The Mindset Of Big Ticket Clients

 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.

If you've found these tips useful, I'd invite you to join my FREE Facebook Group designed to help aspiring Thought Leaders to get found, get hired and get paid.

Come and join over 1,000 like-minded professionals at www.foundhiredpaid.com

What The Heck Is Content Marketing & Why Should I Care?

 Today we start working on your first piece of written content that your market is going to encounter.  At last you’re going to take the information in your head, and all of the research you’ve done so far, and get something out into the market place!

 

NOW we’re in the phase where we start to get your message out to your audience to demonstrate your expertise, prove your credibility and provide the ethical bait that will get your prospects to put their hand up and say “Tell me more – I’m interested” 

 

To get to where I am today I had to stumble and make mistakes, learn what worked, trial and error, wasted opportunities, lots of hope, lots of disappointments.  I’m smoothing the way for you to make your journey more profitable and more likely to succeed.  So learn from my mistakes and use this stuff to stack the deck in your favour.

 

The process I am going to do with you today I NEVER WENT THROUGH MYSELF.  God I wish I had.  I cobbled my stuff together bit by bit through trial and a lot of error.  A lot of trial too, come to think of it!  So please revere what I’m gifting you with today.  I am going to make this IDIOT PROOF and PAINT BY NUMBERS simple…

 

OK, so you need to put your thinking cap on and start to assume the Thought Leader position that you want.  Cos you’re about to put pen to paper – or fingers to keyboard – and actually start to get the valuable knowledge that’s in your head, out and onto the screen, or onto paper….

 

As an example, let me tell you about John our world class dog trainer client.  He was working all the hours god sends, had a big social media following on Facebook and YouTube, but he’d hit his earnings ceiling and he didn’t feel like he was getting the recognition he deserved.  Then I asked him how the “big dogs” in his industry made their money…

 

Your FIRST Content Piece

In modern internet marketing, you need a funnel, and you throw as many prospects into the top of that funnel as possible, by offering them free irresistible AND VALUABLE information at the top.  In this session we’re going to create that information.  Quickly and easily.

Let me tell you why this is an absolute MUST step, and the keys to the kingdom into the bargain.  Here’s the big picture – we’re going to put your thoughts onto paper and screen, then blast that out all over the world so your target prospects can learn about you and what you know.

 

The reason this is relevant to you is that as a Guru, an expert, a Thought Leader, you have valuable info that they need.  Some people like to see stuff visually, some learn by reading written stuff, some learn by doing live events and experiential learning, while others prefer to listen to audio and Podcasts.  You need to put hooks out there in all the modalities so that it’s easy to consume.  The more fishing lines in the river, the more you feed your family right?

 

I know you want to be seen as the Guru – the GO TO person in your niche.  You DON’T want to be an invisible genius.  The main reason you MUST devour this strategy is because if you work it right, it will launch your Guru career.  It’s time to get published, and we’re going to do it FAST.  You do have unique content of value – you have a lot to offer, don’t you?

 

You NEED content.  Google rewards publishers not marketers.  So you need to publish. Written content, video, audio, events.  This article will provide you with all the material you’re going to need to get started and make a splash.  What will you say to yourself when you get the recognition you deserve?  This is where it all comes together. Does this sound useful?

 

The fact is when my private clients ask me how to get as much attention and bang for their buck as they can, on a zero budget, then this is the tool of choice that I always suggest. God, how I wish I'd known about this pathway to power when I first started. I promise you, if you spend some quality time doing the following steps, you'll laugh at how simple it is and rub your hands with glee at the results.

 

Truthfully, it’s about quality not quantity.  It’s about solving a problem.  It’s about helping people with good quality valuable help.  Value = usefulness.  Content Marketing expert Jimmy D brown says if it can’t be done in a month, I won’t even touch it.  If he can’t get a product created in 30 days or less, he moves on to something that he can create in that time.  Think about it – your target market is out there.  You can help solve their problems.  But you need to be seen and get in front of that queue of potential customers.  Ask yourself – are you ready to create the momentum to get started?  What do you want them to know?  What do you want them to feel? What do you want them to do?

 

There’s a lot in this – you are being asked to come up with written content, anywhere from 15 sentences to a book.  And I’m going to give you the paint brush, the canvas and all of the different colours to create that masterpiece.  Have fun with this – because your public want to enjoy learning what you know.

