This approach isn’t clever or devious; it is based on notion that an informed buyer — an educated consumer — is your best client. Here's how it works in practice:

1. Help Prospects Become Clients by Focusing on their Problems People buy solutions to problems or needs that they know exist. Get your prospects' attention by focusing your marketing message on problem(s) you solve in order to get them to visit your web site or contact you. Then use your conversation or your marketing copy to help prospects further define their problems or concerns. Do this well and they'll clearly see need for your products and services.

2. Continue to Educate Prospects and Clients Clients buy from you when they know how you can help them. That's why they initially contracted with you or bought your products and services. Once you've signed on a new client, don't assume that they understand range of services or products you market. They may not even fully understand what they've bought. Use each contact to continue to educate your clients and help them understand issues, problems and solutions relative to your area of expertise.

For example if you’re a financial advisor and you've been hired to help a client with their investments, you might ask them a question about their estate planning, tax situation, insurance policies or retirement plan and provide them with an idea they can use. Each time you do this your client will learn how limited their own knowledge is and understand more about why they need your assistance in additional areas.

Instead of selling clients on additional services, educate them. You'll create a perception of need and increase sales.

3. Transform Client Satisfaction into Additional Sales Do you have clients and customers that appreciate your products and services? Don’t wait until your contract is complete to tap goodwill you’ve generated by helping them. Regularly ask them questions designed to get responses like, "I couldn’t have done it without you", "Worth every penny", etc. Just after your clients have provided positive feedback is perfect time to ask them a couple of questions to identify needs and to mention solutions you provide.

Once you've gone to all effort to attract a new client don't walk away from rest of their needs just because they haven't identified or clarified them yet. Educate your prospects and clients at every step of way about problems you solve and they'll understand why they need more of your products and services. You'll discover pockets of opportunity to help your clients and increase your revenue. -

(Before placing one of these graphics on your website, make sure it is not covered by copyright).

(5) Offer 2 or 3 chapters of your book free (in form of a downloadable Trial version of your E-Book). You could also allow people to read those same chapters online.

(6) include a 'Table of Contents' so that your visitors can see what your E-Book contains.

(7) Keep your sales copy to one page. People are spending less and less time surfing Web - if your sales message is more than one page, your visitors will probably move on before reaching end.

Good luck.

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