Serving your market is just SO MUCH FUN when your prospects are FLOCKING to buy from you!

However, that’s not always the case. In fact, the heart-cry that I’ve heard from tens of thousands of my clients and online followers is…

“How can I communicate so that people are not only INTERESTED in me, but want to INVEST in my services.”

Think about this – you like carrots, right. And they’re good for you. Ever CRAVED one? Had your heart (and stomach) do butterflies just at the thought… Yeah! You already know where I’m going next. And you’re ALREADY starting to feel your mouth water at even the THOUGHT of a perfect piece of chocolate!

How do you Like it?

Dark? Milk Chocolate? Bitter? Sweet? Crunchy, Smooth and Creamy?

No matter HOW you like it – don’t you just feel the difference in the response you’re having to our chocolate ecstasy excursion when compared to our earlier conversation about carrots?

Now imagine your clients… Having to listen ALL DAY LONG about how ‘beneficial’ those carrots you’re offering are. Imagine if you could make them CRAVE your services just like you’re STILL thinking about that chocolate!

That’s right – close your eyes and taste that chocolate ONE MORE TIME before we move on…

We both know you’ve got GREAT ‘Stuff’ – how about learning how to have people feel the desire for it because of your communication!

If you want to learn how to stop having clients who only admire what you do but LITERALLY CHASE YOU DOWN because they CRAVE the outcome you provide – then you need to learn how to find the ‘Chocolate’ in your business. That sweet magic that makes people chase you down to give you their green!

I’m holding a call on Thursday, October 29 that will tell you EXACTLY how to make your clients respond like you’re offering the world’s FINEST chocolate – no matter WHAT you’re now selling! How to make them CRAVE your services like never before and Pursue you to get WHATEVER YOU’RE OFFERING!

For my blog readers only, I’m offering you a chance to register for that call and qualify for a few special bonuses before anyone else does. Register below NOW and save the date (October 29!) I promise you – this will be an EPIC revelation like none other about how to build uninhibited DESIRE within your OWN market! If you want to keep selling the carrots in your business – beware!

Your competition is gonna be on learning how to offer chocolate!

See you Thursday (And we both know that I will!)

How much would YOU pay for a Burger? I’ll bet that you’d pay a WHOLE LOT MORE than you think! And the crazy lessons I’m gonna share with you in this story about BURGERS will shift your business FOREVER…

Oh yeah!

Since just about every client I’ve met always thinks they’re gonna be ‘the one’ who can’t raise their prices, I run into resistance around people reaching their Ultimate Value nearly daily. You know- just like some of your fears right now. “But I work with Coaches – or Artists, or prospects in Sheboygan or whatever name you’ve given to defend your decision to be small.”

I can’t think of much more of an “in the box” (ok, bad pun) product than a BURGER!

I mean – really – how much can a Burger really be worth?

When i ask groups about this I usually get something along the lines of five dollars or so. And lots of eye-rolling. Kevin, you don’t understand, we don’t have anything to do with BURGERS, we sell a high-end line of Consultatively Researched Analytical Practices. (yea, I bet you do!)

So, the TYPICAL price raising gigs go something like this…

Ensure yours is ORGANIC! (note to reader – raise the QUALITY)

New price = Eight Bucks

Try selling a triple decker with sixteen toppings and TONS of Fries (Even extra fries like Five Guys)

OK, Twelve Bucks – (Raising the amount of STUFF and Add-Ons – know anyone who does this?)

How about selling our Burgers in a sit-down joint with White Linen napkins and someone to scrape the crumbs off the table-cloth every five minutes with a live Pianist playing Debussy?

Twenty Five Bucks? (Hmm, fancy Packaging or Exotic Locations for your ‘Soirees’)

I can go ON and ON – and I have live. What usually happens is that- somewhere between fifty and a hundred bucks – all the ‘marketing’ and ‘branding’ ideas stop changing the audience’s mind and we’re at a stand-still on selling this dog-gone Big Ticket Burger!

Or are we… ?

Imagine – your client is IN THE DESERT!

Three days away from food… Knowing he has TWO DAYS without food to Live!

And this BURGER is his Lifeline! What’s the value THEN?

The most comical response I’ve gotten when I’ve posed THIS question about value was yelled out from the back of the room “I’ll pay $1.2 Million for that Burger and I’m a vegetarian!” Now there’s someone who really values their LIFE! Interestingly enough – nobody looked at him like he was crazy! The ‘eye-rolling’ wasn’t going on anymore!

What does this crazy story have to do with YOUR Service?

Some people are so darn busy piling on condiments, add-ons, improving the ingredients – finding better and better venues from which to peddle their ‘STUFF’ – their TRAININGS, COACHING, BLAH – BLAH – BLAH!!!

