When you're selling services or “virtual products” like online courses or coaching it's incredibly difficult to give your potential clients a real feeling of what it would be like to work with you and the results they'd get.

As a result most don't buy, not because they don't want what you're offering, but because they're not sure it would work for them.

Do you really get results? Could they work with you? Will it work in their specific situation?

All tricky questions. All questions they suspect that any seller would say yes to if they asked, but how can they really know?

There are two routes you can go down.

One is to describe to them what they'd get. Make the benefits come alive. Share vivid stories of previous clients. 

The problem with this route is that it requires you to be really good at marketing and sales.

You have to be able to write really compelling copy or to be great at face to face selling to make the results you'll get with them come alive and seem tangible without them ever experiencing it. And to give them confidence in what it's going to be like working with you.

Great if you can do it. It's a wonderful skill.

But most people don't have it.

The other route is to actually give them that experience. Find a way of them working with you and getting results on a small scale either for free or at low cost.

It's why I offer my Re-Ignite program at low cost to new subscribers.

It's not that I don't think the program is worth much. Far from it: I've had people who've bought it email me to say they've had results within days.

In fact I specifically chose the course to focus on areas that delivered results fast. Because I want to give the people who buy it such a great experience that they'll quickly get the confidence to go on to buy one of my main programs.

Now you could argue (and many people do) that offering some of your best material at low cost or for free means that people won't need to buy your higher end courses or services.

I've not found that to be true.

Sure, there will be some people for whom the free or low cost material will be enough. Or that go hopping between providers getting freebie after freebie.

But those folks would hardly have been great clients anyway. And most are just never going to buy anything.

But what you do by giving people a chance to experience you at low cost is that you win over the people who could be great clients but just aren't sure yet.  

It's a big decision for most people to stump up hundreds of dollars, pounds or euros to buy a course they're not certain about.

But it's an easy decision to buy a course for $7, for example.

And if that course blows their socks of and gets them results quickly, chances are they”ll upgrade to something bigger that gets bigger results.

All without you having to be brilliant at marketing or selling. The offer and then your product itself does all the hard work.

Of course, if you can get good at marketing and sales too, then your results will be multiplied. That's what I teach people in Momentum Club.

But if you're looking for a way to get more clients or sell more of your virtual products without needing to be great at marketing and selling then find a way for your potential clients to experience what you do.

It's your very best sales technique.