Perhaps my highest goal in 2020 is to get every member of The Edge to focus some of their time and resources on catching a whale. So, of course I’ve set up some of my curation and search tools to look for others who offer advice in those areas. I don’t know of Stephanie Burns, but the seven tips she provides to win high-value client are about as good as any seven you could find. Play close attention.
1. Believe You’re Worth The Money
If you’re secretly thinking you’re overcharging, or believe that selling your high-ticket offer means you’ll have to be at your clients’ beck and call 24/7 and will have no life, you’re not going to close the deal. Potential clients pick up on your doubts, and will not purchase, because something feels off. But did you know that higher ticket clients are busy, successful people who are usually far less demanding than low-ticket folks? They simply want the result. Not sure you’re worth the money? Remind yourself of your worthiness by jotting down 25 things that make you the real deal, and hang it in your office to silence your inner critic.
2. Send Other People Business
Business owners who give referrals, get referrals. If you’re in this place of “I wish I had more high-ticket clients banging down my door!” stop pouting and start sending other people the kind of high quality referrals you’d love to receive! People reciprocate. In other words, make this a daily habit and you’ll open a floodgate of ready-to-invest referrals popping into your inbox. [Note from David: This is a core concept of my “How to Catch a Whale” course.]
3. Share Your Client Success Stories
For leads to invest high-ticket, they need to feel you’re a “safe bet.” And the way to do that is sharing social proof everywhere. Make it part of your process to get video testimonials. Post them on social media. Use them for ads. Put them on your website. Also, get them transcribed and turn them into written testimonials. And whenever you open your mouth, talk about the results you’ve created for your clients.
4. Attend High Quality Events
In person instantly creates trust – so events and gatherings are a great place to land high-ticket clients fast. Dress the part. Show up with confidence. And make a stellar impression by giving attendees your full presence (make them feel like the most interesting person in the world). Next? If they’re a lead, ask them for their email address, so your assistant can set up a call (take leadership – don’t leave it up to them to reach out!)
5. Woo Potential Clients With Snail Mail
Sending (potential) clients physical gifts or a handwritten letter, is an easy way to stand out. But do you research: AKA, don’t send a huge box of individually plastic-wrapped Christmas cookies to a CEO that cares deeply about the environment! If you decide to send a book, add a note about your choice. Make it feel high-touch, thought-through, customized and personalized (in other words, HIGH-TICKET).
6. Learn Sales Like An FBI Hostage Negotiation Expert
High-ticket selling means negotiating higher stakes deals. And what you currently know about sales might not be enough. Suggested read is “Never Split the Difference” by FBI hostage negotiator Chris Voss, who shares simple negotiation strategies based on talking some of the world’s most feared criminals off the ledge. Apply his tried-and-tested principles to your sales process, and see your revenue soar.
7. Upsell Existing Clients
It’s very likely that you already know all the high-ticket clients you could wish for in 2020. And they might even be people you’re currently working with! Instead of trying to squeeze everything into a package that doesn’t give them what they need, have a chat, and say, “Hey, I sense that you need more support with this, and I’d love to provide it, how about we upgrade you to a package where you receive A, B and C instead of just A?” You’ll be surprised how often this makes them feel acknowledged in their experience, as they happily move into the position of high-ticket client.
Think about how you can put each of these to work for you, and you’ll be that much closer to your Whale!