There are 2 key questions to ask when it comes to big-ticket clients:
· Why are Big Ticket Clients willing to pay more than average clients?
· What makes them different from average clients?
There are 2 main reasons: affordability and quality. Simply said, they purchase the high-end product due to it is exceptional quality and they can afford it.
Let me ask you a question - if affordability is not a problem at all, will you purchase a product with the best quality or value? You would, right?
Here’s mindset #1: Big Ticket Clients buy due to jealousy.
Instill jealousy in your customers! Do you think one Lamborghini will be enough for the rich? Or do you think they will buy another Ferrari and Bugatti to expand their exotic collections? Why one is just not enough for them?
The answer is they want to be seen as the richest guy on the planet by owning the most amount of exotic cars compared to their peers.
The same goes for your products or services, if you manage to trigger jealousy among your clients, your revenues will increase.
Mindset #2: Big Ticket Buy Only From Experts
Firstly, they need to see you as an expert before they get in contact with you. So don’t make the mistake of hard-selling yourself on the phone as you will only look cheap that way!
With the price they are paying, they expect you to produce fast and efficient results in their ventures. In a nutshell, high-paying clients think of you as an expert and want to see top-notch results from you. That justifies the price they are willing to pay.
Mindset #3: Big Ticket Pay Attention To Value
Before they invest their money in you, it’s all about looking at your Values. This is what makes Big Ticket Clients different from the average. They don’t buy first, evaluate later. They evaluate first, before making the big purchase.
How do they evaluate? By looking at your values, which we will discuss more in future topics. But in a nutshell, values are demonstrated by you in many ways. It can be from your free online coaching, trial sessions, social media posts, helpfulness in forums, giving advice to those who ask for it for free, or even a simple Facebook profile picture and banner that demonstrates your value!
High-paying clients are attracted to the best service and top brands. So we need to design high-end services and brand them equally high as well. Just like selling a Mercedes instead of a Ford.
So here’s the first tip - Your Branding
Brand your product to the point when someone mentions your name, your company’s name, or just by simply looking at your logo, they get the picture of what you are sampling and the supreme quality you are able to deliver!
Be it personal or business branding, the better and more lasting good impression you give out to your audiences, the more high-paying clients you attract.
So how do you do high-end branding?
You must paint yourself as an authority. People have to know you as someone who over-delivers, someone who provides incredible value and service, someone who cares, someone who knows your stuff, and someone who can help them get results!
The next tip is to create an exceptional experience.
Brand yourself as a Rock Star instead of just “some other guy or gal trying to make money”. We don’t want our clients to just like our products, we want them to be raving fans!! To do that, you have to deliver a significant experience to your high-ticket clients.
Also, you must be confident
It can be quite intimidating to sell a high-ticket product to high-end clients. In order to have confidence, you must really do your homework. And to prove that you have done your homework, you have to give the content away for free! That’s how you attract high-paying clients.
Next, let’s talk about how to position yourself as an expert.
Tip #1: Don’t be afraid to introduce yourself as an Expert
An expert begins in you! Own it! Be confident and shout it to the world that you are good at what you do and you can produce results for your clients. Define your expertise and create an expert intro for yourself. Be bold and clear.
Chances are, there are certain topics that you are good at, that 95% of people don’t know. It could be selling, marketing skills, writing skills, or any other skills that you know you have. Sharpen that skill and be an expert.
Next, tip #2 Share Your Story
To further establish yourself as an expert, always be sure to share your credibility story! You never want to be known as a fake expert with no credibility. A credibility story acts as a backing for others to put their trust in you, so share it with the world. If you are a fitness coach, you can share your own success stories of transforming your own body from A to Z, providing pictures from Day 1 to Day 90. You can also share the success stories of your clients, and how you help them from A to Z. These are your credibility story!
Tip #3 Play Hard To Get
We must also understand human psychology to win the game. Notice that the harder it is to get something, the more we value it. It’s just human nature. So while you should be available to your audience most of the time, you also shouldn’t be too available.
Tip #4 Be A Superstar
Think about it, what is the common thing all superstars you know have in common? They have always appeared in the media, whether it’s on the radio, television, websites, magazines, blogs, advertisements…anywhere to get your attention! Likewise, we need to think of ourselves as superstars. Get on podcasts, radio, seminars, webinars, blogs, websites, and anywhere to get attention from. I totally understand that working with media can be overwhelming, so start small. Email small blogs in your industry. Contact local radio stations or newspapers that serve small markets. Reach out to friends who have contacts in the industry. As you build your portfolio, bigger opportunities will emerge.
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