6 Perks Your High-End Clients Will Thank You For

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Ann Ezine High Paying Client

Would you rather work with ten $20,000 clients or eighty $2500 clients?

Yes, I said eighty.

The question is kind of no-brainer, isn’t it?

High-end clients.

They’re the bedrock of a lucrative, less time-consuming business.

But how do you get them?

How do you keep them?

Filling your business with high-end clients requires focus, skill and smarts.

But here’s a start-up guide.

    Where Do You Find Them?

Jeff, a business coach, was obsessed with trying to find where his high-end clients were “hiding.”

Maybe if he hung around the yacht club, or polo matches?

(He seriously considered this.)

It wasn’t until he stopped asking where they were, and created a dazzling program that solved a tough problem for million-dollar business owners, that he began to sign high-retainer clients.

1. Create The High-End Program First.

This seems so simple, yet few people take the time to do it. Go ahead and create a $10,000 or $15,000 program.

You don’t have to offer it.  Just create it, See what it feels like.

If you wanted to attract people who drive Ferraris, you’d sell Ferraris, right?

Not Volkswagens.

So build your Ferrari.

(Apologies to Bug lovers everywhere).

Here are 6 elements of a High-End program…

2. High-End Clients Expect Quality.

High-end clients do not care for cheap solutions – they don’t trust them.

If you are at the top of your game and you offer an A-list packages, your wealthy clients expect to pay your fees.

They may want a deal, but they are not shocked or turned off by the price.

Mahatma Gandhi said, “It is the quality of our work which will please God and not the quantity.”

Quality attracts high-paying clients.

They can go anywhere for their service.  Why should they come to you?

Add details to your package that make it outstanding,

Best-in-Show:

YOUR PACKAGE:

  • How many hours?
  • VIP day?
  • Assessment?
  • Special 2-Hour Intake?
  • Email support?
  • Ongoing Client appreciation*
  • Ongoing Client assessment of wins and gains
  • Access to your other programs?
  • Special Mastermind Weekend(s) with other high-end clients.

What else can you add?

3. Show Them The Love.

The biggest reason high-end clients drift off to another expert is because they don’t feel the love.

* Make sure that your high-end clients continue to feel appreciated, cared for, thought about, and get “special” attention sometimes.

Measure your progress and celebrate results together.

Be sure they see what they are accomplishing with you.

Otherwise they might miss their own achievement.

I’m not talking about babying a high-maintenance nightmare client.

I’m talking about never getting complacent.

It’s a pitfall that will lose you great clients.

4.  Look Like a Million

You, your site, and everything about you is first-class.

Reassure prospects who look for and trust quality.

Look like you could walk into your client’s boardroom, or polo club, and “pass.”

(It’s OK — you can look like a total nerd, just look and sound like a brilliant one.)

5. Use Media

If you have any media at all, use it everywhere.

As far as validation goes, it’s a “10.”

Media is so amazingly powerful it will bring you attention at twice the speed – online or off.

If you’ve been featured on local TV, radio and in print, you “must be” good.

Everyone unconsciously believes this, so use it to your advantage if you can.

Use any media.  Online as well as off.

All media is validating and will bring you a faster response.

6. Get Rid of Your “I Don’t Belong” Thoughts.

Here are thoughts that will take you out every time:

  • “OMG she makes $350K and I don’t.”
  • “I don’t belong in her class/club/social circle.”
  • “She probably spends $10K a year at the dermatologist.”

So how could she possibly be your client?

These thoughts are nasty and will keep you playing small forever.

If you don’t make a million a year, how could you possibly help someone who does?

Simple.

High-Paying clients have bleeding, scary problems.

They just have different problems.

Focus your first-class solution on the problems that they will pay to solve.

If you’re a relationship coach, can you help an unhappy millionaire couple?

Of course you can.

If you’re a marketing expert, can you help a multi-millionaire business owner whose marketing is dead in the water?

Of course you can.

Again, you have to look, act and believe that you can serve your High-End clients..

And your program has to offer the value they expect, and then some..

How to Build a High-End Business

Stay tuned!

5 More Amazing Techniques Showing How to Instantly Bond with VIPs

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Warren Buffet For Blog

 

 

 

 

 

 

 

 

 

 

 

 

Below are 5 more amazing stealth techniques to create an extraordinary bond in the first 5 minutes of meeting a V.I.P. you want to connect with.  These work great, not just for when you are speaking with a V.I.P.  These techniques are great, as they give you a blueprint that shows how to instantly bond with anyone.

