When you sell higher ticket items – your marketing has two jobs. Attract the clients you need, and scare off the tyre kickers. 

And this is one of the reasons why you have a marketing funnel in place. It’s job is to build the trust you need with your real clients, and filter out the ones who will never, ever buy from you.

That way, when you get to the point where you are having a face to face with a potential client, you know they are serious. More important, you are not wasting your time with people who are never going to buy from you.

What would you prefer, one to two meetings a day/week with people who you know are prequalified as people who will buy from you. Or 10 meetings a day/week with people you have no idea if they can afford you?

In any business – people are always the slow point in the process. Once you need someone to get involved in the sale, you’ve hit a slow point and increased your conversion cost.

By setting up the correct marketing funnel, you keep your client acquisition cost to a minimum.