All Posts by Jennifer Hall

About the Author

Jen Hall is Business Clarity Coach for Coaches, Consultants & Experts who want to become Unrivalled Go-To Experts. Jen not only gets you clear on your micro-niche, message and what makes you unique and desirable, but she helps you to define what makes you an irrefutable offer to the market so you can position yourself as a high-end 'must have' option for your prospects. She is a Multi-Award Winning Speaker and Best Selling Author of Expert Unrivalled.

Feb 19

How to Prequalify Your Prospects for Successful Sales

By Jennifer Hall | Podcast

Fed up of taking calls with less than ideal prospects, brain pickers, and time wasters? Do your calls feel really icky and awkward?

Fear not, it’s time to get a pre-qualification strategy in place…

In this episode we cover –

  • How to prequalify your prospects in three simple stages to ensure you ONLY speak to the best people.
  • Turn your calls into a sales success without that icky and awkward feeling.
  • The red flags you should look out for when prequalifying AND the surprising red flag that you should ignore.

Useful Links:-

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Read Full Transcript

Please note this transcript is machine generated so it is not perfect and should be used for reference only, you will get the best from the podcast by listening to it in it's designed format.

(00:00):
Are your prospects qualified to work with you? In this episode we're talking all around how to prequalify your prospects so that you only get the right people on your calls and into your products and services.

(00:23):
Hello, this is Jen Hall here, your business positioning coach and market leadership expert. I hope you are well on this fine day. So today's episode is all around pre-qualifying your prospects and ensuring that your prospects are qualified to actually work with you. And I'll explain more about that in just a moment. At the moment me and Andy are looking to get a new kitchen fitted so we were going to get a kitchen extension and we've decided to postpone that due to various reasons, including not being able to deal with the upheaval until the year after next. However, we are looking to get a new kitchen regardless because I cannot live in the kitchen that we currently have at the moment. We moved in August last year and we have been living with a kitchen that's from the 1970s. It's literally falling apart. The fridge door opens will opened cause we had to get, we did have to buy a new secondhand one to tide us over because it was literally like pollute in the front from the front.

(01:28):
The hinges came off. It was, it was just getting down, man. So enough's enough with a 1970s kitchen and in with the new until we decide to actually do the fertile an extension on the house. So we've been ringing around the kitchen extension people to this kitchen, so fitter people to see who would be able to do this job for us. And we're not everyone's cup of tea to work with. And the reason is, is because exactly that we're looking to up a kitchen and then we're going to rip it out again and put it back in, into the new extension. So we know everyone's favorite cup of tea and that kind of job would perhaps scare some people, put people off, they can't be bothered. It's not something they would do, specialize in and so and so forth.

(02:12):
We've realized very quickly that we're going to have to go with a more specialized kitchen fitter who's going to be able to kind of foresee those issues and preplanned and then stay with us again. But when we need to get them back in again to repeat back out, to put it back in again. All good fun. So there's lots of things to think about. And so it's important that those kitchen fetters pre-qualify us as clients to ensure that they're happy to do the work and that we're all gonna get on okay. And that the result for both of us is going to be fine because some of the more, I guess, standardized fitters that there are out there that work with the likes of ran kitchens and so on and so forth aren't probably used to the type of that we're about to do.

(03:00):
This probably isn't very not a normal situation if anyone else's, it's is planning to do the same thing. I'd love to know that I'm not the only loony out there that's looking to do this, but it's important that they make sure that we're with the right customers for them, so that there is a mutual success and there is a mutual successful relationship that's going to move forward when the process starts happening. So prequalification is very important to make sure that you're both a good match for each other. Back in the day I used to speak to a lot of people who weren't, we weren't a good match to work for each other. They didn't like me, God forbid would anyone dislike me who I am a terrible, isn't it? But it's true.

(03:45):
You know, I, not everybody gels with me. No Everybody likes how I work and how I do things. I'm not for everybody. And so that's important as well to understand can you work together? I took calls of people who didn't like me. I took calls with people who weren't ready to work with me. I've taken calls of people who definitely weren't a right fit and I'm just going to leave out that I'm not going to go into any details or names. But you get what I'm saying, right guys, you understand where I'm going with this, that we end up putting people through who aren't the right fit and we end up wasting everyone's time including their hours and hours trying to take calls and work things out and make things fit and when in fact, actually by putting down boundaries and expectations and prequalification process, we can avoid a lot of that and save a lot of time and energy.

