Here are two awesome strategies…
To help you create a BURNING desire in your:
IDEAL TARGET CLIENT to get them to WANT to:
- Follow you,
- Watch you,
- Listen to you, and eventually…
- Beg to buy from you.
*I took this info from Chapters 9 and 10 in my book, High Paying Clients.
STRATEGY NUMBER ONE:
ALL MARKETING SHOULD BE GOODWILL MARKETING
What is goodwill marketing?
Let’s start with, “goodwill.”
Goodwill is how the world sees you.
When people think of you and your company, what do they think of?
Goodwill is established when people think “good things.”
The amount of goodwill you create is based on the amount of value you provide, or others believe you can provide.
Now, “marketing.”
Marketing is just communication.
This can be face to face, the written word, video, blogs, what people hear, etc.
In today’s marketplace, your JOB, (and our goal) is to create goodwill with “ALL” of our marketing and communication.
Goodwill is created when you give your client (or prospect) value.
The formula is: give, give, give… And then give some more.
What this will simultaneously do is, build your: authority, trust, and credibility.
Regardless of if your marketing is an infographic, video, or sales letter. Even you attend a networking event, your job is to find a way to add value to people’s lives.
There are two ways to do this very simply and easily:
- Give your prospects results ‘in-advance.’
- Communicate in terms of ‘their’ results.
Because…
“You will get all you want in life if you help enough other people get what they Want.”
–Zig Ziglar
Think about your clients who have attained the best results…
What did you do that helped them the most?
What helped them achieve such phenomenal results?
Whatever it is, lead with that. Give your best stuff first.
How can you do this?
The sky’s the limit.
One of the ways I’m doing that right now is with my book, High-Paying Clients.
Then I give you more by including valuable bonuses, videos, and templates. After that, I will invite you to a live webinar, and my TV Show, where I will give you even more.
When I keep giving, and giving, and giving, pretty soon, you’re going to say:
“Hey, this guy rocks! He’s changed my life!”
Then, at some point when I make you a super ridiculous and amazing offer to help you and your business, you’ll say,
“Jeeze, I’d be a freaking idiot if I didn’t take him up on that!”
Remember, information is everywhere, but people want the results, not your information. They need to believe and experience that your product, or service, will get them the results they want.
Think beyond the immediate result…
Like making more money.
Consider the deeper result as well, like having a better quality of life, or making a bigger impact on the world, or feeling total freedom and abundance.
One of the best ways to do this is with a Strategy Session.
I have good news for you:
That’s really the core of my book, High-Paying Clients.
It’s the core of what I do, and what I teach.
You are here to learn how you can conduct a Strategy Session in such a way that offers tremendous value to your client and sets them up to become your high-paying client.
Figure out how to sell your stuff, so you can help more people!
When people pay a premium price, they expect a premium result.
May you find new ways to serve your client at higher levels!
Remember, I can help!
STRATEGY NUMBER TWO:
RESULTS IN ADVANCE
Give away things of value that would give your ideal client an immediate and noticeable result.
Imagine for a moment that you are the prospect and you get a great result from something you received for FREE.
You would probably be thinking something like, “If I can get this result with their free stuff… I can only imagine the incredible results I’d get if I actually bought some of their stuff!”
(In actuality, they don’t just need to believe in you and what you provide, they also need to believe in themselves… but we will discuss that starting in Chapter 14.)
So, “SHOW THEM THE VALUE!”
means literally, give them ‘results in advance,’
and you will have them at ‘hello.’
COMMUNICATE IN TERMS OF RESULTS
Most people struggle with this. (It’s sad but true.)
They are great at telling you all about their program or their process. They might even have a fancy name for it, ‘The Ultimate Sales Formula.’ (That was one of mine.)
But, most people have a hard time talking to people in terms of what matters most to them. The RESULTS they’re going to get at the end of the rainbow.
The key is that your marketing must be results-focused.
In the past, hitting all of the pain points hard was one of the most important parts of a marketing message.
While that hasn’t gone away entirely, unveiling the pain without revealing the solution just primes your prospect for your competition.
More likely that’s what your competition is doing, and that means as soon as you show up on the scene, your competition will be priming your prospects for you every day.
Your new secret weapon is to speak to your prospect entirely about the results they’re going to get if they were to buy from you, and oftentimes, more importantly, about the results that they are NOT going to get if they don’t buy from you.
You are here to learn how you can conduct a Strategy Session in such a way that offers tremendous value to your client, and sets them up to become your high-paying client.
HERE’S AN EXAMPLE:
One of our newest clients, Marcie Beigel, is a Behavior Therapist, who works with families with children who have difficulties interacting at home and at school.
For the first time ever, Marcie started offering Strategy Sessions to her business, and her business has blown up.
Before working with us (my wife and me), Marcie was only offering her services at an hourly rate, and finding it difficult to get the families to commit to more than one or two of her normal sessions. I believe her rate was one hundred and fifty dollars an hour.
I just talked with her last night.
After only thirty days in our Advanced Coaching Program, here are her results:
Marcie has made three out of four sales and sold her new packages at $890, $1,400 and $5,100.
She also increased her billing by $7,000 for a job she was just completing and brought in a $22,000 sale.
While the numbers sound very good, Marcie was most excited that the Strategy Session she had with her clients made all the difference.
She said she has never had her clients as happy, engaged, and excited to take part in her program before.
Plus, with her new packages, Marcie will be able to spend more time with her clients and offer them better, faster results.
Here’s another example of “Results In Advance” marketing:
When my wife, Robyn Crane, who is a Wealth Strategist and Money Coach, speaks with groups, organizations or companies, she always offers to give them something for free or gives away something online.
Some examples are:
- The 3 Formulas of Money Attraction.
- The 4 Keys of a Richer Relationship
- The Money MaSK (a template for identifying what you MAKE, SPEND, and KEEP)
To see these, check out the book bonuses. http://highpayingclientsbook.com/bonus
Notice that these names are results focused:
Q: What’s the result you get from the ‘The 3 Formulas of Money Attraction?’
A: Money Attraction
Q: What’s the result you get from the ‘The 4 Keys of a Richer Relationship?’
A: A Richer Relationship – with more passion, connection, and intimacy with your partner
Q: What’s the result you get from the ‘The Money MaSK?’
A: A way to track your current money patterns: what you MAKE, SPEND, and KEEP.
Offer your prospects something
that helps them right away and
makes them feel like you understand them.
Know what they want, and most importantly, believe that you can deliver on the promises you make them.
The goal is to gain their trust, to build your credibility, and establish your authority.
Summary:
Creating goodwill lays the foundation for a long-term relationship with your client that can last a lifetime.
Several times, I have said that your income is in direct proportion to how much ‘goodwill’ you can create, and how many ‘offers’ you make.
YOUR CALL TO ACTION
Answer these questions:
Q1: What are you going to give your ideal client that will help them?
Q2: What problem will you help them solve?
Write your answers in your success journal.
Want a little bit more help?
You can get the bonuses from my book, High Paying Clients, and watch the videos, templates, and resources here: http://highpayingclientsbook.com/bonus
Learn How To Write A Book & Grow Your Business:
