2-Step System for Selling High-Ticket Offers with Ease
Kate McKnight Friday, June 22, 2018
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You are making things too hard on yourself.
Life is too short to have a conniption over what webinar platform to use… or to waste your time on the phone talking to someone who is never going to pay you a dime… or to build out some crazy-complicated 18.5 step funnel...
Stop overthinking it.
Instead, put this dead-simple, 2-step system for selling anything (including high-ticket coaching, courses, and services) into action and spend more time living in your Zone of Genius.
Step 1: Attraction
Far too many online entrepreneurs set out with the best of intentions with their business, only to get lost in the interwebs.
STOP lurking in the corner, hoping and praying the right person finds you at the right moment!
You’ve got a mission to fulfill for Pete’s sake! You’ve got something to sell that this world desperately NEEDS! Now get out there and SHOW people who you are!
Now that we’ve gotten that out of the way, here’s how you attract your ideal client on autopilot:
It all starts with putting out valuable content that both informs and entertains your most perfect prospect. This content should tantalize and tease as much as it informs so that they’ll literally be begging you to learn more.
Now that you’ve got them right where you want them (but in a totally ethical, non-slithery way), it’s time for THE most critical part of step 1…
Get Them on an Asset You OWN.
With social media changing faster than my newborn, building an email list is as important as it has ever been. Don’t be so foolish to think you can get away with just a Facebook group.
If you want to fool-proof your future, build your list.
You won’t regret it.
Anyway, where was I? Oh yeah, how to get those people who interact with your content onto your owned email list.
This is where having a well thought-through, well-crafted lead magnet really makes a difference.
A lead magnet is something of value (such as a checklist or video training) offered on a landing page in exchange for your prospect’s email address, and there are 5 crucial things yours needs to have if you want it to convert:
High value - Don’t give away something sloppy or something I can easily find online in 5 seconds.
High desirability - Know your perfect prospect’s biggest problem and promise to solve it with your lead magnet.
Specificity - The very BEST lead magnets focus on ONE specific person and one specific promise.
Easy consumption - Don’t make me feel like I’m a contestant on Man v. Food when I’m trying to get through your lead magnet. Make it easy to digest your awesome content and put it into action!
Ascension offer - Your lead magnet must align with the next logical step you want me to take; otherwise, you’re wasting your time putting it out into the universe.
(Want my step-by-step breakdown and examples to help you craft your high-converting lead magnet? Check out this other article I wrote recently: How to Create the Perfect Lead Magnet)
Once you’ve hooked your prospect with the perfect lead magnet and they’ve double confirmed their email subscription (don’t wanna be nailed as SPAM), it’s time to initiate step 2 of high-ticket sales domination...
Step 2: Conversation
How would you feel if someone you really liked asked you out, bought you dinner, and made you feel all special… then never called you again?
Or only called you up once a month when they wanted something?
Unfortunately, this is how most solopreneurs treat their email subscribers.
You suck them in with an amazing, value-packed lead magnet, perhaps write them a welcome series, then fall off the face of the planet… only to reappear every few days or weeks with a “new” offer to pitch to them.
Listen to me very carefully:
People. Don’t. Like. Being. Sold. To.
People buy from other living, breathing PEOPLE that they know, like, and trust.
If all you care about it is making sales pitches, not building relationships, you’re gonna be one sad (broke) sap.
The KEY to building a PROFITABLE email list full of qualified leads who effectively “drink your Kool-Aid” is to continue the conversation you’ve already started with your new subscriber.
Build relationships → serve with integrity → profit
Don’t be that lonely marketer scratching his head wondering why no one is buying his stuff because he’s not following up with his subscribers and building the kind of cult following that could’ve made him rich.
Instead, grab your keyboard and do this:
An Email a Day Keeps the Prospect in Play
Email your list every day. Seriously.
“Kate, won’t this annoy the crap out of people???”
For some, yes. It will. They’ll unsubscribe and you’ll move on with your life. They weren’t going to buy from you anyway.
But for the rest, hearing from you every day will become part of their routine. They’ll actually look forward to seeing your name in their inbox. And by the way, email marketing still boasts a 4400% ROI.
Why Does It Work?
There are lots of reasons I could go into here - from how it builds rapport fast to the neuroscience behind why successful neural coupling through storytelling generates trust in your audience, increases their understanding, and makes them more receptive to your message.
But I don’t want to bore you, so...
Let me tell you a quick story instead.
I taught myself how to play guitar in 8th grade. By freshman year, I was jamming along to Weezer and Green Day and everyone thought it was AMAZING.
I even started giving lessons to one girl in the cafeteria.
Was I some kind of prodigy?
I was mediocre at best.
But they didn’t know the difference because none of the other girls were picking out Avril Lavigne’s latest teen angst songs in their spare time.
You see, when you take the initiative to learn how to do something others don’t care to, or don’t know how to do, or simply won’t, you’re going to get attention and stand out from all the other marketers out there who are flat-out ignoring the people that they should be serving.
Bottom line: Hardly ANYONE else is using daily emails to sell (and even fewer are doing it well).
But if you make it a practice and learn how to do it the RIGHT way (I’ll show you how in just a minute), daily email will empower you to stand out from the crowd and build powerful relationships with your perfect prospects.
How to Write Daily Emails That Don’t Suck:
Spending any amount of time writing an email no one ever reads is a waste of precious time you DON’T have. So before you dive headfirst into this practice, here’s a few takeaway tips I hope you’ll put into action:
Tip #1: Write like you talk.
The reason daily emails are so fun to read is because they flow like a real conversation - not some stilted academic paper. You get to show off your personality (which goes a long way in filtering out people you don’t vibe with).
Use active verbs. Be yourself. Forget what your English professor taught you. It pays.
Tip #2: Use everything as content.
Everyday experiences will form the content of your emails. Your goal is to tell stories that start conversations that lead into sales pitches seamlessly and subtly. What you’re NOT doing is blasting your list with cold offers every day.
Instead, show some personality and tell stories about your daily life. Enter the conversation inside your prospect’s mind by talking about what’s hot in the news, pop culture, your favorite TV show, etc.
Then, tie these stories to the offer you want to make that’s going to serve your prospect’s needs. These types of emails are edutaining - and that keeps your prospects tuning in to your marketing messages day after day.
Tip #3: Visualize your perfect prospect.
There’s a real live human on the other end of your emails. Shocking, I know.
But seriously, you need to keep that person in your mind as you write your emails. Not only to speak to them but to treat them like a person. Don’t pitch all the time. Feel free to offer your audience products and services that are going to bring them success, but don’t see dollar signs every time you sit down to type up your daily email.
Notice what I didn’t say was a requirement for daily emails?
An English degree. Or copywriting experience.
Fact is, you can learn to write daily emails that sell even if you’re not a writer. The first step is to build your list and make it a daily practice. Consistency will train your readers and consistency will improve your writing.
Want More Tips on How to Daily Email PLUS Fill-in-the-Blank Email Templates?
I’ve created the perfect pdf just for you. I call it the “1-2-PUNCH.” And inside, I break down this simple 2-step system in excruciating detail so you can successfully implement it yourself.
I’ll also share with you my 5-day “PUNCH” welcome series templates that qualify your new leads and convert the hot ones into buyers.
When you implement the 1-2-PUNCH and practice the art of daily emails, you’ll be able to suck in leads, automagically separate the good from the bad, and sell anything -- all without forcing yourself into “sales mode”... spending hours figuring out the copy and tech for a webinar… or wasting time on tire kickers who just wanna pick your brain over the phone.
Check it out and let me know how it goes for you!
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