“People don’t want to be closed. They don’t want tactics and scripts. They want genuine relationships.”(30:27 – 30:28) – Janet Clark, The Freedom Shift
Think about what it would mean to you and your business if you had a process that would bring in two new high-paying clients every single week. Would that change your business and create the freedom you want?
It has for me! Through LinkedIn, we’ve been able to bring our lead generation and sales process together in a simple way to bring on new clients. It’s the perfect platform to create fast cash flow as a coach or consultant.
When you follow this approach from a place of authenticity and genuine desire to offer value, you’ll be amazed how effective, simple, and straightforward it is.
Here are the 7 steps to get 3-5 qualified appointments on your calendar every single week and close at least 50% of those leads.
Preliminary step: Define who your ideal client is and discover where they are on LinkedIn. For help identifying your ideal client, listen to episode 15.
Step 1: Start conversations by commenting on your ideal client’s posts.
By commenting on and complimenting something your prospect has posted, you’ll stand out from others who send connection requests without making a connection first. The key is to be genuine in your comments.
Step 2: Anchor your connection request.
Your prospect will now be more likely to accept your connection request because they will recognize your name as someone who is already following them.
Step 3: Compliment them and thank them for accepting your connection.
Once you’re connected, compliment them again. The majority of individuals on LinkedIn will start trying to do business the minute they connect with someone. You want to do something that sets you apart.
“Your compliment is going to set you apart because you’re interested in them as a person. That’s very different from being pushy. “(19:24 – 19:35) – Janet Clark, The Freedom Shift
Step 4: Get curious.
Engage the prospect through curiosity by asking questions about themselves and their business. Use the magic word “because” which puts people at ease. Say something like, “I’m asking because I’m really curious about what you’re doing.”
Step 5: Let it sit and disappear.
Answer them in a reasonable amount of time but don’t give the impression you’re just sitting there waiting to make a sale. In other words, don’t come on too strong.
Step 6: In the meantime, watch their newsfeed for additional comments or new content.
Look for opportunities to make additional comments so you can grow your relationship by expressing genuine interest in what they’re doing.
Step 7: Recognize the moment when it’s appropriate to pivot.
It may be a few days or even weeks, but when it feels right ask them more qualifying questions with a bit of mystery or intrigue. Open the conversation with something like, “I was thinking about you and have an idea I’d like to run by you. Would it be okay if I shared it with you?”
“Have conversations with people on LinkedIn. It’s not all that sexy, but it works!” -Janet Clark(34:28 – 34:35) – Janet Clark, The Freedom Shift
The beauty of these steps is that they’re scaleable. After first doing them yourself to figure out what to say that is authentic to you and genuinely engages with your ideal client, you can bring in a salesperson to do it for you. This is ultimately your ticket to freedom. As a coach or consultant, your goal is to develop a team that can run your business while you focus on serving your clients. You don’t need a lot of moving parts. All you really need are these simple seven steps.
As always, I’m more than happy to chat with you about this subject. Reach out to me at firstname.lastname@example.org, connect with me on Facebook or LinkedIn, or just message me. I’m always happy to hear from those who are interested in ways to create their life of freedom. That’s what we’re all about!
How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.