on this situation. One method that I like doing is holding a free call, but giving people the opportunity to purchase the mp3 and transcripts right away as an up sell. The transcripts and mp3s aren't given away because by selling them I am establishing a sense of value on those products. Often times I will put together a registration offer, something that will grab their attention right after they have registered. It may say something to the effect of, "Congratulations on your registration. Since you have just registered, there is a special offer available to you which includes getting the mp3 and transcripts for $10, would you like to take advantage of that?"
In a nut shell that is my up sell process. They have the opportunity to purchase the mp3 and transcripts for $10 and I let them know that after the call they will be sold for $47, or whatever price you want to sell them for. For them, it is a great deal to begin with and will save them a lot of money by buying it right away. For me, it gives me the opportunity to gather people for a more qualified list.
At the same time, I am able to hit both markets. By providing the content for free, those people are able to receive the valuable information by joining me on the call. The only problem for them is it may be inconvenient because they have to be on the phone at that time in order to listen to the content.
Also, a sub list of of more qualified people is being built. These are the people who are willing to go into their wallet, take out the credit card and invest in materials they they see as being valuable, even if it is for only $10. For their first purchase, I don't want to make it difficult and expensive because I just want to capture their information. Now this group of people know there is value in the mp3 and transcripts and in a sense I am training them to do the same for other calls in the future. They now know they can't get them for free and if they want the value they will have to pay for it.
It won't help your whole back end sales by giving everything away for free. This method has worked well for me to be able to qualify people and establish value where I can. If you do give your calls away for free, the freebie seekers needs will be taken care of, but sell the mp3 and transcripts at a higher price by offering a registration offer. Give it to them at a discounted price and let them know that after the call the price will rise dramatically, to whatever price you want.
That sub list of qualified prospects have shown you that they are willing to pull out their credit cards, so you will be able to follow up a lot harder than the people who just opted for the free call. From there you can sell other higher priced products and services.
You can charge for teleseminars as well as give them away for free. Both with leave you with different options, depending on what you are trying to sell and accomplish through your call.
If you have anymore online marketing questions, you can find more answers at www.InstantBusinessAnswers.com
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1 comments:
When someone has paid for the call they are a better prospect to sell your other products and services to rather than someone who is just listening because it is free.
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