7 Steps to Solve High Paying Clients' Biggest Challenges
Zig Ziglar once said, "You can get everything in life you want if you will just help enough other people get what they want." And it's true. Business is pretty simple. You clients have a need that usually presents as something they perceive as a challenge or problem. You show up with a solution to their problem and wa la -- you now have a new client. And high end buyers are very happy to invest their money for you to solve their challenges.
You have probably noticed that the market is changing rapidly. People are in information overload and they are being bombarded with "potential" solutions to their challenges. To find and keep high paying clients today, businesses need to get "back to basics." And there's nothing more basic than being of service to your clients: no clients, no business.
The one area that I find that most entrepreneurs are falling down is in the department of sales. I know...there I said the dreaded word...SALES. Think of sales this way.... There are a lot of reasons for this, but the number one reason is fear of selling. The challenge is that in today's market people are totally overwhelmed with information online and most entrepreneurs are relying on mass online marketing methods -- which is quickly resulting in plummeting revenues.
The reason is that marketing was not intended to do sales. The intention of marketing is to raise awareness of your product or service to your ideal clients and communicate the value you offer. Sales is everything you do to enter a relationship with your new client from enrollment to signing a contract. Sales is simply being of service and providing the opportunity for you to solve your clients biggest challenges.
Without marketing you would not have prospects or leads to follow up with, but yet without a good conscious sales technique -- one that does not feel slimy or manipulative -- your business will not be profitable.
Enrolling high end buyers who can afford your programs and services is not at all like enrolling the general public online. It is all about building relationships and being of service.
Let me repeat:
Selling isn't about pulling one over on someone. It's about problem-solving and working with a client toward a solution. A client needs something from you. You have a service (or product) that solves a problem that the client has. The client has something you want--a problem that the client will pay you to solve. Remember that it's a two-way street.
To get back to basics in regards to sales, we must re-establish the fundamental approach of selling. Sales Is a science -- there are methods and processes that if put into practice on a consistent basis will lead to increased business, even in the most challenging of economies.
Here is Your Getting Started Checklist:
Be clear on your ideal high paying client profile: A strong sales foundation starts with a strong ideal client profile. You have to know exactly who you are talking to. Otherwise, you will waste both dollars and time trying to grow your business.
Schedule consistent time daily or weekly to pick up the phone and be of service: Nothing is more important when it comes to selling than to manage your time. The most successful sales people set a dedicated time each day (or week) to make the calls. They schedule it on their calendar like any other high value appointment.
Prepare your database: Do you have a list of who you want to serve through your product or service? After all, this is what all of the marketing effort is for. I have had clients enroll $50,000 worth of new business with their ideal clients off of a database of 75 people. You have to start somewhere.
Know what you are going to say and be clear about the value you offer: It is often a misunderstanding that people think they need some sort of elaborate script. Simple scripts are always best. Be authentic and remember, your intention is to build a relationship here.
Assemble your enrollment support tools: Are your enrollment tools setting you up for success? Do you have an brand that positions you as an expert and an attractive website that shows that you mean business, a brochure or other marketing materials and thank you notes? Make sure you are prepared before you pick up the phone.
Mindset is EVERYTHING: If you are afraid to have sales conversations or have some resistance around it, you are not alone. Even 84% of professional sales people report having call reluctance. Let's face it, when you think of a salesperson you might get that image of the used car guy. You know ... the one with the sleazy shoes and all the jewelry. In reality nothing on the planet actually sells itself. All things need a salesperson and you are the best person for the job!
Pick up the phone and start transforming lives: My clients are always pleasantly surprised at the results of actually picking up the phone and talking to their prospective clients. And the clients like it too. It feels good to build relationships -- on both ends. The key to success is making the calls from a place of being of service. How can you go wrong with that intention?
Remember, selling to high end buyers is all about all about building a relationship with your prospects and listening to their needs. Once you've built that relationship, shown you care, and earned their trust, you are on the road to enrolling them as a customer and changing lives.
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© 2013 Kelly O'Neil International
Brand Marketing Strategist and Leadership Coach Kelly O'Neil teaches women around the world how to become known as thought leaders in their field and build financially abundant conscious businesses that make a big impact in the world. Get her Spiritually Rich™ Swag Bag full of goodies at www.kellyoneil.com.