That they get stuck in a rut of Value wondering WHAT IS MY STUFF WORTH?

(not very much when you look through your current cash-flow goggles, huh?)

Howeverrrr… When you begin to understand the PAIN that your market faces – the specific impending doom that they will experience if they don’t get the benefit of YOUR CONTRIBUTION – then you can begin eliminating all that unnecessary talk about your silly burger…

And focus on ‘Freedom from Hunger’!

When I asked the dude who made the $1.2 Million dollar offer for my burger just how important all the Condiments, the Organic Ingredients, the ‘TRIMMINGS’ were to his purchase – he replied – JUST TOSS IT OVER AS IS, I’M STARVING!

I wholeheartedly recommend that you invest significantly in ensuring that you deliver the ABSOLUTE BEST service to your clients. Unfortunately, when you’re focused on solving your prospect’s PAIN, you don’t get to brag about all the ’stuff’ you’re throwing in! (Nope, not even a little bit!)

They’re too starving for the darn BURGER!

Moral of the story is – stop focusing on the C.R.A.P. (short acronym for Consultatively Researched Analytical Practices), Diagnose your Prospects PAIN, tell them you can Solve it and then SHUT UP!

And THAT, Boys and Girls is how you sell a Burger for a MILLION BUCKS. And – how you can sell your ‘Stuff’ for any price between zero and there… It really is YOUR CHOICE!

NOW FOR A BIG BIG ANNOUNCEMENT!

PS – I’m announcing the BIGGEST opportunity of my six-year online career here NEXT WEEK that will teach YOU how to make your prospects CRAVE your service like a starving man in the desert… Stay ESPECIALLY TUNED because you don’t need to be hungry for well-paying clients ANY MORE!

Now (regular readers know what’s next) – GO IMMEDIATELY and improve this blog post by commenting to the right! Don’t be a info-voyeur, put your two cents in for us all to read! Also – share this on facebook and twitter so other hungry game-changers can get the ‘meat’ of this message and create a SWARM of hungry peeps to THEIR stuff as well…

KEEP IT FUN!

The TIMING of sharing the price in your Strategy Sessions (pre-sale conversations) is of CRITICAL importance.

The following is an excerpt from the Big Ticket Blueprint training in Los Angeles where clients invested $7,000 per person to learn my step-by-step roadmap for a Prospect Interview that results in CONSISTENT Big Ticket Sales.

Enjoy!

Mark Widawer of MarkWidawer.com is widely known as the creator of Landing Page Cash Machine e-book and Million Dollar Sales Page Templates.

However, when clients approached him for personal work or consulting – Mark had been turning them away. Primarily because the prices he was charging didn’t justify his personal involvement.

After implementing the Big Ticket Blueprint, Mark converted his first call to a client at a fee that was THREE TIMES higher than he’d ever billed! Several weeks later Mark has converted 100% of the last calls he’s had on his personal services – at 300% of his old fees.

Listen to Mark in his own words here.>>>

.[See post to listen to audio]

Before applying the “Big Ticket Blueprint“, Andy’s income came primarily from $97 items with an occasional $497 sale. Imagine the transformation when he sold a $20,000 sale within 2 weeks of beginning his “Big Ticket Blueprint” training.

Listen to Andy share the COMPLETE details of this powerful transformation here

Listen to the call Here..

Your “Package Spread” is the difference you offer in your pricing based on the way you COMMUNICATE about your services BEFORE the sale. Food for thought! Watch this thought-provoking clip and brainstorm what YOU could do to grow the value of your own services.

Post your comments and let me know your thoughts.

Tired of Competing on Price? Try charging the Highest Prices in your Field – THEN EARN THEM! Here’s how…

Too many service providers try to grow their business by continuously focusing on price – in fact FOCUSED on convincing the market that they are indeed the Low Price Leader…

LEADER?

How in the world can someone claim to be the LOW PRICE LEADER. Doesn’t the very fact that they claim to be the lowest price in the market mean that they have researched the market and RESPONDED? And isn’t responsive positioning in the marketplace a textbook trait of a FOLLOWER rather than a LEADER?

By definition, leaders LEAD.

And that means finding that pricing that will allow you to provide the absolute BEST level of support within your market and educating the marketplace as to why it is in their best interests to retain you at a clear premium.

What are some of the immediate advantages to pricing your services at a premium. Doesn’t the market really want to be served at the lowest possible cost? NOT AT ALL! What they want is to be continuously educated as to WHY they are paying the premium and the specific benefit that they receive for choosing to pay additional fees for your service.

