“The very idea of using a technique to connect with your prospect is the exact opposite of establishing a heartfelt and genuine connection with them.”(1:06 – 1:18) – Janet Clark, The Freedom Shift
You must build a relationship with your prospects.
Sales techniques and tactics often violate the foundation of great salesmanship, which is based on building a strong relationship with your clients. If your prospects know who you are, like what you’re saying, and they have confidence in your ability to deliver results, you won’t have to use any manipulative tactics to close high ticket sales.
Using pushy sales techniques might work in the short-term, but it will harm your ability to succeed in the long run. As a high ticket coach or consultant, your clients must follow your lead to get the results they want. They’ll be reluctant to do that unless they trust you, and you won’t be able to deliver what you promised, which will hurt your reputation.
“Instead of trying to please too many people, be bold, be opinionated, and be authentic. Take a stand for what you believe in.”(6:06 – 6:20) – Janet Clark, The Freedom Shift
The only way to help your clients succeed, and ensure your own long-term success, is to build genuine relationships with your prospects. Do that by making sure that your potential clients know you, like you, and trust you.
KNOW – How do you get people to know you, especially when you meet them online?
When you meet someone online, the medium might be different, but the principles remain the same as connecting with someone in real life. Your prospects get to know you by getting exposed to your content on a regular basis. They might read your blog posts, your emails, social media posts, or watch your YouTube videos.
Here are some critical aspects of creating compelling content that will allow your prospects to get to know you.
- Know who you’re speaking to. Be clear on your niche/your avatar.
- Communicate your expertise and highlight what makes you different from your competitors.
- Be bold, be opinionated, and be authentic.
LIKE – How to get your prospects to like you?
When you’re opinionated and bold, not everyone is going to like you. That’s great news because you only want to work with those that resonate with your message and what you stand for. When you put out content consistently through different channels, you’ll attract the right people that not only know you, but they also like you.
The other aspect of being likable is that you must be authentic. When a prospect meets you in real life (or over a Zoom call), you must come across as the same person they were expecting based on what they saw online. The only way to create consistency is to put out content that is authentic to who you are, what you stand for, and the service you will provide.
TRUST – Creating trust with your prospects online.
For your prospects to trust you, they must first know you and like you. Trust comes after they believe that you can get them the results you say you’re capable of. They must view you as the authority on your topic.
One of the best ways to establish yourself as an authority is by educating your prospects through your content, as well as on the sales call. Use the sales call as a teaching opportunity. Teach them something that gives them a bigger perspective. When you provide value for free, it builds your credibility, and your prospect becomes more likely to trust you and buy from you.
“When your prospect believes that you are truly someone that is capable of doing what you say you can do, that’s when they will begin to trust you and see you as an authority on your topic.”(12:43 – 12:59) – Janet Clark, The Freedom Shift
If you can build a relationship with your prospects to the point where they know, like, and trust you, you will be able to land high quality clients on a consistent basis.
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.