If you happen to’ve by no means closed a six or seven-figure deal earlier than, take a second and picture what it will really feel like. What can be the ideas working by way of your head? Who can be the primary individual you’d inform? How would you rejoice? And what would it not really feel like if that have been simply your common Tuesday?
Now, retaining with that imaginative and prescient, what do you suppose it took so that you can shut that deal?
An extended, detailed, completely designed gross sales web page?
A gross sales video or (worse) a collection of gross sales movies?
Tons of free content material and lead magnets to showcase your value?
How shocked would you be to seek out out that you just don’t want any of it?
There are such a lot of misconceptions about what it really takes to shut a six or seven-figure deal.
Whereas these techniques will make it easier to construct your private model on-line and develop your e-mail listing, these aren’t the issues that may shut six and seven-figure offers. Closing these sorts of contracts comes down to 2 issues: connection and worth.
It’s electrical
Connecting with the appropriate folks makes the entire distinction. And the way you join with them will take you even additional. Markets are altering quickly and with a purpose to appeal to the appropriate shoppers, it’s necessary that you just’re speaking in a manner that attracts them in. Ways and techniques are shortly turning into outdated. What labored two years in the past will not be essentially the identical factor that may work at this time. Nevertheless, the one factor that may all the time work, it doesn’t matter what occurs out there, is the facility of real connection.
Once you prioritize constructing a relationship and speaking in a value-focused method first, your prospect will really feel how a lot you care. This permits them to naturally put their guard down to allow them to be open to what you need to say. Which is ideal to prime your prospect for the two-sentence messaging technique.
“We’re wired for connection. However the secret’s that, in any given second of it, it needs to be actual.” – Brené Brown
Sentence one
When beginning a dialog with a possible prospect or lead, give attention to them. Introduce your self after which begin the dialog speaking about one thing memorable. This may very well be a weblog put up, an article, a current put up they made, or an achievement the individual you wish to interact with is celebrating. This reveals your prospect that you just’re genuinely serious about who they’re, that you just’re being attentive to what’s happening of their world, and that you just’re open to a extra intimate dialog as a substitute of staying floor stage with it.
For instance, let’s say you needed to make a take care of Cindy, a luxurious cosmetics model proprietor. Cindy was simply featured in Attract, being praised for the work she’s doing for ladies’s psychological well being as an extension of her cosmetics firm. This dialog would possibly look one thing like:
“Hello, Cindy. My identify is Hannah. I learn your characteristic in Attract final week, and I needed to thanks for the work you’re doing. I misplaced somebody near me as a result of psychological well being points, and work like yours may have saved their life.”
To be clear, solely say issues which might be true. And while you discover one thing to touch upon whereas making a degree of connection, you will stand out and be memorable. This makes the entire distinction within the dialog that follows.
Once you begin with opening the door to intimacy and vulnerability, then the opposite individual is extra prone to observe swimsuit.
Now you’re prepared for sentence two!
Sentence two
Now that you just’re engaged in a dialog the place the opposite individual is open and receptive to you, reward their belief by giving. The knee-jerk response is commonly to begin to promote. As an alternative of asking for the sale, take heed to what they share with you. As soon as you discover the place they’re experiencing issues, provide worth—particular worth to their scenario.
When you’ll be able to determine their issues and caught factors, you’ve grabbed their consideration. What this does psychologically to your prospect is alert them to the truth that you perceive them, you’ll be able to see the complexity of their scenario, and you may assist them navigate their drawback efficiently.
This offers you the facility to supply a lot worth that the prospect deeply connects with you and desires to work with you no matter how a lot you cost. When executed proper, with the viewers in your particular market, greater than 80% of the time these shoppers will immediately ask you to work with them.
At this level, you’ve got the chance to place your provide in a manner that’s excessive worth, high-end, and naturally, extremely transformational. That’s what six and seven-figure shoppers pay for.