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Have you ever questioned the best way to cost $50,000, $250,000, $500,000, or extra for an expert service or product?
How do you affect and persuade somebody in 1-2 conversations as an alternative of 9-27 factors of contact? What form of scripts or techniques must be in place to shut and enroll a perfect-fit consumer? What form of questions do you could ask for individuals to boost their arms and say, “Yes! I’m in!”
Over the final 30 years, I’ve offered over $60 million value of services and products on-line and head to head. I’m utterly obsessive about the concept of making the shortest gross sales message doable so an ideal match prospect reveals as much as your online business, web site, telephone name, or Zoom assembly and says, “I already know I want to work with you, how do we start? I’ve been looking for someone just like you!”
Related: How Much Should I Charge Clients?
I’ve been capable of persistently create techniques that work for myself and purchasers that cut back the conversations to 1-Three conversations max. Best of all, it doesn’t really feel “salesy” or manipulative to the prospect otherwise you.
And after you have your advertising and marketing and gross sales message discovered, the subsequent step is to construct a replicable and scalable system with automation to do the tedious, repetitive work.
This article and companion video will provide you with actionable “what’s working now” methods, techniques, ideas and secrets and techniques that I take advantage of on a regular basis with my purchasers and their groups.
Step One: Connect with Mobile, Give Massive Up Front Value
As quickly as you join along with your prospect for a gross sales dialog (by way of telephone, Skype, Zoom), get their cell quantity. For instance, I say “Hey, if it’s okay with you, I’d like to record our conversation today and give you the recording and transcript.” (I take advantage of Otter.ai which provides you real-time transcriptions.)
“Without exception, everyone I chat with experiences multiple breakthroughs and you won’t have to worry about taking lots of notes. Would that be helpful?” Everyone says sure. I’ll say, “In case we get disconnected, what’s your mobile number? When we’re done, I’ll text a link to the recording, transcript, and video and you’ll have my direct contact info. Providing value ﬁrst is critical to this process. It’s simple and very effective.
Step Two: Sell the Transformation, Not a Transaction
No matter what business you think you’re in… you’re in the transformation, not transaction business. That mindset alone is the single most critical part about doing high ticket sales.
Sell the outcome, benefit, result, and transformation. I help my clients craft premium offers that are three to twenty times higher than anything they’ve ever sold before.
That might sound impossible, but it isn’t. It’s all about positioning, packaging, crafting a great message, and adding stories, prestige, and mystique. No business or industry is unique. It requires you to adopt a different mindset, level of self-worth and self-value. You are going to attract exactly who you deserve based upon the words that come out of your mouth and taking on “the servant mindset.”
You aren’t delivering a services or products, you’re delivering a earlier than, throughout, and after expertise on a “Hero’s Journey”. Imagine a film, starring your buyer as a hero with you, your product, or service because the “guide”, main them to defeat their enemies, retrieve a magical energy, and reside fortunately ever after.
It’s about turning your supply into creating and capturing irrefutable proof of an experiential transformation. Every “transformation” turns into a testimonial that can be utilized to enroll extra purchasers or clients.
Step Three: Sell a System, Not Time or “Stuff”
No matter what you are delivering, it’s essential that you simply create a framework round it that embodies and transfers belief. I name this second a “transfer of certainty” — when you may have a blueprint or “step-by-step” system that serves as a information in the direction of success.
The four-step framework I take advantage of known as; Market, Model, Message, Medium.
Market: Who Do You Want to be Hero To? Who is your ideally suited consumer or buyer?
Model: What is Your Offer? What is your online business mannequin?
Message: What is the story the prospect wants to listen to with the intention to elevate their hand and say, “yes, I’m in”? The excellent enrollment dialog or “pitch” engages the prospect in a film, starring them as a hero with you or your product as a information.
Medium: What channel are they receiving the message?
Will they learn it? Listen? Watch? Whatever will seize the eye of your prospect, information them by way of the journey in a means that can inﬂuence and persuade them to the sale.
For instance, one of many methods I promote individuals into my service is I train them my framework on a gross sales name. I overtly describe what we’re doing so that they expertise a metamorphosis or “aha moment” by going by way of the expertise. They stroll away with readability, focus, a roadmap, and vacation spot — basically a film, starring them as a hero, with me as a information.
When we’re carried out with our first dialog, I merely say, “Now that you know where you want to go and how we’re going to get there, my last question is, do you want me to help you?”
The reply is sort of at all times sure.
I just lately recorded a particular podcast of the Capability Amplifier the place I train these methods. It’s every part that I’ve realized about inﬂuence, persuasion, and enrolling excessive ticket purchasers during the last 30 years in 40 minutes, together with the best way to go from a face-to-face enterprise to being virtualized, digitized and de-materialized and the best way to scale it along with your gross sales staff. Watch the YouTube video right here!
Learn extra about Mike right here: www.MikeKoenigs.com