1. Allow them to visualize working with you.  (“Let’s say you and I were working together, how would it help your process?”)

You are still keeping it as a potential.  If you have follow the script above, their defenses are lowered, and they are visualizing working with you, but not feeling sold.

2. Engage their thought process.  Do not ask a Yes or No question.

Only ask open-ended questions.  If you ask a Yes or NO question, it can shut down the conversation, or you have to dig yourself out of a conversational hole in order to keep building the relationship.  You are not going to be able to instantly bond with anyone, if they are suddenly made uncomfortable, and put under pressure to answer specific “yes” and “no” types of inquiries.

3.  Use defusion (schmoozing) and embedded commands: “I’m not saying that you and I will work together, I’m saying that if you and I were working together, for example, this is how it would go”… (establish relationship before you do this.)

What are embedded commands?
“you and I will work together”
“you and I were working together”

These are embedded commands.  They are not heard by the conscious mind, but the unconscious.  They are very effective.  And, of course, they will help you instantly bond with anyone.

You need to have a good conversation going, and a feeling of relationship, before you use embedded commands.

And defusion – we all know how to defuse.  Even if you schmooze to your dog, you’ve got schmoozing talent you probably don’t’ even know about.  Defusion is effective because you can switch to another topic, such as the room, the people, the food, the weather, what they like to do for fun, to ensure that the conversation is not salesy in any way, shape or form.

 

4.         Create a triple “yes” set:   You know a few secret things they were going to say yes to…

I see you as an informational resource, I know I can trust you and I know we can trust each other one this.  (You’re smart, good, and we can trust each other.)

This is a triple Yes set.

 

5.         Listen so that they feel listened to.  Nod, change your expression, and let them see the effect their information has on you.

Why?  Feeling listened to is so emotionally close to feeling loved that the average person can’t tell the difference.

And we’re not done!  Stay tuned for the 5 more 7 phenomenal tips on how to create an immediate and engaging relationship in the V.I.P. Series.  And remember, all of this information will help you instantly bond with anyone.

How Nordstrom can help you get more clients

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Can I brag?

We just had the first session of a class on Closing –
you know, that’s when you have a Discovery Call
or Strategy Session and you sign a $8,000 client. [Read more…]

3 Signs You’re About to Make More Money

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Woman with Money3 months ago I was preparing
for a huge JV.   Up til midnight,
18-hour days, crunch time.

I vaguely noticed that my prospects were
forgetting to call, and opportunities
I’d lined up weren’t happening.

I rescheduled the JV.

Like magic, new clients
appeared out of nowhere.
Prospects started calling.
I got a request for a corporate training
and a radio interview.  People wanted my sales training tips.

One guy called to buy a product,
and said, with great good humor,
“I’m trying to give you money!”

What had stopped this flow?

I forgot to relax.

Relaxing is the No. 1 sign
that you are about to make more
money.

I wrote about this last year, and it has
proven so true for me and my clients in
the last 12 months, that I’m writing about it
again.

3 Signs You Are About to Make More Money

Last week I was laughing with one of the world’s leading
experts in East/West medicine, about the hypey
promises of online marketing.  She has many clients
in this field.

“You all want to make a million right now,” she
teased.

“So, how can we?” I shot back.

She paused for a second, then leaned forward
and whispered, “ Relax.”

It seems completely counter-productive.

Actually, it’s one of the signals that you are
about to make more mon.ey.

There are 3 signs that tell you you’re
about to take off.  I’ve watched it
happen to me and my clients –
so often that it’s not a coincidence.

Here are the 3 tell-tale signs…

1.  RELAX

90% of people who make a big financial
shift have had a personal experience that leaves
them deeply relaxed.

You are all of a sudden much, much calmer
than you used to be.  About everything in
your life and your business.

In fact, this is such a huge signal of success
that your friends can feel it.
It’s noticeable.

You don’t sweat the small stuff.
You laugh at bright shiny objects
but you don’t pick them up.

You start to choose the
clients you want to work with.
You don’t take everyone.
The clients you do take are a lot more fun.

When you blog or do videos,
you sound “more like you.”
You’re more authentic.
And your audience grows.