Actually, a lot of the defense for higher prices is in the actions the client will take rather than the difference in your service. Let’s examine a number of defenses you can use to establish yourself as the TRUE Market Leader in Pricing – the company with the wherewithal to LEAD with your price and watch the competition scramble to find their place in the leftover space….

This can best be defined as follows..

The Three “C’s” of Raising your Fees.

The first is COMMITMENT. People are much more committed to applying and doing what’s necessary to achieve a result if they’ve invested significantly. So you’re always going to get a much better result if your clients invest at the top end of the pricing scale.

Second, COMMUNICATION. One of the most demanding requirements of any business, and a true value of their clients’ satisfaction levels is the money that they’ve invested in Communication. If you perfect the art of the post-sale followup you will have raving fans, no matter what they paid. If your follow up after the sale isn’t consistent with their buying experience, your satisfaction level will suffer. Charge fees that allow you to invest the BEST in follow up systems.

Finally, CONTINUITY. Who wants to invest and begin a program that isn’t available for as long as you want to be a part of it? Or one who isn’t able to consistently innovate and remain at the cutting edge. You OWE it to your clients to continue to offer products that allow them to grow along with you…

If you plan to be in business for the long haul (and you’d BETTER be or you’ll be devoured by hungrier competition), you owe it to yourself to raise your fees to the highest level possible! Then EARN those fees. Build your fees based on the cost of your clients NOT doing business with you, not from the efforts you put into the process. The net difference in those two numbers is your Value Leverage.

If you’re ready to begin charging 200% – 1,000% more than your currently billing AND having more satisfied clients, implement the above strategies and watch your profits grow accordingly.

I was in Philadelphia recently with my son Geoff and we went to dinner with Tom Beal (VP – Ops for Mike Filsaime). Tom told us a GREAT story about a sales manager who had a salesman looking for more leads.The sales manager told the rep to come back the next day because he had gotten a very special set of leads. The rep got the leads and that day- he closed 90% of them into sales.

This went on for a couple of weeks and the fourth time he came back to the sales manager and said – I need even MORE of those leads. His manager handed him the phone book and said – “Today you get them yourself. Here’s where I’ve been getting them.”

The sales rep – thinking that the leads were special – had applied a different SYSTEM to closing the ‘valuable’ leads and as such had enjoyed a high closing ratio. Want to know what happened when he found the leads were randomly generated? Would you believe that his closing ratio returned to his normal 25%?

On my websites, I ask people their biggest sales challenge and ‘MORE LEADS’ beats the next closest competitor out by a more than two-to-one margin. I even sell a tremendous package on how to get more leads. I call it The Ultimate Prospecting System.

But without a SYSTEM to manage your Prospects into Profits, acquiring more leads means that you’ve just wasted your opportunity to sell to all those leads that you’ve acquired and not acted on.

One of Robert Cialdini’s Laws of Psychological Persuasion was the Law of Consistency and Commitment. People tend to continue in the manner in which they relate to someone. It’s the same law that makes it hard to start a romantic relationship with a long-term friend. You just don’t see them that way.

So – more importantly than acquiring leads is to make sure that from the beginning – your prospects “see you that way” – that is, that they see you as someone that they aspire to do business with. Someone that they aspire to benefit from your service.

Without that, you’re building up a large list of people who like your free information but don’t take you or your offers seriously. And that is a COSTLY mistake. You would have been better off to wait until you had a system to convert them.

Do you?

The Client Acquisition System of the New Economy works in Four Steps to bring every qualified client to the point where they do business with you – while weeding out those who are not qualified and ensuring that you spend your quality time with serious candidates for your service.

First – it puts into place a Lead Collection System. Somewhere to automatically manage the flow of leads and the communications that need to be delivered in order to expose their need for your service.

Secondly – you have a Lead Seduction and Selection Process in place where people are educated to their need for your service and are qualified by their responses to ‘trigger’ offers.

Third – You have a POWERFUL Lead Conversion System that brings their need to the top of their awareness and allows them to realize the value of NOT moving forward with you – which motivates IMMEDIATE Client Conversion.

Finally – after all of these are in place (In other words, after you know what to do with your leads once you get them) – you institute your Lead Attraction System. Because you now convert Leads at a measurable return on investment per lead, you’ll be able to invest SIGNIFICANTLY more to acquire leads and as such continue to raise your ROI.

This four-step process will cure any sales slump. Because it deals with personal human interaction, it is the fastest way possible to generate immediate cash and it also has elements to protect your list from over-exposure to your offer since all of your marketing simply drives to the Lead Conversion Process (or Strategy Session).

This is without doubt the de facto System for Client Acquisition in this New Economy. And those who apply it consistently will profit beyond their ability to imagine.