How to Attract and Convert More High-End Clients Even If You Hate Selling

Show Notes

• Framing is everything. The frame determines how well you sell, enroll, or influence someone else.
• The thing that a real funnel has that a marketing funnel does not is gravity. The conversation and the relationship capital lubricates that process and brings them through your funnel.
• Storytelling is the new selling. Tell a story and your prospect will sell themselves.
• Marketing well can make selling unnecessary.
• What would it take to have a conversational dialogue with one person to take them from someone who doesn’t know you to someone who trusts you?
• You can tell the truth and still not be believable.
• Relationship capital is like a water pump, it’s harder at the beginning but gets easier and easier to get that person to take that action.
• Prequalify 80% of the time, and promote 20% of the time.
• When you jump to the solution before identifying the problem, you run the risk of not understanding your Prospect.
• People love to be sold, they hate to be pressured.
• Many marketers are trying to force their prospects into their own timeline for purchasing.
• Marketing is the gravity that pulls the person through the sale.
• Having a process that eliminates rejection and continues the dialogue of marketing can work in nearly every industry.
• Marketing and selling are the ingredients that make the recipe work. There are very few businesses that fail because they are selling too much.
• Many people suck at the part of the presentation that goes from seeding to selling.
• The message is the hub, the channels are the spokes, and the marketing is the wheel.
• The table of contents for a book you are writing can become your editorial calendar for the next three years.
• We get tired of our stuff before our tribe does. Keep teaching the same content, just from a different angle.
• If you sell too soon people get annoyed, seed your content and reap the benefits later. You have to earn the right to sell.
• Educating people on making a buying decision is critical, but educating people on how to do that is even more critical.
• Giving is only one half of the circle of success, receiving is the other half and many entrepreneurs are crappy receivers. A lot of the resentment of giving too much is not being open to receiving. Part of receiving is asking and accepting and you can build a better business by being a better receiver.