Selling High-End packages and
doubling your income in a week
leaves you jazzed and full of energy.
Not burned out and crazy.

What happened?

Something inside you let go –
because intuitively you know
you’re going to make it.

When you release, you relax.
When you relax, you let go.
When you let go, you are able to receive –
about 600% more than you were before.

 

2.  FUN

All of a sudden, life’s fun again.

Maybe you really like your new clients,
or you raised your rates
to five figures and it’s a thrill, or
you’re nuts about Google hangouts.

It doesn’t matter.

Fun is essential to success.
Fun is critical to mega-success.
Michael Jordan knew this.
Oprah knows it.
Richard Branson knows it.

And you’ve found a way to put
fun into your day.

When you are having fun,
you radiate.

You are 300% more attractive.
And you attract 300% more
opportunities, clients, offers, and mon.ey.

You are operating from your heart-brain,
which has more neural pathways than your
-brain.  This is a big secret of the stupendous
success achieved by world-class super-stars.
They operate from the heart-brain – first.

 

3.   TRUST

You’ve released your death-grip on “six figures”
and “success.”

You’ve started to trust that it will come.

Therefore, you have automatically changed the
way you relate to the world.

We change our world by our perception.
(In physics it’s called the Uncertainty Principle.)

So by the same token,
your world is no longer the same.

It is coming alive with possibilities, offers,
clients, and ideas that bring you mon.ey.

And guess what – it looks easier to you now.

You no longer agonize over every email,
every webinar, every offer.

Therefore, you are actually creating new neural pathways
that allow you to function at a higher level.

So your life really is easier.

Usually, at this stage you have chosen one
business model, one mentor, and one
dominant marketing channel.

You’ve uncluttered.

Guess what?

De-cluttering raises your IQ.

So you really are functioning at a higher level.

Do you notice one or more of these signs
in yourself?

Good.  Get ready to fly.

5 Success Secrets for the Right-Brained Only

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RichardBranson1-16-14

Happy mid-January, and I wish you all
a dash of California weather.

Actually it’s weird to be shopping for vegetables
at the farmer’s market in a tank top.

Somehow my Jersey roots say there ought
to be snow and ice, and I have to EARN
my Spring.

Having to EARN your success is one
of the best ways to sabotage yourself
in business.

If you think you need to embrace all that
drudgery, admin, and nit-picky detail
in order to justify your success – think again.

I happen to belong to the group called
“Creatives.” Some businesspeople
look down their noses at Creatives.

We’re the brilliant flakes, we don’t focus
well (says who?), we may have trouble with
math, consistency’s an issue, and
goals can make us cringe.

Well I got news for ya.

Steve Jobs was an A+ Creative,
and so is Sir Richard Branson.  A lot of
geniuses and gurus of selling techniques
are people who figured out a way to make work — work for THEM.

Just FYI: “Right brain” is really a misnomer.
Normal “beta” brains run at 16-18 revolutions
per nanosecond.

Right brains, or ADD / Creative brains,
run from 4 to 8 revolutions per nanosecond.
And the slower the brain, the faster
you think.

The only reason it’s called ADD is because it was
discovered by a psychologist. If it had been discovered
by an artist, it would be recognized as the gifted brain it is.

Here are a few tips to make work – work for you:

1. If you follow some time management
rules, you’d have every minute of your day
planned. This is hell for the Right-Brained.

HEAD’S UP: If it’s scheduled it’s
not fun. This brain actually NEEDS at least
one hour of unscheduled “noodling” time,
in order to maintain health. Per day.
So if you catch yourself staring out the
window, ditch the guilt. You’re practicing
brain health.

2. Setting Goals can be misery for the
Right-Brained. This is because goals usually
require systematic, respective steps to get there.

HEAD’S UP: Right Brains cannot bear the boredom
of repetitive tasks. This does not mean you do
not have discipline. This means your brain rebels
at bean-counting. Break your goals into 15-minute
segments, and give yourself a reward at the end.
You will accomplish so much more it will
astound you.

And you can get rid of the guilt at not having
“discipline.”

You need to find out how your brain works,
what it wants from you, and how you can best work
together to achieve those brilliant results.

3. Bright Shiny Object Syndrome.
This is a peculiar form of purgatory for the
Right-Brained. Because you can see all the
possibilities, and because the brain refuses
to be bored, which makes you chase every
BSO you see.

