Like I showed you in the last session, these are the 3 major steps you should focus on.
- Identify and attract high paying clients.
- Close the sale with irresistible offers that will make them pay you without much resistance.
- Setup marketing and sales systems that will make you money even when you are not in the office.
By now you should be using the traffic sources I showed you to drive traffic to your lead magnets.
Today we will look at the least understand and yet most powerful ways to make money.
Traffic without conversion is a waste of time.
The key to turning traffic into sales is having an offer that is irresistible.
A good offer is simply the system that turns a prospect into a client.
It is made up of psychological and mental triggers that offer the prospect a compelling reason to give you money.
After the prospect has contacted you or opted in for your lead magnet, this is what you show them next.
Your offer can either be in the form of a PDF, VIdeo, phone call or one on one.
The key is to remove all doubts and objections from the prospects mind.
Here is my Magnetic Offer Template
1 Give the client what he desires, explain the benefits of your offer and tell the client the reason you are doing this.
Using my business as an example, the lead magnet for my strategic coaching and consulting services is the Advanced Growth Manual.
The manual’s purpose is to get the prospect to apply to work with me as a client.
Let’s say a prospect opts in for information on how to increase his sales.
After a client opts in for my lead magnet on my website, I present them with the free content and an offer to work with me. The offer is usually embedded in the content itself and the prospect has to apply or contact my office for a free consultation and planning session.
After the prospect opts in for the free manual, I give him my system for attracting and converting high paying clients. Sometimes I offer a free campaign he can use to increase his income in just 6 days.
Second, I tell the prospect that the campaign will give him an extra inflow of cash in a short time.
We do this because the prospect has to know exactly what he’ll get after doing what you tell them.
Most importantly I want the prospect to get immediate results on their own.
Third, I explain that I do this partly because I enjoy helping entrepreneurs make money.
I also mention that giving away this free campaign is a way to get new clients.
You have to always give the reason for offering free help since many people are skeptical and want to deal with someone who is transparent.
2 Remove sales pressure and show proof
The first psychological trigger I use is that I remind the client that they are under no obligation to become a client.
I re-assure them that I will not pester or pressure them to buy anything after this initial communication.
The second thing to do here is offer social proof such as testimonials and endorsements if you have them. This works very well.
This is important because prospects in many markets are used to signing up for something free and getting inundated with spam, high pressure salespeople and unwanted mail. You want them to know that you are genuinely interested in helping them with no strings attached.
3 Risk Reversal and Guarantee
The second psychological trigger is done by reversing the risk of the transaction.
At this stage I pitch the client on my services and let them know that there is no risk involved.
My risk reversal offer is this:
“if after using my free content you decide to apply to become a client, I will create a customized growth strategy plan for free and show you how to double your business this year.
My monthly fee is $9,800 for strategic coaching and consulting.
My guarantee is that if you do not make at least $10,000 within a month of working with me,
I will refund the entire amount, no questions asked. You even get to keep everything I sent you. ”
Such a bold risk reversal and guarantee shows the prospect that they have nothing to lose.
They get a free growth strategy that they can use and in case they do not get results, they get their money back.
If you can’t guarantee what you are selling, then you need to find something else to sell.
4 The takeaway and qualification
At this point the prospect has gotten my free content, seen the benefits, knows how much I charge and understands what he will get if he works with me.
Another effective psychological trigger here is to make him quality himself.
I do this by stating the characteristics of the type of client I can help and the type that should not apply to work with me.
Doing this not only keeps the wrong prospects from contacting you.
It also puts you in the place of authority where the prospect sees you as an expert and not a commodity in your field.
Unfortunately many entrepreneurs beg prospects to work with them and that puts the power in the hands of the prospect.
5 Call to action
Finally I tell the client what he needs to do to be able to contact me. My lead magnet will direct him to a form or phone number that he has to call to qualify himself.
I usually have him answer some questions about himself and his business so I can do some research.
Research is good because it prepares me for the consulting session and also let’s me know if I can help the prospect or not.
6 Closing the sale
This is the part where most people make mistakes.
Closing the sale involves simply asking the right questions, listening to the client and offering solutions in a collaborative manner. The last step is sending your invoice or order form.
By collaborative manner, I mean you let the prospect feel like you are not telling him what to do but listening to his ideas and offering useful feedback.
For e.g By the time I speak with the client I already have some ideas that can help him.
I find out where he is now and listen to find out where he wants to go with his business.
My answers provide the bridge between where he is now and where he wants to be.
I then end the session by repeating all the solutions we came up with together and then I use this line.
“I’m glad we have been able to create a plan of action that will double your business in a few short months. Would you like me to help you implement these plans and others over the next few months?”
At this point, the prospect usually says yes and pays my fee for the first month.
It’s really that easy. All I had to do was practice Luke 6:38 “Give and it shall be given to you.”
I gave value and the prospect became a client.
My system is simply offering free help and asking the prospect to become a client.
No shenanigans or gimmicks necessary.
In the next session, I will show you 8 ways to increase your revenue.