28  April 2016  |   Posted by Lisa Sasevich
 

Asked-and-AnsweredPeople ask me a lot of questions, so I thought it would be useful to gather a few of the most important ones together and answer them here in one place.

These questions are important because their answers can save you from making costly missteps as well as dramatically boost your sales and impact in the world.

So enjoy this smorgasbord, covering the gamut from product development to charging what you’re worth to conquering stage fright, just below.

     

  1. How can I conquer my fear before going on stage?

When I start experiencing stage fright, it’s usually because I am focused on myself, how I’m going to do, if I’m prepared enough, how I look, will they like me, etc… The minute I catch myself in that cycle, I remember that it’s not about me, and I shift my attention to them. I think about the message I want to give them, the transformation I want to provide that day, and what I can say to really make their time with me worthwhile. As my attention shifts from me to them, my stage fright instantly goes away!

     

  1. What makes a good bonus?

A good bonus is something the client would want anyway. It’s something they’re salivating for. When you combine such a bonus with an “act now” limiter, your prospects have the option of “thinking about it” and paying hundreds or thousands for that bonus later, or acting now and getting it free.

Another great bonus is something that handles an objection that would keep a prospect from buying. For instance, if I’m selling Speak-to-Sell and people think, “Okay great, I’ll do my talk and my offer but I have no clue how to get booked,” and then we give them our Get Booked Toolkit as a bonus, the problem of getting booked and having their talk are solved, and their main objection disappears.

     

  1. Should I take a client who is telling me that the other programs they’ve invested in “didn’t work”?

Before you take the step of working together, especially if it’s at a higher level, you really need to suss out what didn’t work for them. Otherwise your program may end up being the next one that failed for them.

When I’m in that situation, I ask what the programs were that they invested in and implemented and didn’t work. If they list, say, three different experts that I respect and admire, I know something’s wrong. So I’ll say, “That’s amazing because they have many success stories in your field. What do you think it was that didn’t click? Also, can you tell me about your implementation? I really want to talk this through because I want you to see results, and I’m not willing to be the next person on your list.”

     

  1. How can I be confident that my price is worth it?

In order to be confident about what you charge for your services, look at one of your best client success stories and ask yourself, “What would the cost have been to this client had she not invested in my product or service?” For instance would she be divorced, broke, estranged from her teenager? What do you imagine someone would pay if they knew that they were headed toward divorce and your mentorship could turn that around and save their marriage and family? That is the value of what you provide. Make sure that value is in the forefront of your mind when you state your rate and the words will flow with confidence and ease.

     

  1. How can I keep people from refunding in the lag time before my program starts?

To keep the sales you’ve made, you need to get people started with your work right away, through what I call “stick strategies.” Stick strategies allow you to start serving your people right away — so they won’t even think about doing anything but going forward with your work.

For instance, two of the “stick strategies” for our upcoming Ultimate Sales Bootcamp came straight into your inbox right after you registered. The first, my Offer Communication worksheet and training, gets you crystal clear on the unique transformation that you provide and gives you the words to express it. The other is my complete training on discovering your Unique Branded System, which was one of the keys to my business skyrocketing to the multi-million-dollar level.

If you want to create everything you need to fulfill YOUR version of a business and life you love, as you share your blessing in a BIG way with the people who need it, there’s only one more day to sign up for Ultimate Sales Bootcamp

Ultimate Sales Bootcamp <<<Registration Closes Tomorrow

 

26  April 2016  |   Posted by Lisa Sasevich
 

If you want to break into the six or seven figures and work with highly motivated clients as you expand your reach, you really must leverage your expertise with a group program at a high-ticket rate. (By “high-ticket” I mean a sale that is more than $2,000.) 


Sounds great, right?

So, how do you set yourself up so that you have the confidence to make a high-ticket Irresistible Offer™—and your prospective clients have the confidence that you can deliver?

Here is my three-step process for doing just that: 



1. Articulate the transformation that you uniquely provide (aka your offer)
Your first step is to identify the unique transformation that you provide to your clients, and then articulate it, using their words (not yours or marketing speak) about the outcomes and upleveling they’re experiencing. 



2. Identify the system you use to get results
Most people have a natural method, the same questions they tend to ask each client or a
similar process that they follow. 


