Episode 102: Overcoming Your Fear of Making High-End and Big-Ticket Sales
Everybody wants to make those high-end big-ticket sales, but most people are too afraid to do it. My guest today, is Wendy Stevens. She has been on the show before talking about 7 Figure LinkedIn Marketing. She is part of my team and the Big Table. Today, we talk about something that we both do, and that is actually make those big-ticket sales.
Some of the things we discuss is taking a funnel and expanding it, so that 7-figures is a reachable and likely goal. We talk about the number one thing you can do to quelch your fears, not seem desperate, and avoid repelling customers. We talk about putting every variable in your favor and prospect positioning. Along with a way to double your closing rates. We also talk about the 5 questions you can ask a prospect in order to get a yes on these important sales calls and interviews.
You can find Wendy here:
Ask Loral
Wendy’s Website
Wendy on LinkedIn
Wendy on Twitter
Wendy on Facebook
Wendy’s YouTube Channel
Show Notes
- [01:47] The funnel is the very first most important thing.
- [02:13] You need to have more than one lead in your funnel.
- [02:23] You need to have multiple qualified leads and prospects.
- [02:35] You do not want to appear desperate when trying to sell a big ticket item.
- [03:00] The art of high ticket cells begins with eloquence and eye contact. Your vibration comes through the nanosecond you first encounter the prospect.
- [03:34] When you learn the skill of high ticket sales you can just date and then get married.
- [04:20] Step one is to put every variable in your favor and properly position your prospect. Use a brilliant video before you even get together.
- [05:02] People double their closing rates just by sending a video up front.
- [05:48] You can also have somebody send you their top three reasons why they want to talk to you.
- [06:04] Write down who, what, how, where, and when. Be genuinely curious.
- [09:03] One of the best things Wendy ever did was go to Loral’s Big Table.
- [09:44] If Wendy lost everything today and had to start over, she could generate quality prospects by proper positioning, posture, and getting on the phone.
- [10:12] Find out the emotional impact of whether your prospect is or isn’t reaching their goal.
- [10:39] Five questions to get to the pain point.
- [10:50] If you could change one thing in the world right now what would it be?
- [11:30] Be comfortable with silence and allow the prospect to answer.
- [16:13] On a scale of 1 to 10 how important is it for you to create generational wealth?
- [19:01] If you want something bad enough, you will figure out how to get it.
- [21:22] The third question is: What is your pain level?
- [21:48] How important is it for you to do what you are trying to do?
- [22:43] If they are sure it matters to them, then asked them why it matters. If they aren’t ready, say that you will get back to them.
- [23:47] Ask yourself how many prospects you need to talk to in order to get to a yes.
- [26:36] We are also going to do a limited workshop on how to achieve high-ticket sales.
- [26:51] There is an absolute formula to this.
- [27:02] Make sure you’re being aware of the four personality types and paying attention to everything that your prospect is doing.
- [27:10] Notice whether they are committed and if there’s a personal impact. If there is no passion, then take it away.
- [27:35] Begin the commitment process by charging them immediately.
- [28:21] Ask powerful questions and then be quiet and just let it sit.
Links and Resources:
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Episode 99: Marketing Is the Answer to Everything
Business strategist and extraordinary marketer Adam Kipnes is here today to talk about how marketing is the answer to everything. Marketing is what starts everything in your business. People and businesses make money through marketing and marketing strategies. Marketing and tracking your revenue generating activities need to come first.
We also talk about putting strategy before tactics and finding your ideal customer and knowing what you want to say to them. Adam talks about the system he has built to put marketing first to make clients money, the five major components of a marketing plan, and his strategies that you need to start using in your business today.
You can find Adam here:
Ask Loral
Free Book From Adam – How to Make More Money in Your Business
New10K.com
Show Notes
- [01:36] For the past 18 years, Adam has been working with small business entrepreneurs to help them grow their business.
- [02:05] In this time, Adam has learned what small business owners are doing wrong when it comes to marketing.
- [02:25] Adam’s goal is to find new revenue through marketing techniques, and then utilize that money to build a better business.
- [02:48] Why do people need marketing first? Small business owners need more money. The reason small businesses owners need more money first is because they don’t usually have money set aside to grow the business.
- [03:27] Being better at your business doesn’t grow your business. Marketing grows your business.
- [03:59] The five major components to marketing and marketing plan. Leads, conversions, transactions, higher prices, and more profits for your business. More leads is the first component.
- [04:12] Sales and conversions is the second component. Once you get people to say yes, you want to have a plan to get them to say yes again. This is part of the marketing funnel.
- [04:46] Once you have repeat customers, you can raise your price point. This will drive more money into your pocket.
- [04:57] Once you have these things, you have strong sales, pricing power, and more profit.
- [05:37] Conversions is getting people to say yes to you. The key to a good conversion is understanding the problem that the prospect has and the solution you deliver.
- [08:39] An example are the drinks in front of the cash register at Home Depot.
- [08:58] Think about things that you can offer your clients.
- [09:43] It’s important to put the revenue-generating side of your business first.
- [10:36] Before you do anything, ask if what you are about to do will get you paid?
- [11:05] Also ask if what you are about to do will serve your purpose?
- [11:22] Does what you are about to do need to be done by you?
- [11:53] Does what you are about to do need to be done at all? Cut out activities that don’t add value.
