The amount of time a prospect spends with your content is the key predictor of how much money they will ultimately spend. Structure all marketing to maximize this engagement time, as it directly builds purchase intent and trust.
For expensive products, build a sales process that mandates prospects consume at least two pieces of long-form content. This reverse-engineers the trust-building process, turning cold leads into qualified buyers who are ready to purchase.
Structure presentations to address an audience's deep-seated limiting beliefs. Assure them the solution is easy, will yield the best possible results (and past failures weren't their fault), and will ultimately grant them social status and approval.
A free 5-day challenge can systematically break a core limiting belief each day. This builds sufficient trust with completely cold audiences to sell high-cost offers directly, bypassing the need for a complex, low-ticket front-end product.