Identifying your method and branding it is gold—I call this your Unique Branded System (UBS). It shows that you have a proven road map for getting clients from A to Z. This gives you confidence and your buyers, too, because they see that you’ve got a method that works. 



3. Design, package & price your high-ticket program
The secret sauce for designing, packaging and pricing your high-ticket program is having the mindset that it’s not about you. It’s about the value that your prospective clients place on themselves and the outcome they seek in a particular area.

When it’s not about you, you’re likely to be “committed but not attached.” You’re committed to their making a decision yes or no, but not attached to what that decision is.

Embodying that perspective makes you even more attractive to your ideal, high-ticket clients and tends to foster trust. 


Of course, I’ve just scratched the surface on each of these steps. If you’d like for me to walk you through them and much, much more, then my brand-new “Ultimate Sales Bootcamp” could be perfect for you. Join me live in San Diego, May 12-14, 2016.

23  April 2016  |   Posted by Lisa Sasevich
 

There are tons of strategies about how best to utilize Facebook, Instagram, Snapchat, and all of the other social media tools we have at our disposal.

And while we do need to master their technical aspects, it’s also important to pay attention to something else that, in the video below, I call “frequency.”

Are you on the right frequency?

While we need to master technical aspects of online marketing, it's also important to pay attention to something else that, in the video below, I call "frequency."

Posted by Lisa Sasevich on Saturday, April 23, 2016

Have you also found it to be the case that the post you wrote for Facebook just doesn’t work at all on Twitter?

As I say in the video, that’s because each medium has a different culture and, thus, a different frequency or vibration.

So you’ve got to really take the time to understand the frequency that’s running through the media you’re using, so that you can connect with its audience.

For instance, you can’t just post the same thing everywhere.

I learned something similar when speaking on live stages.

Yes, I do the same Speak-to-Sell Talk but I always try to make a connection with each audience. I assess the frequency that’s running through the room: what’s going on in the room and where they’re coming from.

And when I get up on stage, I make sure that I’m tapped into that frequency, I’m feeling into it, I’m actually in it, and I’m speaking to it.

It’s a valuable skill, which I’ve developed over time. And now I see that I’ve got to transfer that skill from the live stage onto the different platforms where I like to get out there and share.

And since I love sharing with you what I learn as soon as I learn it, I wanted to give you this message here (and in the video) so that you could be thinking about this for yourself as well.

I’ll see you online, and, I hope, at one of our live events this year as well.

19  April 2016  |   Posted by Erin Tillotson
 

In the beginning, people usually help clients intuitively on a one-to-one basis, but over time they may notice that they tend to ask the same questions and do things in a similar order with most clients.

stepsThey have a natural method for helping clients get healthy or do their taxes or develop new products. 


But most people have never tried to figure out what their own process is, let alone break it down into steps.

Why is that valuable?

Once you discover your process, you can give it a name and brand it. I call this your Unique Branded System (UBS).

Having a UBS enables you to better market your gifts and talk about your process in a way that is clear to your ideal client.

For instance, I have the Speak-to-Sell® formula, which is a number of steps that help an expert get on the stage, have a talk that they love, offers that sell and the confidence that comes with being ready.

Identifying your UBS is also the key to leveraging, because it outlines your proven road map for getting clients from A to Z.

This gives you the confidence to offer what you do to a group, and it also gives your buyers confidence in you, because they see that you’re not just winging it, you’ve got a method that works.

If you’d like for me to walk you through finding your own UBS and much, much more, then my brand-new “Ultimate Sales Bootcamp” could be perfect for you. Join me live in San Diego, May 12-14, 2016.

15  April 2016  |   Posted by Erin Tillotson
 

During a recent ski trip with my daughter, Sierra, we were talking about why some people crash into trees, and other people seem to go down the hill just fine.

After we talked about this, I realized it was lesson for us all, so I wanted to share it here with you in this one-minute video:

As I say in the video, if you’re staring at the tree, you’re going to crash into the tree.

But if you stare at the open spaces, you’re going to go toward those open spaces.

That makes sense, doesn’t it? Our bodies naturally follow our gaze.

Well, it’s the same with our business gaze.

If we focus where we don’t want to go, we’ll end up there.

But even in a crowded business market, if we look for the unoccupied space, if we aim toward a unique niche, and claim it, then that’s exactly where we’re going to go.

And, just like in skiing, we’ll have a lovely time.

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