This is a series of posts about getting more clients and building a solid referral base for your private practice. Thanks for the opportunity to share this information with you; I look forward to helping you bring it to life in your business! ~ Deb Legge
Information products are a wonderful way for you to show people ‘what you’ve got”. They can range from a free report or newsletter that provides relevant information to a program or product that generates additional income for your practice.
Michael Port, best-selling author of Book Yourself Solid® — a proven marketing program created specifically for service professionals — urges us to develop a “Sales Cycle” as a vehicle for us to :
- establish credibility within our target market;
- invite people to get to know about us and what we do;
- give people a chance to “try us on” as they are learning to trust us;
- and allow us to incorporate more than one income stream into our businesses
Information products are an integral part of your Sales Cycle, no matter how simple or sophisticated you make it.
For example, you may decide to put newsletters into local physician offices as a way to generate referrals. That newsletter is an information product. People read the valuable articles in your newsletter; your credibility starts to rise; they associate your name with the content and start to see you as an authority in your field; they appreciate the value you provide (in this case, you’ve given them lots of great info for free); and hopefully, the next time they are in need of help in your area, they will think to call you.
The newsletter is a “no-barrier to entry” point in your Sales Cycle; it doesn’t cost anything for the consumer to “try you on”. The physician is happy because their patients are being educated. The patients are happy because they are gaining knowledge while they await their visit with the doctor. You are happy when your phone rings.
A higher barrier to entry product/service might be individual counseling, or a program that you are selling for profit.
Information products can range from “no-barrier to entry” to high priced items or programs. Whether you are looking to be noticed, or you are looking to make lots of cash, information products can do the trick.
I love teaching private practitioners how to incorporate a Sales Cycle with information products into their businesses. These products can be a great outlet for creativity, a great marketing tool, and a great way to generate income (without the face-to-face time commitment).
Is there an e-book, white paper, audio, video, or other product that you’ve been thinking about producing for some time now? Why wait? I’d be happy to teach you more about how to establish a healthy Sales Cycle for your business, and how to create information products that will put all eyes on you!!
Deb Legge is licensed to teach the Book Yourself Solid® system, created by Michael Port, based on his mega best selling book, Book Yourself Solid® For more information, email me at: DrLegge@gmail.com