- [12:27] Get off the treadmill of just doing the work every day, and implement the things that you need to do to make money.
- [12:51] Produce a revenue chart. Tie everything you do with revenue production.
- [14:01] The purpose of the funnel is to get people engaged with you. Get them ready to buy your high ticket or more expensive services.
- [14:17] You can offer something of value to get people to engage like a free report. Once they engage, you can then move to a book or a lower end service, then get them to engage with you personally, then move to something high end like a coaching program.
- [15:30] The engagement process can be through Facebook, face-to-face, or even through a podcast. Try to get initial engagement that your audience cannot say no to.
- [16:33] Funnels work because you get value, create value, and your customers know, like, and trust you.
- [17:26] The first step is knowing who your customer is and what you want to say to them.
- [17:50] The strategic side is first. Then the tactical side is finding out where these people are at.
- [19:36] We have people who know us today that are low hanging fruit when it comes to capturing leads. Start with the people who already know, like, and trust you.
- [20:14] These people can also be referrals or joint venture partners.
- [21:19] You can download a free book from Adam at FreeBookFromAdam.com How to Make More Money in Your Business: 8 Strategies You Better Start Using in Your Business Today!
- [21:38] The first strategy is how to use messaging on a lead capture page. A lead capture gives visitors one thing and one thing only to do.
- [22:08] The second chapter talks about joint ventures. Think about the other people who sell to your client.
- [22:56] Statistics show that people buy from the fifth to eighth contact. Having a drip campaign is critical.
- [23:19] The last chapter talks about how to make more money through the use of bundling versus discounting.
Links and Resources:
- Loral’s Real Money Talks
- Ask Loral
- Free Book From Adam – How to Make More Money in Your Business
- New10K.com
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Episode 83: Eye-Opening Marketing Tips with Chris Williams
Chris Williams is a world-class marketer and salesperson. We have known each other for years, and we both have a love of sales in common. Everybody wants more customers and that comes down to sales. Everyone looks to the marketing community for leads, but even if you get those leads they aren’t going to convert unless you know how to sell.
Today, we discuss the most important part of sales, and how many people are afraid of the follow-up. We also talk about Facebook sales strategies, how to have that all important sales conversation, time-blocking, some of the most important things you can do to get more sales, and more.
You can find Chris here:
Wide Awake Business on Twitter
Wide Awake Business Website
Chris Williams on LinkedIn
Show Notes
- [01:20] Chris Williams began selling when she was nine years old and sold more Girl Scout cookies than anyone else for three years in a row.
- [02:02] At her young age, she understood the advantage of leveraged time and got friends and relatives to sell the cookies for her.
- [03:14] The most important part of sales is follow-up. 80% of business owners and sales reps never follow-up after the first interaction. Also, 80% of people don’t make a decision until after the 5th interaction. If you don’t follow-up it’s never going to happen.
- [04:46] People often fail to follow-up, because they don’t want to bother people or they have a sales problem.
- [05:16] There’s nothing wrong with calling people when you have a reason to call them.
- [05:59] Gracious follow-up strategies include visiting or dropping something off with a potential client every 3 weeks. Otherwise they will just forget about you.
- [07:06] Once you identify a potential prospect find them on LinkedIn and Facebook and have a conversation with them. A handwritten note with a sticky note on an article that’s appropriate for them is a great way to follow up.
- [07:49] Don’t stop following up. Follow-up until they tell you no. I love it when people say no not now, because I immediately make a date to follow up.
- [08:42] Get used to no, because it just means not now.
- [09:23] Most people get their business from no not now and taking advantage of the follow-up.
- [09:48] If your why isn’t clear enough, and you’re not doing something for a specific reason then you can get your feelings hurt all day long.
- [10:31] Get clear on your big why and what gets you out of bed every morning. Understand the consequences of not accomplishing what you set out to do.
- [11:43] There are a certain amount of people that have to get through your funnel in order to have a conversion. If you have someone who’s just a phone dialer they need to do a hundred calls a day. Understand how many people you need to get through the top of your funnel in order to make two or three productive cells.
- [12:59] How many brand new people did you talk to last week?
- [13:21] 98% of emails go unread, and most people at networking events just chat with their friends.
- [13:40] The sales process. Always ask open-ended questions. Start with how or what not why. Always leave the conversation.
- [14:07] Ask situational questions. Understand what the person’s problem is by asking open ended questions that begin with how or what.
- [15:49] Ask if I could… would you? Go out and ask five people.
- [16:33] Talk about things from a sales perspective not a subject matter perspective.
- [19:09] Most people don’t make all of their money from online sales. People buy from people.
- [20:15] New Facebook strategy. Post your blog on Facebook and then once a week give out a tool or PDF. Get them in your database. Then do a little Facebook Live to augment that.
- [22:12] Get people out of the social channels and into your database.
- [23:47] Integrity and making money when you say you’re going to make money.
- [24:28] Challenge: go over the last two weeks of your calendar and highlight everything that’s personal time. Then highlight everything that’s revenue-producing in green. Figure out where you’re spending your time. Don’t waste time, make money.
- [25:39] Have a power hour where you block out an hour every day where you are making sales calls. Providing you have a list of people to call.
- [26:35] Final words: Power Hour, If I could would you?, and highlight revenue-producing time in your calendar.
Links and Resources:
Wide Awake Business on Twitter
Wide Awake Business Website
Chris Williams on LinkedIn
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