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

LinkedIn Lead Generation In 6 Easy Steps

 The L.I.N.K.E.D. Daily Process

So this is your daily checklist on LinkedIn, and it’s easy to remember cos it’s an acronym

Look For Prospects - accept new connection requests ONLY if they are in your target market.  STOP accepting connection requests from any old contact – only let them into your pool if they meet your ideal client criteria, OR you think they will be a good fit.

Look at the connections of your connections [your 2nd level]  So that means click on someone’s profile, then go to their contacts – look at all the ones who are in your 2^nd level, so they know someone who knows you.  Then go down and connect with the ones that fit your IDEAL client criteria.  Your contact has already found all of these ideal clients and brings them to your door! 

Invite 10 to connect – do a search and find a batch of ideal clients, then connect with 10 sending a personalised approach 

Always send a personalised note and use their first name.

Here’s an interesting fact – when you get a new connection, you don’t get just ONE person – you are adding all of their 1^st and level connections into your pool.  Think about that.

So if you weren’t already connected to me, once you do, you get my 4195 connections

Nurture The Relationship - have a non-salesey conversation and build trust and rapport the way you would in person

Make it all about them.  Imagine you’re at a live networking event, what would you talk about?  As simple as “How’s business?”  Another one I’ve had success with is “So do you get much business from LinkedIn?

No selling.  No sales close.  In fact, you’ll actually stand out because you didn’t attempt to sell them, I actually got a message the other day saying “And thanks for not hitting me with a sales pitch!”

DO WHAT YOU’D DO AT A LIVE NETWORKING EVENT

ONLY move into the next step when you feel like there’s a good rapport and connection between you.  Would you want to have this person as a client based on the past interaction?

Probably 4-6 messages by the time you get to this stage.

Key Questions To Find A Need – Now every product/service/treatment business has certain questions that the provider will ask a prospect to establish if there’s a need for your p/s/t, right?  Think about what you ask a prospect in the initial conversation?  Ask whatever questions you would normally ask to see if there's a need for your product/service.

YES you’re a problem solver, but you FIRST have to be a problem FINDER!

THINK OF IT THIS WAY – who does a Doctor want to see?  Healthy patients?  Or Sick patients?

So as I’m in marketing I might ask How’s business?  Are you getting plenty of new leads coming in?  Could you handle any more right now?  Are you happy with your social media?

A great question is What’s your biggest challenge right now?

Do you have any problems with your sales and marketing?

If they say no, they probably don’t need me.  I’m looking for a need.  No need = move on.

I call these Key questions – mainly cos I needed a word that started with a K J

Once you find a need, you ask simply: WOULD YOU LIKE SOME HELP WITH THAT?

Explain How You Can Help - if you uncover a need and your connection wants help, take it offline.  In other words, suggest that they have a phone call or Zoom call or a 121 with you to discuss it further.

DO NOT try and close deals on LinkedIn. The LINKED process is a marketing process.  Now you take them into your SALES process.

Diary The Appointment - schedule a meeting/call and invite them to become a client

This what really counts.  This is the ONLY thing that counts. 

Involve yourself - by Liking, commenting, and sharing.  Also known as engagement, but another E would have ruined my acronym J

I’d recommend you LIKE at least 3 posts

Comment on those posts – the algorithm likes more than 7 words, and use their first name

Share at least 1 post you like.

This not only tells the LinkedIn algorithm that you’re a serious player, it also helps your connections get more visibility, so you’re helping them too.

New post – valuable, informative, that will attract your target market

EDUCATE – INSPIRE – ENGAGE THEM

Posts make you VISIBLE

This is where you put something up that will resonate with your target market. 

LET ME EXPLAIN MY THINKING AROUND THIS

So you’ll see that contrary to most people’s approach to LinkedIn which is like a few things, comment a couple of times, and fling up a post that I hope is relevant, the emphasis here is we do that stuff LAST.  The emphasis here is making the connections with the right people, building the relationships of know, like, and trust, separating the high probability prospects from the low or no probability prospects, and then we do the engagement stuff.

I was asked recently by a prospect  “How many views will my LinkedIn posts get?”  I told him that’s not the key performance Indicator to watch.  That’s vanity.  What matters is how many appointments are in your diary, and how many of them turn into paying clients.  If my diary is full, I don’t really care how many views my post gets.

You want the right people seeing your posts and engaging with you, so that’s why we find them first and fill your LinkedIn pool with the IDEAL prospects, who then see your posts and comment.

Is that making sense?

Different mindset = different results.

P.S. - We're currently looking for beta users to join our new LINKEDLeads platform. After spending over 23 years working with over 5,000 clients, we are releasing this one-of-a-kind platform to help awesome Coaches & Consultants like you map out every step of an awesome sales and marketing strategy. We're talking about your target audience, polishing up your profile, a daily process, and more!

To request an invite go to https://www.linkedleads.co.uk/authority-amplifier-no-pixel1607017757257

5 Ways Writing Your Book Will Build Your Marketing Nous

Writing a good book is the first step. The next step is actually selling some copies! Gone are the days when the big publishers scheduled book tours for you,  booked you television interviews, and secured radio appearances. Big name authors still get these perks, but most "mere mortal" authors are responsible for their own marketing activities, so having a game plan up front gets you out there, and might even land you a publishing deal.  

Here are 5 things you can do...

1. Get yourself in the spotlight. No more skulking behind the keyboard if you want to make book sales! Be proud of what you’ve achieved and tell the world. Nobody will know about your new book unless YOU tell them about it, using your social media channels, maybe a press release, and any other publicity events you can manage. And a quick reminder: You can’t please everyone so keep your target audience avatar in mind. Don’t listen to the prophets of doom - pay attention only to the feedback from your fans.

2. Well written press releases and buzz-worthy news. What better way to tell the world about your new book than to write a press release. But to prevent your press release from getting forgotten at the bottom of the pile, learn how to write one so your book is seen as newsworthy. In media pitches, mention how you are different from the competition and why you’re the best choice as the ideal interview guests. Of course you want the publicity, but craft your releases and pitches so they come across as a win-win relationship.

3. Practice your diary management. Scheduling interviews, in-person book readings, book signing events, a book launch party, and social media promotion takes a fair bit of planning and patience. Add some travelling into the mix and you may want to consider hiring a virtual assistant and/or travel agent to handle flights and accommodation. Guest interviews can be cancelled or booked at the drop of a hat so your plans can change with one email. Always have a Plan B if a scheduled event is cancelled so your time isn’t wasted.

4. Continue connecting with your social media fans. Consistency is the name of the game when it comes to growing followers online. It’s all about know, like and trust so your fans feel that you are credible and not trying to 'buy' them. Build that relationship, share parts of your personal life and/or business, be human, and naturally enthuse about your book. Just don’t post "buy my new book" every 5 minutes.  Show them behind the scenes [ in-to-me-see]  that you’re a normal, approachable person who cares about helping them more than about book royalties.

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We have a programme that turns you into a published author with your own book, your own webinar, your own social media presence, your own online course and a whole lot more.  Get our £150k treasure map at 

https://instantedge.lpages.co/guru-factory/

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5. Start planning now and use a mind map to structure your marketing plan. Authors need to market as hard and as long as they wrote.  If you want to sell books and expand your fan base, a marketing strategy is important. Start early by brainstorming your ideas and then decide which of these ideas you do in which order for your book launch. Consider outsourcing any tasks you don’t know how to accomplish so you can do what you're good at. Save those tasks that you love or at least know how to finish for yourself.

If you’re overwhelmed by this solo marketing approach, consider hiring help, either an assistant with marketing and publicity experience or a Marketing Coach. Stick to a budget but make sure you get news of your book out there in as many ways as you can.

Final point - if writing is part of your business, remember its best selling book, not best written.  Amazon doesn't care about the content, it cares about number of sales first, reviews second.

Instant Edge Podcast Episode 2 - 3 ways to grow your business

IMPORTANT: For this weekend

Here are 10 reasons I think this message is vital for you:

1.      I KNOW you can help other people with your experience and life lessons.  Stop listening to other people’s cd’s and impact more people in a big way with YOUR stuff!

