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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.
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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