(04:42):
Now, if after listening to this episode, you would like to actually get on a call with me and by doing that go is, by the way, you will also see my prequalification questionnaire, which is before you book a call. Then please do, because I'd love to speak to you about working together, moving forward and seeing how we can start to find you high paying clients at a high ticket price and becoming the market leader who is a number one choice in your fields. If that sounds good to you, then do book call using the link that's in the show notes, but that is bit.ly/claritycallpodcast. So you can go there and click the link advocate call in. I would love to speak to you.

(05:32):
And again, you'll also be able to see that prequalification questionnaire as well and have a little nosy about the types of things I put in that too. So one of the first things I want to tackle around all your prospects qualified to work with you is the integrity issue. So I'm going to come into the nuts and bolts of things in a moment. But the first thing I want to tackle is this is all you're selling the right product, the right thing for them? Because I've seen this happen a lot. And it comes from a place of desperation. It comes from a place sometimes of naivety and blinkered ignorant thinking. And I say that with all the love in my heart, but it's true. So many people do this and it's basically selling people into products and services that aren't right for them at that time or at all.

(06:27):
We speak to certain sales coaches, by the way, not Jessica Lorimer. If you get to speak to a particular specialized sales coach, Jessica Lorimer is the one you speak to, but you see some people who rave about sales, making sure you get the sale. Now, yes, that's great for your business, but it's not great for the person and it's also not great for your continued working relationship and possibly testimonials and reputations, so on and so forth. If you're bringing people through the process. I know if I have to drag someone through a sales process, after working with jazz, I'm a pretty good salesperson. Like gosh, I'm miles ahead of where I used to be with sales. However, I will not drag someone through a sales process because if I have to drag them through, even though I could, is going to be dragging them through the rest of the program, that I'm also going to be doing as well.

(07:24):
And I don't want to do that. I want people who are primed and ready and motivated, want change and understand the value of what I'm offering before they get on the call. So I did an episode of, I think it was episode 14 around making sure that you are converting clients before they get on the call. And I talk more about that in there. But that's my better approach and my most ideal outcome is to have people on the call who are ready to go, who are people who are prequalified, who are motivated or converted to say yes before they get on the call. Yes, they might not be 100% converted. That's why they're on the call, but they're pretty much, they're excited and they love the love what I do, they've heard my content, they've seen read or content and they're like, no, this is the person I want to work with and I just want to get, be reassured and cross the T's dot the I's and make sure that everything is hunky Dory.

(08:25):
Those are the types of situations that I like dealing with. What I don't like to see is people get taken onto a sales call and given a great sales pitch and pulled through to saying yes to something that actually isn't the best fit for them right now. And the person on the end of the phone doesn't know any better. They're not in the strongest position because they, they're, they're looking to you for your expert advice. And if they're being given the wrong advice and they're being pulled in then it's not gonna be great. I've been on the bad end of that stick and I know some of you have also been there too. The majority of my listeners don't do that. But I think it's important to raise awareness of it because I see it happen so much and I just wanted to kind of mention that, that that's bad.

(09:16):
That's a bad thing to do. We don't want to be doing that with people. It's not about getting the sale, it's about sending people into the right things for them to ensure that they get that transformational result. That's what integrity is all about. It's getting that good fit for both of you. People don't like to be sold to. Yes. That's shoe mine of what all of sales is. Don't assume everyone wants nor needs your product. It's making sure that you are very clear on your side of things, who it is you help. How you help them, what problem it is that you solve and what outcome it is that you helped them achieve. Be really clear on those three things and also be very clear on what stage that person needs to be at.

(10:08):
Are they in, is this for newbies or is this for this for somewhere one further along the mine, will they needed to have certain criterias mat in order for you to work with them, you need to be clear on those things before people stop hearing or phone calls or even booking a phone call potentially. You need to be clear on those boundaries or even the fact that they're going to go straight to buy a product. And for me there are three stages of pre-qualification. There's probably more, but it's the easiest way to explain it to you guys. And the first is through your content. So last I just mentioned is being clear on your end, who are you helping? What problem outcome are you solving for that specific person? What are you specializing in?

