On Thursday (tomorrow), 9/11 Tina Forsyth will be hosting a BRAND NEW free Webinar:
7 Keys to Working with High End Clients
You can register for the webinar here: http://www.onlinebusinessmanager.com/highendclients
You do not want to miss this webinar if you are interested in up leveling your clientele and really producing a top quality service that will have high-end clients happy to make your retainer/invoice payments every month.
BUT…
Before you can work with high-end clients you have to know how to sell to them. So I wanted to take just a few minutes to give you a super easy 3-question process to closing the deal with a high-end client.
There is a bit of preparation on your part before you hop on that call. Everything about the way the call will flow will be determined by how you prepare yourself and the mindset you have going into the call. So ask yourself these questions:
- Are you feeling anxious or relaxed? Confident or uncertain?
- Are you familiar with their business, services, everything you can find out about them online?
- Are you clear on exactly what result you can bring to their business?
- Are you confident in the conversation around how you desire to be compensated for that result?
If you are not relaxed, confident, clear on the results you bring and comfortable with the compensation conversation… there is no reason to even answer the phone.
Here is why I say this. A prospective high-end client is one who has obviously accomplished a great deal of success in their business. This success stems from their being able to confidently offer and sell a result to a target market, generally at an elevated price point. If you desire to be a team member of theirs, and really step into a partnership of success to ensure their vision for the business is executed, you have to be willing to offer them the same level of confidence in your services they offer in theirs.
Remember you are the expert in what you do, and “they need you more than you need them” (quoted from Michael Port, Virtually Successful VideoSummit Summer 2014).
So step into your brilliance, fearlessly ready to serve the person on the other end with the highest level of excellence you have. When you do, this will set the tone for the rest of the conversation.
Now you are ready! Here is the 3-Question Process to closing the deal with the high end client:
1. What do you feel is the biggest obstacle in growing your business and reaching your revenue goals?
Depending on how they answer this question, you want to be sure you have a clear understanding of how you can support them in overcoming those obstacles. Don’t be afraid to actually offer a real solution in the moment to how you would support them in progressing the business forward if you work together.
- If it’s team management – then share with them how you support your clients with alleviating the hassle and headache of managing the team by creating a solid process around working with teams in a successful virtual environment.
- If it’s sales – then talk to them about what they are spending their time on, and how, if you were working with them, you could assist them with freeing up their time from the day-in and day-out operations of the business so they can focus more on sales and marketing.
- If it’s lead generation / marketing – then share with them some proven strategies you have worked on previously with clients who had great results, and that you could help get established in their funnel.
2. Why do you feel you need an Online Business Manager?
With this question, you really want to hear what they believe or think the solution you are bring to the table will be. Without the answer to this question, you won’t know exactly what their expectations are about working with an OBM. Getting this specific result clarified will assist you in using their terminology on how you can partner with them in managing the business.
If the answer is:
- Overwhelmed – this is a good time to connect with them about upcoming launches and current team condition. Be ready with a quick overview of the first 90 days of working together so you can immediately relieve their overwhelm.
- Someone was recently in this position and is leaving – you want to find out what they feel really worked out well with that person, and what they would like to see different with the next person in that role.
- Looking for the right-hand person to go to the next level – this is where you’ll want to find out exactly what they feel is where they should be spending their time, and why they are spending it doing other things.
3. Why do you feel you need an OBM right now?
What you want to do with this question is create a sense of urgency around their pain point. This should help you in knowing what they need to make a decision right there on the spot so that you can close the deal.
The real key to each of these questions… isn’t the question, it’s the answer the potential client gives you. So listen intently for key pain points, for expectations and for how they envision the solution. Keep the focus on them and on their needs.
When you have to answer a question they have, keep it short and to the point they are asking. This is not the time to share your life story, this is the time to be a leader, to lead the conversation to the outcome you desire and SHOW this potential client your level of confidence through your ability to lead them to a decision: that you are the solution to their problem. 😉
Now to be sure you can back up all you promise… be sure to join Tina Forsyth LIVE TOMORROW (9/11/2014) for the webinar: