The Desert of Arizona
Partly Sunny 46 Degrees
Yesterday, I was on the phone with a financial services provider to help him strategize a way to reach a certain group of “hard to reach” clients.
We basically had two possibilities: the first was to go broad, write a book or something and then hope and pray that it attracted the right people.
The other (smarter) possibility was a more effective, laser targeted approach aimed directly at our target audience.
It took about 15 minutes to go from no strategy to a highly targeted, high impact plan for reaching the right people in the right way.
We even repackaged/renamed his offering so that rather than generating an “Explain what that is…” response, we generate a “Wow, tell me more about THAT!” response.
The goal is to “show up” in front of your prospect with a “package” that makes it in their best interest to get involved in what you have.
When you have something you want to sell (particularly if it’s valuable), it’s often easy to forget that you STILL need to wrap that thing in a package where it’s welcomed in, instead of received like a sales message.
Yesterday, I put the final touches on the next issue of The Rainmaker Letter. In this issue, we’re focusing on selling high-ticket services. Included is an annotated copy of a letter I wrote selling a service for a client in the $20K range. Also, you get to hear an interview with the client I wrote it for. In that interview, he talks about the results of the letter.
This client has been selling high ticket services for a LONG time and has a lot of excellent experience to share.
When you’re selling high-ticket services, the way you show up is extremely important. In fact, I’d say it can make or break your chances for success. All from how you package up what you have!
If you’re a Rainmaker subscriber, keep your eyes open for the issue hitting your mailboxes soon. Remember, it’s a real package coming your way, no more digital downloads. If you don’t already subscribe, then subscribe today so you don’t miss out.
There are no back issues available, so if you miss this one, it’s gone!