(10:57):
And to make sure that those people match that criteria. And you can do that through your content. So you're going to be writing content around the kind of person that you help run the problems that you solve around the outcomes that you helped them achieve. And you can put that in your content. You can also put that on sales pages. That's going to make that very clear around making sure that that, you know, tick, tick, tick. Yes, that's me, that's my problem. That's what I want. This is looking good. And then you could even have a section I say you could, you should have a section on this is not for, and then you can list all the things that the type of person that isn't meant for this program. And that can be both mindset wise and practically. So it can be for those who want to chuck money at something, for instance, and won't expect things to work.

(11:46):
This is not for you because this requires your effort, your work, so and so forth. It could also be practically, so for instance, for me, sometimes this is meant for people who have already had clients and have a proven product sells or something like that that might be on a sales page somewhere for one of my programs. You could put that, this is for after that you put this is for and then you can start laying out all of the criteria. Again, mindset wise and practically wise of who it is for. Which could be include people who have been in business X amount of years, people, who are suffering from X heart condition. It could be anything, but it's making sure that you are setting out those expectations and those boundaries from the outset on who it's for and who it's not for.

(12:39):
And you can do that on your sales pages. You could do that through your content. And you can also do it through your content via showing opinions. Because at the end of the day, like I said, I spent a lot of time talking to people who didn't like me. And that's because I wasn't getting out there with my opinions. They were starting to see a side of me that they hadn't seen before and they didn't like it. They wanted a softly, softly approach. And that's not me. I'm very hard down the line. I don't mess about with my feedback. It's always very, very honest, always coming from a very good place, always coming from a place of experience. But I don't mince my words and that's not for everybody. And so if my content doesn't reflect that that way, my style and it doesn't reflect the types of opinions I have on certain things than perhaps we're not going to jail when we work together.

(13:29):
So a great way of pre-qualifying and making sure you're bringing on the right kind of following and that actually that you're following or engaged and that you start always creating a movement of a certain type of person, sharing your opinions and your content is a great way to start sifting out the wheat from the chaff. The second level of prequalification is through prequalification questionnaire. Before they get on the call. You need to make sure before every call that you take people through this step because if you don't, you are going to end up in a situation, as I said, speaking to people who are brain picking, speaking to people who potentially think that this is a free call to get information when actually it's a sales call and that's not great for either of you. So these prequalification questionnaires are great for setting out those kinds of expectations.

(14:19):
So it doesn't feel icky. One of the reasons why we feel icky when it comes to taking courses because we feel like they want something from us and we don't want to give it to them for free, but then you feel obligated to in that you do. Then you get resentful and it's the whole yucky situation is just ick. So the best way is to make sure that in that prequalification questionnaire that you lay out exactly what is expected on that call and what you are going to do. And I have an extensive list of and expectations on my call questionnaire that people have to take to say that they understand that they understand this call is to determine whether we are a great fit to work together. That they understand that if at the end of that call I think they would be a good fit for one of my programs, that I will offer those to them, that they understand that if they are not a great fit, that I will turn them away and perhaps refer them elsewhere or whatever.

(15:16):
It's all very, very clear from the outset. So they come onto that call fully aware of what that call's about, what's to be expected. And they also have that magical question on there, which is around finance is that, do you have access to funds? Do you have funds right now to grow your business or you don't have funds? And so I'm able to get a gauge. Now, it's really interesting because I have a few different questions on here and there are some red flags where I won't take a course or whatever. So we have other questions that I ask in there to kind of determine where people are at where the clarity is on their business and kind of what their challenges are and so on and so forth. And I also have a question around how committed they are to achieving the goals that they've put down.

(16:02):
Now interestingly enough, I will take calls of people who say that they don't have access to funds because a lot of the time people pick that because they don't want to be sold to. Now. I will still take the call in that instance and it will be something that we'll bring up at the very beginning of the phone call to say, Hey, I see that you've put this down. As you understand, this call is about working with me so what we can do in this call today is going to be limited, but what we can do is ascertain where you're at and what we might be able to do in the future. And I tend to keep those calls quite short and sweet. And less, at the end that that starts to look as if they're interested in that.

(16:43):
They're wanting to find out more about the products. And actually a lot of the time, I was probably say 50% of the time people have still jumped on board even though they've ticked it and they just ticked it because they're protecting themselves. The red flags where I won't take a call is if they have a low commitment level to achieving their goals. I don't want to know, thanks very much. Or if they've put something in there where it completely takes them out of the ballgame, if me ever being able to work with them, there's no point. And in those cases I send them a polite email to say that from the questionnaire results that I've received, I don't think we're going to be a great fit to work together. And the call is probably, probably isn't going to be the best use of our time.