This is where Right Brains fall down.
We juggle so well we keep adding more
balls until they all fall down.

HEAD’S UP: Right brains come with
an amazing ability to hyper-focus.
So finish one project at a time. The sky
will not fall if you do not finish them all
this month.

Move all unnecessary emails to another folder.
Turn off your phone.
Find a friend or coach to help you break the
email and phone and social media addiction.

Use that hyper-focus and finish the job.

Congratulate your brain. Like a 5-year-old,
it likes praise and prizes. Let it know how
well it performed and how grateful you are.

4. You’re answering emails at 2:00 a.m.

HEAD’s UP: If you do have a slow-wave
brain, according to Sherry Hardy of
Hardy Brain Training, a computer screen actually
speeds up your brain. It’s like brain heroin.

Regular beta brains can sit in front of a screen
for 6-8 hours and leave. But you get hooked.
You don’t know it, but your brain’s addicted
to the speed.

Get a greater reward for yourself (a trashy
novel, a dance class) anything that will make
you leave that screen at or before 8:00pm.

And Don’t Go Back!

5. Right Brains can hyper-focus, which
means when we’re doing something fun,
we can do it without food or water for 18 hours
straight and not notice.

HEADS’ UP: You may be low in
Executive Functioning skills. This means
you have trouble finishing one short task
and moving to the next immediately.

Others call us inefficient.
We call it bored.

HEAD’S UP: Enlist your brain.
Give yourself 15 minutes
max to finish one part of a task,
and make sure you build in a reward.
Otherwise it won’t work.

You may not think you can hop from one task to
another, but you can do it if it’s a game to your brain.

Realize that you have an extremely gifted brain,
and like Sir Richard Branson, you need to get creative and
make your work life work for you.

Everyone else’s well-meaning advice won’t cut it.

Make it fun, stimulating, and endlessly rewarding.
Build in at least 10 small juicy rewards per day.

And watch your results begin to soar.

The Real Secret to Webinars that Sell

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Portrait of mature woman sitting in countrysideI hope your Thanksgiving was
terrific, and if you’re not in the U.S.,
Bon Appetit anyway!

We had a blast.

It was too cold for turkey on the beach,
so we dined on brined turkey, braised arugula,
and other treats, cooked by 3 professional chef-friends.

Naturally, I ate too much vegan chocolate and
ended up totally wired at 3:00 a.m. from the caffeine.

But it was worth it!

Today’s story is about webinars.
Not webinars for lead generation,
not webinars products, but webinars
that sell.

Here’s the real reason webinars sell –
and why so many of us fail to see it.

Donna was a first-class business
coach who had a secret problem.

She didn’t have enough clients.

And her peeps constantly told
her how they’d love to work with her,
they just couldn’t afford it.

Donna didn’t know how to get
past “Love to, can’t afford it.”

It was like the Rock of Gibraltar
blocking her path.

What was really stopping her?

Donna had an extremely logical,
rational mind.

On her webinars, she presented
the facts, her stunning results, and
she let the results speak for themselves.

Bad move.

So when prospects called about
working with her, they were stunned!
shocked! that her programs cost that much!

Donna’s webinars were not doing their job –
which was to put her audience into an emotional,
slightly anxious state, and leave them there.

So by the end of the webinar, her audience
was in a longing-for-it, dying-for-it, gotta-have-it
feeling state.

Does this sound too dramatic?  Distasteful perhaps?

This is the secret state from which we
all make a move, and buy.

Donna’s job, on her webinars (and phone calls
and Facebook ads and every other piece of marketing)
is to place her prospects as closely as possible
into that feeling state.

So that by the time they call her, they’re
half-sold, or pre-sold, and it’s all over but
the shouting.

But Donna was a former math major.  She herself
didn’t respond to such tactics (she thought),
so why should anyone else?

The truth is that Donna, left-brained as she is,
buys for the same reasons everyone else does.
She just doesn’t recognize it.

When she did her next webinar, she
agreed to throw out her old format.

