Most business owners have at least one big-ticket client, someone who spends a lot of money.
We all know that in an ideal world, we’d be working with clients who each have unlimited budgets and who are all interested in our product.
For most of us, though, we work with a range of different clients which each bring something different. Big-ticket clients are important, but if you place too much emphasis on them and then they leave, we can suddenly find ourselves facing a shortfall.
The key is to adopt a business model in which your business has at least one big-ticket client as well as a number of smaller clients that you can fall back on. But finding and securing this type of client requires much more than simply setting up a few ads and hoping for the best.
For business owners to secure this type of client, they need to understand how big-ticket clients think and why big-ticket sales are so important. The good news is that that’s where this blog post comes in.
Let’s jump on in and take a look at why big-ticket clients are important and how to close those all-important high ticket sales.
Why Big Ticket Sales?
When we talk about big-ticket sales, we’re talking about sales that are worth the largest amount of money to your company.
If you want to grow your business and make millions of dollars, these high-value clients will make all of that lead generation worthwhile.
Before you get started setting up landing pages and running ads, though, you need to ask yourself what qualifies your company to charge that much for your product or service.
Do they actually have value? And if they do have value, do they have enough value to justify their price point? Why aren’t you selling them cheaper?
For a high ticket business model to be successful and to help you to grow, your business needs to have the answers to these questions and to have identified the ways in which they might affect your messaging.
Only then are you ready to follow these six steps to close 40% of high tickets sales to grow your business through Facebook ads, lead generation and other staples of inbound marketing.
1. Position Yourself As An Expert
By positioning yourself as an expert, whether that’s through content creation or through offering a coaching program, you give people a reason to work with you. Knowing the value that you bring is one thing, but showing it is another thing entirely.
Content creation works well here, particularly for entrepreneurs, and it can take many different forms, from Facebook updates to hosting a webinar or posting live updates from an event via Twitter. You also need to think about where your ideal client is spending their day. It’s all well and good to run a Twitter campaign, but that won’t help your business to grow if the typical client spends most of their day on LinkedIn.
Above all else, you need to obsess about value. You can never afford to doubt your own value. Identifying and providing value is crucial if you want your sales reps to be able to close qualified leads. That’s because people can tell whether someone believes in themselves – or in their product/service.
2. Tell People Who Aren’t A Good Fit NO
Not all leads are qualified leads, and your business can’t afford to waste time following up with people who aren’t going to convert into customers. To screen these people out, you need to understand who your ideal client is, along with how they enter your sales funnel and which challenges your business can help them out with.
You’ll also want to look out for red flags, the warning signs that suggest that a certain client isn’t quite right for you.
There are two main red flags to look out for – you need to check that your product is a good fit with them, and you need to make sure that they’re in a good position to authorize a purchase.
They say that the customer is always right, but we’ve found that’s not always the case. That’s why if you want to rub shoulders with the best entrepreneurs, you need to learn when to say no. Otherwise, you risk spending time following up with people who have no intention of parting with their money. Even more damaging can be agreeing to take on a job that you’re not qualified for and then getting everything wrong on your first day.
So whether your business offers a coaching program or whether you run a store or a drop shipping business, you need to identify where you can add value and then create a compelling offer. This will help to bring people in, but before you take them on as a client, make sure that you spend some time asking if they’re right for you or whether you’re just doing it for the money.
When we have the self-awareness to tell people no upfront, it can save both parties a lot of time and money and ultimately end up better for everyone.
3. Stop Selling And Start Connecting
Stop thinking that your sales reps are only there to sell to people. It’s true, this might be the ultimate goal and the metric on which they’re measured, but they’re also there to build relationships.
It doesn’t matter if you run a drop shipping business, a coaching firm or an e-commerce business, so you should take some time to train your staff to develop a rapport with your customers.
The goal for your business should be for your sales professionals to develop real relationships and to build connections while adding value. Don’t think of people in terms of the business they work for or the event that you met at. Don’t gear everything towards selling, either.
This is equally true in a sales letter as it is in a phone call or a social media update. It doesn’t matter whether you’re face-to-face or you’re on Facebook, they’ll be able to sense if you’re just chasing another sale. Instead of making these superficial connections, your sales professionals should try to connect with people on a deeper, more personal level.
Provide coaching to help your sales staff to establish common ground when they’re talking to prospects.
Your business can also use CRM systems to store information on key prospects and merge it with data from your sales funnel. Sales is still about making money and increasing revenue, but not throughout the whole of the sales funnel.
Scoring those conversions should only become a priority at the point of purchase.
4. Give Them An Emotional Transformation
This is arguably the most important part of all. After all, if there’s no emotional transformation then your prospects aren’t going to buy and your business isn’t going to make those millions of dollars. You have to make people feel as though whatever your business is selling is going to change their life.
By the time that they reach the point of purchase for your product or service, your prospects need to think that they can’t live without it – or that if they do go without, it’s going to cause big problems. But how exactly can we do this?
We’ve found that the best way to put the strategy in your selling process is to start out by identifying your customers’ pain points. Once you’ve figured out what their problems are and identified how your product can help them, it becomes a case of simply educating them until they’re ready to purchase.
One thing to note here is that you should go out of your way to provide solutions to their pain points, no matter what they are. If this means that they no longer need to make a purchase, so be it. It means that they weren’t a good fit in the first place, and besides – they may come back in the future.
5. Provide The Right Tools
We’ve touched on this already when we talked about using a CRM platform to help your selling team.
Business owners have a responsibility to their selling team to provide them with the tools they need to sell high ticket products.
The same applies to your marketing team. They need to be empowered to run Facebook ads, to run an event, to host a webinar or to set up an offer that’s designed to get business owners to convert into leads. Your marketing team needs to have a social media and content marketing strategy – and just like your selling team, they need to focus on building relationships, not on creating immediate revenue.
You can do this by tapping into social proof, the idea being that if you can show that real people are out there who trust you and who swear by your product, other people are more likely to buy from you.
It’s all about engendering trust and adding value – if you can do that while demonstrating social proof, your marketing will sort itself.
6. Follow Up
The other five tips on this list won’t do you any good if you forget to follow up. Again, this holds true whether you’re an e-commerce business or whether you specialize in high ticket drop shipping. If you don’t follow up with people, they might never actually go ahead and purchase the product that you’re selling.
Check in with people often, even if it’s just to check-in and see how they’re doing. Even if you don’t end up making any money out of them, it’s still good form to reach out to them and to let them know that you appreciate their time and that you’ll be on hand if they need any help from you in the future.
People will remember that you took the time to check in with them, and it’ll make a lasting impression that can do more good than all of your marketing. Even if they themselves don’t work with you, they might refer you to other people who might be a better fit.
Now that you know just a few of our tips to help you to close 40% of high ticket sales, it’s over to you for you to revolutionize your selling strategy and to focus on revenue growth.
The good news is that if your selling team implements these tips into their day-to-day work, you’ll be making more money in no time.
Now we want to hear from you, so be sure to let us know in the comments what you’ve found useful when it comes to converting those high-value sales leads.
Source: Digital Marketing Org
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Dr. Don, ICFO Founder
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