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If you want to attract high-ticket sales, the best thing you can do is invest in yourself at a high-ticket level. Before I figured this out, I was a master at getting what I could out of free content and by studying what others were doing. In fact, I had built a pretty decent living from what I could glean, but until I started investing in myself, I didn’t realize my true potential. My first high-ticket investment was a $3,000 workshop. Within only two months, I took on my first $3,000/day client. I then made other high-ticket investments, which, in a matter of months, paid me back many times over. I was beginning to see the picture, and while it was scary to invest in a $100,000 mastermind when I was only making a little more than $100,000 a year myself, I took the leap. Only seven months later I had made nearly 1 million in sales, by offering my own masterminds. There may or may not be some universal magic at work here, ... More
Often when we’re out and about or even at an event, and someone asks us what we do, if we think the person might be an interesting prospect, the urge is to tell them all about our offer right on the spot. Resist that urge, because loading them with information, when they weren’t expecting it, is unlikely to have a positive outcome for you. So what do you instead? Pause. Take a breath. Then tell them in a general way about what you do and your offer, enough to peak their interest, but don’t go into much detail at all. If they seem interested, invite them to schedule a time to talk later, so that you can give them your full attention. That way you can really find out if you can help them. When they do come on to the phone, it will be a dedicated time, you both will be present, and you can really listen to them. Because listening is one of the keys to being able to sell effectively on ... More
Sometimes when we’re trying to get something just right, we stop moving, and then we get stuck. When we get stuck, Source can’t course correct us, and we can’t correct our course either, because we’re standing still. Picture yourself in a car with the transmission set to park. Try as you might, you’re not going anywhere until you put the car into gear and start moving. It doesn’t have to be a big movement. Even just the slightest amount will do, and then all of a sudden you can steer, you can go anywhere you want, and every direction opens up to you. So even if you don’t know exactly where you’re going, take the action that seems the best, complete your project so that it’s “good enough,” and keep on moving. And, as you go forward, if you’d like learn my strategies for planning, structuring and marketing highly successful events that lead to filling your high-end mastermind, mentorship or coaching programs with your ideal clients, ... More
I’m known by many as the Queen of Sales Conversion, but, sometimes, the best way to sell is to “unsell.” This technique comes in handy when you notice that you’re working a little harder for the sale than the client is working to enroll you. The unsell changes that dynamic so that rather than you pursuing them, they’re once again pursuing you. So when you find yourself in that aggressive, leaning forward pursuit energy, the thing to do is to energetically and even, physically, lean back. Give you both some space and start to get into agreement with how your prospective clients are talking themselves out of transforming their lives. One of my favorite ways to do that is to say, “You know what, maybe you’re right. Maybe this isn’t the right time for you. When you are ready, my course is totally worth it at the full investment.” That usually wakes people up a little bit into realizing that they’re arguing against their own transformation. And most of the time, they’ll get back on track with selling themselves.
One of the surest ways to stand out in the marketplace is to create a culture around your work. By that I mean, a way of being that your group or event embodies, and that each member embraces and reflects. For instance, here on the Sassy campus we’re smart. We’re sassy. We’re sensible. We’re stylish. We are people who look to make big money doing what we love while making a difference. Now, contrast that to the campuses out there where the culture is about making money, and it doesn’t really matter much who you help, as long as it pays off. The culture is about learning the systems to put cash in your pocket and, certainly, my systems do that too. But that’s not the culture that we create. So, when you’re putting together your next program and, specifically, if you’re putting together a live event, think in advance about who you want to attract. Creating a strong culture is like hanging out a neon sign that points your tribe to your door. And then it keeps them there, powerfully creating ... More