2.      The best way to STAND OUT is with a book and online video.  That’s how I earned my reputation.

3.      The highest paid professionals are coaches and consultants – you can join them

4.      The only reason you haven’t done it yet is cos you think it’s too hard and takes ages.  False.

5.      I’m running my Guru Factory programme starting this weekend and I want you there, so I can help you create multiple streams of income

Check out my honest review of the “Publish A Book And Get Rich Bootcamp” where the big Canadian publisher wanted £34,999 to make you into a published author!

https://jonathanclark.clickfunnels.com/launch-page

6.      The Guru Factory is the easiest and fastest way to get you out there - baby step by baby step.

7.      I know that I can help you get recognised as the expert, starting this weekend, and get you on radio and TV

8.      Learn how to publish a book in 90 days and get it on Amazon.  I’ve done it 3 times myself.

9.      I’ve made over £1 million as an author, expert, speaker, coach, and online marketer and I WISH someone had handed it to me on a plate like I’m doing here

10.   There’s over £500 of bonuses for people who sign up THIS WEEK… but will you?

There are 10 steps to getting paid for your know-how, and I outline them here:

https://jonathanclark.clickfunnels.com/10-steps-to-becoming-the-expert-author

In the 3^rd video I give you my Licence Unlocker letter, where you write a short booklet and get it downloaded by hundreds of company employees

See how to pull in 5 figure months with websites and all the techie stuff done for you

I'll show you how to get Coaching Clients to pay you to work with them without becoming enslaved and chained to your phone. 

Imagine the security of getting paid month after month after month for helping people.  All these results you’re going to learn in this video

https://jonathanclark.clickfunnels.com/5-ways

But if you want to crush your competition, have the achievement of being a published author, and make secure residual income forever more doing something you ENJOY, then look at what I’m covering in this 90 day programme:

https://jonathanclark.clickfunnels.com/guru-launch-series

I hope that helps you.  Weird format I know, but I do believe it’s CRITICAL.  Your message is important – don’t let it die inside you.  Help others by sharing your experience.  Become the Guru and make a difference!  Only 20 places available.  Let me know what questions you have…

You can SIGN UP HERE

Jonathan

P.S. We close the doors on Friday the 5^th.  It’s also worth watching all 4 videos just to learn the steps and get more business.  Stuff I’ve never taught before…

Did This Help You? Any thoughts or questions?  If so, I would greatly appreciate if you commented below and shared on Facebook

http://www.facebook.com/thejonathanclark

http://www.twitter.com/JonathanClark

If you enjoyed this post, share and comment please..

How to build a recurring revenue as a highly-paid author, speaker, coach, seminar leader, or online marketer.

This is just a short video [well, short for me!] which poses one question - How do you take your life’s wisdom and experience and take it out of your head and put it into a product or programme and monetise it?

What do you know right now – what are you good at that can inspire other people or instruct them so that they get more results, an easier life, better quality of life, and you also get paid for it.

Honest review of the book publishing bootcamp May 2015

Did This Help You? Any thoughts or questions?  If so, I would greatly appreciate if you commented below and shared on Facebook

http://www.facebook.com/thejonathanclark

http://www.twitter.com/JonathanClark

If you enjoyed this post, share and comment please..

If I eat healthy during the week, can I splurge on weekends?

Hi there, this is Jonathan Clark from Lose Weight For Scotland – it’s my mission to Crush Obesity, Add Years To Your Life & help you to Look Good Naked!  I challenge Scots to lose 10 lbs of fat or gain 10 lbs of muscle, even if they’ve tried everything else, and it’s guaranteed.

One of the questions I get asked all the time is If I eat healthy during the week, can I splurge on weekends?

A: Saturday and Sunday represent about 30 percent of the week, so too many slipups will put you on bad terms with the scale. Dieters in a 2008 study dropped pounds during the week but stopped losing weight on weekends because they ate too much. 

It’s easy to cancel out five days’ worth of healthy eating with a weekend food fest. Consistency is key. Consume a similar number of calories on Saturday as you would a week day, she adds. Weigh yourself Friday and again on Monday. Any weekend weight gain is a sign you went overboard. On weekends, be sure to eat breakfast. Studies suggest that people who eat breakfast eat fewer calories later in the day. And give in to a treat during the week, so you don’t have the urge to splurge on Saturday.

A lot of experts recommend having a Cheat day – that’s one day in the week, usually at the weekend, where anything goes.  You can eat whatever you want.   It feels like a treat and gives you a reward for all your hard effort during the week.  So the idea is to deprive yourself of sugary snacks and cake til the cheat day [usually the weekend] and then savour every bite before you start another week of good behaviour.  That usually satisfies the beats for another week, and the spike in calories keeps your metabolism high cos your body doesn’t think its in survival mode – it thinks its found an oasis of plenty in the otherwise dry desert!  I know what you’re thinking – eating rubbish can help you lose weight!  Welcome to paradise J  Enjoy your cheat day guilt free.

Lead generation and small business marketing course