    • Her new webinar started out with a story.
    • She talked about a client who had gone through hell
      before he met her, and how he turned his business
      around in 10 months.
    • She threw out her teaching points and turned them all into stories.
    • Before she introduced a story, she talked intimately to
      her audience, telling them, “And here’s a problem that has
      been bothering a lot of you for a long time. And I know that
      because you’ve told me…”
    • She deliberately created an intimate relationship with everyone
      on the call, reminding them that they had talked to her,
      confided in her, told her how bad the problem was.
    • Her slides were filled with emotionally-driven pictures.
    • And when it came time for the offer, she took her time.
      She told them that she knew the secret reason they had come
      on the call (which ensured that everyone was listening hard.)
    • She stunned her audience by telling them that they had it all
      backwards – that they were concentrating so hard in one direction,
      they couldn’t see the real reason why they were stuck. You could
      have heard a pin drop.
    • She took them into the future, not a place the mind normally goes,
      and painted a gorgeous picture of where they wanted to go.
    • She told them that there was just a 3-step difference between them
      and the most successful 7-figure entrepreneur.
    • Then she offered her program as that 3-step solution.
    • Donna spent nearly 20 minutes, moving her audience from pain to
      pleasure and back again.  She asked quietly how much longer they
      were willing to stand that pain.
  • Then she stunned them again by showing 7 amazing results
    she’d had with her clients, in rapid-fire succession.

There are 9 points to a great offer
on a webinar, and Donna
hit each one of them.

After the webinar was over,
she got 21 requests for a strategy
call.

Donna sold 11 people into her program.

Emotion gently pulled her prospects out of
their thinking state and into their
feeling state, the only place from which
they will make a move, and buy.

You don’t logically talk someone out of
their resistance.

You melt it.  With feelings.

Donna is ecstatic, and so are her new clients.

And she will never again underestimate the power
of feelings to bring in the clients.

If You Can’t Open, You Can’t Close

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closed the saleDan was hurting for clients.

A terrific business consultant and one of the top sales trainers out there, Dan’s work impressed
people.

But too many of them “disappeared”
somewhere before or after the sales conversation.

Dan read books on closing, he took courses
on closing, he even practiced closing with his
wife until his wife told him “Enough already!”

Dan memorized the classic closes, such as the “Tie Down,” the “Ridiculous,” and the “Takeaway.”

But too many clients were still melting away.

What was wrong?

Dan wasn’t setting up the close.   At all.

Why?

Dan didn’t know that the sale begins at “Hello.”

If you can’t open, you can’t close –
as much and as often as you’d like.

When Dan met prospective clients, he’d say:

“I work with small business owners up to
$25 Million to eliminate overwhelm, straighten out
their distribution and cash flow, and increase their business.”

His posts and articles were educational,
with no stories so prospects could relate.

Dan was talking all about himself and his service.

  1. Dan did not realize that his prospects didn’t care about Dan, they cared about what Dan could do for them.
  2. He was not monetizing his service for them, so they did not instantly “see” how much money he could make them.
  3. He was not showing them a huge Before-and-After gap that would impress them with his expertise.
  4. He was not putting his results into stories – the ultimate sales tool.
  5. Dan talked too much –thus shutting off any anticipation, curiosity, intrigue, and anxiety that maybe Dan had tricks up his sleeve his prospects didn’t know about.
  6. Dan did nothing to arouse feelings in his prospects, and feelings are the only way the Old Brain (the real buyer) will become interested, and the only way prospects will want “more.”

Dan was not creating desire, anticipation, and leaving his
audience hungry for more – which is the heart of superb sales.

The sale begins at “hello.”

Dan said, “I give a great service.  Why do I have to sell people?
Why can’t they just read my articles and testimonials?”

Because they’re too busy.
Because it’s a buyer’s market.
Because you have to seduce your buyer – from the word Go.

After we worked together, the light bulb went on.

Dan began to talk in the language his prospects wanted to hear.

He finally used stories:

“When I met Mark, he was working 12-hour days, struggling to
meet payroll, and too busy to grow.  Six months later he brought
in over two million, and took his family to Italy for 2 weeks.”

His clients began to feel their own pain in his stories.

And they began to see their salvation in his results.

Dan created a whole series of stories to use in order to heighten the
interest, curiosity, desire and anxiety for what he did.

He stopped taking too much.

He began to “romance” his prospects, feeding them
tantalizing bits of information in conversations and emails
that aroused their interest to a fever pitch.

By the time the sales conversation came around, there
was no need to “close.”

It had already happened.