 

Let me walk you through the steps.  We’re going to create a skeleton outline of some content to get you started, then we’ll put the meat and bones onto it as we go.  Have fun with this.  First of all we’re going to craft a short article.  Then you repurpose that article in several different ways to act as lead generators and traffic magnets, that will catch your audience’s attention and direct them to your irresistible offer forever more.

 

Try to make sure you get this work done now because it will make your life so much easier in the near future.  Pick this up really quickly and run with it – this is what separates the men from the boys.  So useful – you have NO IDEA how useful this step is going to prove to be.  I’m going to break it down into very manageable steps that you can easily follow along and complete.  BUT you have to make the commitment to get this done.  Whether it’s an hour every week or you plan to hand this to a VA, you’re going to need to devote time to marketing your business if you want paying clients..

Pick a topic you’re going to write about.  Tip – pick one of the 9 steps of your Signature Framework, or a FAQ from your market research

 

I have 2 key rules for you to follow in this exercise

1.     Write fast and don’t stop

2.     Write BADLY

 

Tell me WHY I should care, reasons, why it’s important.

Tell me WHAT it is, facts, figures, evidence.

Tell me HOW it works, steps, strategy

Paint pictures of WHAT IF I used this, what are the possibilities?  Where could this lead?

 

SPEND 5 MINUTES DOING THAT NOW!

Write a couple of sentences.  Expand on the point so you can talk a bit more about each one. Write the way you'd tell it to a live client. What do you really want to get across to them?

 

Then at the bottom of the add a “Resource Box” - A 3-5 line advert for your initial product/service/treatment at the bottom of the article, with a web link to your site. Example "Jonathan Clark offers blah blah to clients who blah blah. For a free e-course go to www.ecourse.com"

 

Or

We help [target market] who are [problem] to [objective]

Then add a call to action:  To get a copy of our crash course in [topic] go to _______

 

Can you imagine how good it will feel to have your first set of content pieces out there being read 24/7 all over the world?  What if you read each article out loud to someone – just to see what their reaction is?  Just how creative can you be with this?  You don’t need to get it perfect first time – just let it come together and explore possible combinations…  It’s possible you may come up with more ideas, or maybe a blend of all of them?  I just want you to get SOMETHING out there

 

Suppose you got bitten by the bug and decided to write an article like this every week?  Who knows where this might lead?  Picture yourself writing a first draft of the article, then coming back to tweak it again the next day  With time you’ll discover the value of what we’re doing here today.  You’ll see this all coming together as we go along so I’m just asking me to trust me now.  You’ll be thanking me later.  There might be some hidden rewards that reveal themselves to you later.  Maybe I have some ulterior motive in getting you to get these done?  Maybe we’re going to repurpose this material any number of ways in the future.  Hmmm.

 

Only you can push yourself to do the work. Stick to the plan and get it done.

Just experiment with this and you’ll discover where your inner publisher lives.

 

So back to John the Dog Trainer.  We did a Survey to his 14,000 Facebook fans, “Here are 10 doggy problems, which is your biggest headache?”  Within 24 hours the top 5 jumped off the page.  So we conducted 5 Zoom interviews, one per week, and tackled each of the five topics and included a YouTube video to demo his techniques.  We recorded the 5 Zooms - that became the 5 modules of his online course.  The 5 zooms were transcribed - those became the 5 chapters of his book.  We got him to #15 of all non-fiction books on Amazon.com on Kindle.  Subsequently he got invited to speak to other dog training workshops internationally.

 

Some final tips:

 

1.     Use what you know about your customer.  Make the articles speak to them.  Incorporate THEIR wants, dreams and desires.  But also talk about their fears, dreads and problems.

2.     Seed in what you learned about your market. Use the headlines or bullet points you found on Amazon, or the Keywords they search for on Google.  By all means add in any little catchy sentences that jumped out at you back then.

3.     Seed in elements of your Origin Story by talking about your own history.  This is your chance to make them get to know you by sharing some of your experiences.

 

All you’re doing is sculpting and allowing something to emerge.  It doesn’t need to be the final version yet.  Allow it to slowly come together and let your unconscious mind take all of these ideas and combine them- play with them – in ways your conscious mind hasn’t thought of…yet – tonight while you sleep – if I may make a suggestion – like all the great inventors and pioneers…

 

This is only one part of a much bigger business blueprint that I teach in my Instant Edge Newsletter, which is FREE for the first 30 days.  To get the printed newsletter plus a self-hypnosis audio and complete online course every month, visit

https://jonathanboss.clickfunnels.com/squeeze-page1666651344576

 

 

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