HOW TO SELL
So what do you do if you have already reached that “high ticket” price point. How is selling to those clients different then selling to people at low price points.
The first thing we need to talk about is the fact that no one in the world buys products - people buy solutions to their problems. Even if it is a vanity purchase it is still a problem for them in the sense that they “want it”!
The more desperate they are for that solution, the more they will pay for it and the quicker they’ll open their wallets.
Doesn’t matter how much it costs!
If they are in real need for the solution - as in, their business is really hurting and they’ll be out of business in a matter of months if they don’t fix the problems; you are offering them a way out, price is irrelevant
And the clearer you make it for them that YOUR solution is their way out, the quicker they’ll jump in to take it.
With that said, the question now is how you present your solution to your prospect in a way that is a #nobrainer for them to buy from you.
I broke down this concept in 3 simple strategies
to help you land those high ticket clients:
The first step to land any client is to get them to see you as an authority and expert in your field. This will build instant trust and allow you to communicate with that prospect in a simple and open manner.
People buy from people at the end of the day, and human beings are naturally drawn towards people they can relate to and connect with.
The secret to becoming an authority in your prospects eyes are just a few simple techniques:
- The tonality that you speak in, which basically means variating from low to high in different moments in order to keep your prospects attention;
- Showcasing your experience by highlighting clients success stories;
- Providing feedback (or giving them advice) - if you are seen as a person who is trying to troubleshoot their pain point with them, on the spot, and your advice is actually good and makes sense, just that alone will make you seem like a true authority in the field you are in. Think of it as a mini consulting session that gives a demo to your client or how it will be to work with you. I use that technique a lot.
The next thing I'm going to talk about is mindset, because it is one of those things that’s going to be your pitfall 100% of your time. Because the bottom line is what we believe in is what stops us from succeeding.
So how do you overcome that? Well, you have to change your beliefs. And how do you do that? In our course, we actually have a method for doing this. But let’s say you don't have a method, so I'm going to recommend a couple of things
Number one, I'm a huge believer in NLP principles and just incorporating NLP— neuro linguistic programming, as part of your life. NLP is a library of cognitive processes that people accumulate, so it's very similar to CBT (Cognitive Behavioral Therapy). So they took best practices of all these psychological techniques that work really well, and then applied them to practical things that people struggle with, such as beliefs for example. If your beliefs are not constructive, as in, if they don't bring you any sort of benefits— they're going to stop you.
So what I would recommend is to find an NLP practitioner that can help you change your beliefs because there’s a specific process to it. Another thing you can do is to use a mindset coach or CBT (Cognitive Behavioral Therapy). It's very good to have a lot of tools that can help you achieve the same goal.
So those are the three things that I would recommend to allow you to move past those beliefs that may be stopping you and that will allow you to get to the next level.
When we are talking about creating a sense of urgency on a sales call the first thing that comes to mind is using “we got this limited time special only available today” technique.
But I’m not talking about just saying you’ll raise your prices soon ...
Sure, that works. I’m talking about something else though … I am talking about showing the client what they are missing out on.
How much money is your client losing by not fixing their problem? How much are they suffering for not resolving that situation in their lives?
Hope this helps - Alex