Dan increased his signing rate by 50% and he’s still
climbing.

And he no longer worries about the close.

The Real Reason You Keep Your Fees Small

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jackolanternI love Halloween, however, no one trudges up
my very steep hill for Trick or Treat.

So I run down to Silverlake and stand on the corner,
doling out candy to mobs of tiny witches and goblins.

This week’s story is about the goblin in your head
that tells you not to charge too much.

I was talking with Abby last week, a successful entrepreneur
who was worried about raising her prices.

“I just don’t see how I could charge $5500
for a 12-week course,” she said.

And then she said those terrible little words:

“I don’t see how I can deliver all my results
in just 3 months.”

Abby was afraid – her integrity was on the line.

How could she charge THAT MUCH MONEY
and be sure that every single client got every single dime
of value?

What was the problem?

An insidious, tricky goblin-thought that traps entrepreneurs
every time.

Abby was seeing herself as a commodity.

What’s a commodity?

In this case, it’s a person who sells hours for dollars.

When I speak to insurance brokers and attorneys,
they ask me, “So how much do your charge per hour?”

Their industries are commodity-based, and that’s the way
they think.

They’ve got their marketing message all wrong.

The fabulous thing about being an entrepreneur
is that you are free from commodity-based selling.

You can sell on value.

The problem is, a lot of entrepreneurs don’t
get this.

When Abby said, “I don’t see how I can deliver all my results
in just 3 months,” she was worried that her clients
would not get their money’s worth.

That’s Commodity thinking.

Secretly, Abby felt that she had to earn every nickel,
or she “wasn’t worth it.”

Abby felt her integrity was on the line.

(Can you see how this leads to exhaustion?)

Do you question why Tony Robbins charges
$100,000 for his advice? Of course not.

Tony understood this a long time ago.

Abby didn’t.

First she had to get rid of her underlying belief
that she had to earn every nickel.

Then she had to position a course that was
based on the value to her clients.

If Abby taught people how to make
an extra $25,000+, she could
certainly charge $5,000 for her course.

The value is based on the value
to the clients.

This is value-based selling, and we are in one of
the industries that can offer it.

Back to Abby.

When we worked together, it was like her feet were
nailed to the floor of this belief in hours-for-dollars.

Even though she knew better.

When she finally realized what thoughts were
causing her to believe she had to “earn every dime,”
she had a Eureka! Moment.

“I don’t have to earn every dime,” she said, smiling.
I do have to realize that I’m worth every dime.”

Her integrity was no longer on the line.

Because now she knew she was worth $5,000
for a 3-month course.

And she’s busy putting together a high-end package
to do just that.

When you are no longer a commodity,
everything about you changes.

The way you look, speak, and the services you
offer – all reflect a new, highly valuable you.

This is not woo-woo. People get your new vibe.
It is one of the bigger secrets to attracting high-end clients.

So, are you still a Commodity?

Banish the Commodity Goblin and watch just
how far you can go.

Elephant Under The Rug

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ElephantJust got back from a gorgeous trip to
the East Coast, although 5 hours of waiting in the
airport (bad storm) didn’t give me time
to finished this week’s article.

So – here’s the story that got the most
comments ever from readers.

Let me know if it rings true with you.

Always Mention the Elephant Under the Rug.

Kathy was a crackerjack sales expert who could
teach anyone to sell.

When people asked her what she did, she
told them:

“I show entrepreneurs how to start making money
to the tune of an extra 4-5 figures each month.”

So why weren’t people signing up in droves?

Kathy loved sales so much, that she forgot…

nearly everyone she talked to hated sales…

and secretly hoped their marketing efforts
would bring in the business…

so they wouldn’t have to “sell” – ugh.

Kathy couldn’t make any progress-

Or even utilize her amazing prowess and sales techniques.

And that’s because she was ignoring the Elephant Under the Rug,
or the Big Objection.

We all have one.

It’s the Big Objection that your prospects are afraid
of, and that keeps them away from you.

Because no one ever talks about it.

Here are some Big Objections:

THEY SAY: I show entrepreneurs how boost sales by 4-10K a month.
YOU THINK: Oh sure!  Easy for you to say!  I hate sales!

THEY SAY:  I increase my client’s business with mobile marketing.
YOU THINK: Your service would never work for me.  I don’t even know what it is.