(17:25):
Thanks very much for inquiring da dah, dah, dah. That actually rarely happens because by the time they get to the point of the, of the core booking system in the questionnaire, they'll read through and they'll probably ascertain that they're not the right fit anyway. There's very few people that actually end up going slipping through the net and actually booking the call. Everyone else tends to be pretty much primed understanding where it's going and they're at a level for me to get on a phone call to know that actually this could, this could be really positive and beneficial partnership moving forward and we could be a great fit together. Judging by that qualification, judging by the fact that they've been following my content. If I've got a name that I have no idea where it's come from, I've not been interacting, interacting with them on social media or anywhere else or they've not bought my book or anything else like that.

(18:16):
And then I will tend to obviously ask them and said, Hey, are you looking forward to our call? Can I just ask where you found this? So you can ask that or I have particular links as well where I can tell where they've, what piece of content that they've come through from based upon what link they've clicked and so on and so forth. But you want to kind of find out where people are coming from as well. So make sure that that is in there somewhere. So that you can tell whether it's just some random person doing a yellow pages, flip through and just kind of hit your name and they just want to chat. Or whether there's someone who has been through your persuasion , preconversion process, you know, what you're dealing with. And again, it's your call too, whether you take the call or not, you know, whether they've not been through that that persuasion element.

(19:04):
You've got two options. You take the cold calls and you best be a good call taker and a sales call taker in order to make sure that you convert that lead if they're a good fit. Or that you can send them some of the things that you want them to look at to start that persuasion , to start that conversion process, to warm them up to your way of doing things. And to get them excited for moving forward. You can also do that. It's completely up to you or you can send them away it depending on what they've written on the questionnaire. So that's the second level. And then the third level is on the call and on the call you really want to be making sure that you're going over the answers in that questionnaire that you're ascertaining in depth where they wrap the impact that their problem is having on them or the impact that the not moving forward is having on them.

(19:57):
I'm ascertaining can you solve that problem? Are they going to be a good fit? Do they have the right kind of qualities that you look for in an ideal client? Are there any red flags that are coming up? Things that they're saying that don't sound quite right. And then it's again, ascertaining are they a great fit, but you've done all the hard work before they've got to the actual call itself. So you're in a good position to be speaking to the right kinds of people. And then it's just a case of, okay, so do you want to move forward with this person or not? If the answer is yes, offer them your services and get them an outlay of what you, what's on the table, what's best for them to start working in right now?

(20:41):
Or is it a case of saying, look, through speaking to you today, I'm not sure the best fit for you right now. And then referring them elsewhere or sending them on their way, whichever, whichever be the case or sending them back to some free content that they need to go and do or let them know the stage in which they need to be at before you can start working together. So do make sure that you follow this process and if you follow stages one and to the latter, you will find that your cause will be more fruitful, that you will start having more fruitful relationships moving forward. And that actually, if you start setting out the boundaries and expectations of what you're doing and you're clear about it, sales won't feel so icky. The calls won't feel so icky and it will start a much better place for a building, a working relationship together moving forward.

(21:32):
It sets a great precedent for when they received your contract and they suddenly have to read things that you expect from them in order to make sure that they get the results that they need. Being a service based industry, it's important that the user uses it properly. And so they have to have the boundaries and expectations set out for them and they've already been through your prequalification process so they know what to expect. They know that you're not just going to take any old person on, that you're making sure that every stage that you're transparent, that you are building those boundaries, you're building those expectations and that you're making sure that you're communicating that to every stage. And it makes the process so much easier, so much nicer, and it's in flow. So there we go. That was a download of wittering and I hope that wittering was useful to you guys on pre-qualification.

(22:30):
But it really is important to do. To make sure that your business functions well and that you start great business and start great working relationships. So I hope you've enjoyed the episode. If you would like to talk to me about positioning yourself as a market leader and how you can start attracting those high paying clients with ease and becoming that number one choice for your market, then do make sure you book your call with me in the show notes, the links in the show notes, bit.ly/claritycallpodcast. Get that book to have a nose on the way through at my prequalification questionnaire and I'm really looking forward to speaking to some of you who are looking forward to moving forward in your business. Could I say forward anymore? I'm not editing it out. I'm going to end the podcast and send you guys on your way, whether it's the evening or the morning. I hope you have a great rest of the day and I will speak to you again in the next episode. If you've got any comments, questions, feedback, and please do send it to jen@jen-hall.com speak to you guys soon. Take care.

