This article is valid for a broad range of niches, but is mainly written for the "make money online" niche. Successful internet marketers tell us over and over to "tell our story" This way our audience can better relate to us on a personal level. Since going from poor to being rich we can teach others to do the same, right? The story telling usually goes like this "I was $200,000 in debt, and back at my parents house and driving a junkie car that was always on the verge of breaking down. Your financial situation may have also ruined a relationship etc. After trying everything it seemed like a life of crime my be the only solution. Then, I accidentally discovered the method I'm about to show you, and in a short time I had earned six figures and today I live in a mansion by the sea and drive multiple beautiful brand new cars. When you read something like this, most of us our immediately suspicious, right? I know I am. Those rags to riches stories do work, although maybe not like you think they do.
What is your perfect prospect? Take a moment to think, is it someone who can barely afford your $49 product, let alone your $300, product? Or, is it possibly someone who would have no problem spending $3000 on the spot if you can grab their interest by proving to them that your legitimate?
The way you convey your message is going to determine the types of clients you attract. By using a rags to riches story you will tend to attract those on the lower end of the financial spectrum who are perhaps desperate or not that knowledgeable with business and marketing. These are usually the people who will spend $17 or $47 on a product, but will never shell out hundreds or thousands of dollars for your training course(s). It's just not in their mindset to do that, even if they can afford it. Vice versa, those that do purchase from high-ticket offers are generally turned off by rags to riches stories. Because they see it as just another internet hype and won't take it serious.
If your objective is to offer low cost and higher priced or high ticket products, then your best option may be to damp down the - "I was broke and now I'm rich" stories that are so often used in internet marketing. When attracting prospects on the lower end of the financial spectrum. It a good idea to use discounts, time0sensitive offers and stories that show how 'easy' and 'fast' your product works. But, keep in mind that you will have to continually focus on volume, and finding more and more of these types of customers to sell to.
Would you rather have 1000 $10 customers, or 10 $1,000 customers?
If your looking to attract more affluent high end customers, then you will need to learn to speak their language. Allow your knowledge and results to speak for themselves. Create content that shows you know what you're talking about and how your product or service will solve their problem, or how it will will benefit them. Demonstrate that your clients if possible.
Internet marketers who can demonstrate their own results don't need to use those rags to riches stores, or other pushy sales tactics. Just show that it's important that YOU are making your income by doing the thing you are teaching. It's so important that you don't begin a prospect/client relationship by making them instantly suspicious of you.
If you have a sales letter that uses a rags to riches story, see what happens when you replace that story with something more powerful. Here are a few example:
“Here’s how we increased our conversions by 95% in 8 weeks.” “This is how we garnered a half million dollars in free publicity, gaining 15,549 new subscribers, 1,277 new customers and earning $67,433 in new sales in 3 months.”
“This is the exact method I used to build my business from scratch, going from zero revenue to over $30,000 a month in just 14 months.” Can you see how those differ from, “I was living in my parents basement and now I own a mansion while only working 4 hours a week while sitting on the beach?” Your prospects are skeptical, they don’t believe you until you can show them you know what you’re talking about. Remember, it’s not about the lifestyle, it’s about being real. Your customers already know they want to work less and earn more, which is why you don’t need to sell them on that.
You simply need to prove to them that you can indeed help them to achieve their financial goals.