THEY SAY: We show overwhelmed professionals how to simplify their portfolios.
YOU THINK:   What makes you any better than my investment guy?

THEY SAY: I sell a skin care cream that takes 8 years off your face in 12 weeks.
YOU THINK:  MLM!  (Gasp!)  You want me to pester my family and friends!

THEY SAY:  We increased visitors to a healthcare site from 3.6M to 6M a month.
YOU THINK:  I couldn’t possibly afford that.

What’s the solution?

  1. Find the top 3 Secret Objections all your prospects have.
  2. Mention each one casually as you talk to people.
  3. This lowers their anxiety, since you brought up the bogeyman first.
  4. Handle the objection before they have a chance to turn you off.

Kathy realized that if she talked out loud
about how people dreaded sales, they paid
much closer attention.

She began throwing in stories like these:

“When I met Julie she was afraid of those sleazy sales tricks
she’d heard other people use.

“Now Julie has a whole new outlook on what selling really is.
And she quadrupled her sales in 5 months.”

By deliberately mentioning “sleazy sales tricks,” Kathy…

  1. Acknowledges that she knows what her prospects are thinking.
  2. Demonstrates that it’s possible to quadruple sales without sleazy tricks.
  3. Neutralizes the fear that her prospects have of sales.
  4. Opens a much wider door to working with her.

What’s the Elephant under Rug in your Business?

What’s the biggest secret objection people have to working
with you?

Mention the objection, neutralize it, and you will
have far more engaged listeners…

who will be much closer to working with you.

Because they trust you a lot more.

Your Secret Sales Weapon That’s Hiding in Plain Sight

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COUPLE AT MOVIESThis story is about how much easier it is to make a sale when you use your Secret Weapon.

Lisa was one of the top sales trainers I knew.

And she was trying to fill her client schedule,
And she was spending a lot of time on the phone.

She heard a lot of:

“Sounds great, I’ll get back to you.”
“Wonderful, I don’t have the money.”
“My partner doesn’t want me to sign up for anything else.”
“I just spent $10,000 on a Guru course, I’m broke.”
“I’ll think about it.”

Sometimes it was so awful Lisa would
jump in her car and head up the
coast, pounding the steering wheel.

And crying.

Now Lisa was a fabulous coach.

And she was terrified of sales.

Every time she picked up the phone
And knew she had to “sell,” her terror got worse.

She has taken sales courses that didn’t feel
right to her.

She had read books about closing, but
she could never maneuver her clients into
that “closing conversation” she read about.

Lisa was running out of options.

Worse, she began confusing her inability to close
with her performance as a coach.

So doubt crept in – about everything.

She was miserable.

Meantime, Lisa was a devoted mother to
Two daschunds and a Siamese cat.

And a great partner to her boyfriend.

And a terrific daughter to her mother,
who asked her when she was getting married
every other phone call..

CatLisa coaxed her cat to swallow
his allergy medicine without scratching her.

She charmed her daschunds into going
outside in the snow, even when they dug
their toes into the doorstep and refused
to budge.

She buttered up her mother so that
she was able to avoid the prying questions and
still enjoy her mom.

She knew just how to get her boyfriend to take her
to a chick flick.  And make him think it was his idea.

What’s the point of all this?

Lisa was brilliant at sales.

She just didn’t know it.

She knew how to be charming, shrewd, and
persuasive.

She knew just when to press the issue, and when
to back off.

She knew how to get exactly what she wanted.

She just never applied any of this to
a prospect conversation.

When she finally started treating her prospects
like they were old friends and family members,
Lisa relaxed.

She found out that there’s a natural rhythm to a
sales conversation, just as there is a natural rhythm
to getting a cat to open its jaws and swallow a pill.

Which she knew how to do.

Lisa had a secret weapon hiding in plain sight,
she just hadn’t been using it.

Finally, Lisa stopped  “selling.”

She stopped making it so hard.
And started talking and listening,
and laughing, and offering suggestions.

Lisa signed her very next client.
And the next.
And the next.

Picking up the phone became as natural
as breathing.

She even looked forward to her
prospect calls.

Lisa doubled her client list in less than six months.

She made it easy.  Because suddenly it was.

And she never looked back.

Want to find out how to do what
Lisa did.

Join us this Thursday.  http://www.yourdesiremap.com/