Feb 12

How to Find High-Paying Clients

By Jennifer Hall | Podcast

High-Paying Clients –This supposedly elusive species is much easier to find than you first might think. So why does it feel so hard to find them? 

In this episode we cover:-

  • The mindset shifts YOU need to make around high-paying clients and your pricing to start attracting them to your business.
  • How high-paying clients think and what they’re looking for.
  • Why you’re holding yourself back from attracting high-paying clients right now!

Useful Links:-

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Read Full Transcript

Please note this transcript is machine generated so it is not perfect and should be used for reference only, you will get the best from the podcast by listening to it in it's designed format.

(00:00):
High paying clients. Where are they at? In this episode I am going to be showing you how you can find this elusive species.

(00:17):
Hi and welcome to this next episode. I'm Jen Hall, your business positioning coach and market leadership expert. And today we're talking about where to find or how to find high paying clients. So this weekend me and Andy went to London, which was fantastic and we did a lot of things. We did the Dungeons, which was great. We went to see touching the void, which is a fantastic play. Which is about to end. We were very lucky to kind of get in there and sneak in there cause we also didn't preplan to watch that. It was one of those on the moment things and we managed to find tickets. It's honestly such a great and moving play about a climber who ends up falling down a big crevasse. I'm not going to anymore cause I don't want to spoil it, so shush your mouth Jen.

(01:08):
But those books and documentaries and things out there as well. But yeah, it's called touching the void. It was brilliant. Any who I won't ramble on, but the biggest thing we went there for was for Andy's Christmas present, which was to go to the stranger things, secret cinema. Oh my gosh. And again, I can't give too much away. All I can say is you have to go. It's brilliant. When I first heard of the secret cinema, I thought it was some random secret location where you went to go and watch the film, not the case at all. They basically recreate the world. You become part of that. Well, you play a character in that world and you get to explore it interacts with the other characters within it, including the set. They actually recreate the world as if you're in it.

(01:54):
And it's absolutely amazing. Everything is meticulously done to the last detail. And we thought, wow, this is so cool. When I was looking at the price tickets, I was [inaudible] to whether get the VIP or whether to get the the normal and the, and we went, we went VIP. If you do anything, you get VIP. So we've opened the VIP tickets. But once I'd been in there, I started to think, wow, I would have paid a lot more for this. Had I perhaps known a bit more, or perhaps there was a bit more hype around it or the value had been communicated to me. And to be honest, I possibly would've probably paid more from the outset anyhow because it did look good. But obviously once you've price anchored somebody, a particular price points very hard to start charging more for it.

(02:48):
Now that's not to say that I'm suggesting that you shouldn't be raising your prices because in most cases, for a lot of people, they probably should be raising their prices. But the point is that they could have put a higher price in front of me and I probably would have paid it because it was so good. It was worth so much more than what we paid for that ticket. And so that's kind of a myth that I want to bust on the biggest outset is that we can sometimes shit ourselves when it comes to pricing our services where we process certain level and we get people saying yes to it and then suddenly we think, Oh, I can't pay anymore because maybe they won't buy. And it's just not true.

(03:37):
If once you price anchored somebody, they're chuff, they might feel like they've had a bargain or they might not. They might just feel like, yes, that was appropriately priced. But until you actually put a different price in front of them, you don't know whether they would have paid that on or so the retrospective, in hindsight looking back, would you have paid more? Question is always a bit iffy depending on who you ask. The only way you're truly going to find out is by putting these prices up and then watching new people come through the door to see if how they feel about that price. What matters is, is that you are pricing what it is worth, the value of the product that you in the service that you are delivering and that you're not just pricing for what you think people will buy.

(04:24):
You need to charge what it's worth and then communicate the value of that worth to the audience that is going to be buying from you. So that's really key, first of all, to kind of understand that you can't really judge based upon what you're currently doing. And yes, it might be that your services aren't up to scratch or it could be that actually you are over-delivering and your service and it is actually worth a lot more or your owning advertising a certain amount from the outset, charging for that part that you're communicating for. But then on the back end you're doing so much more but still not charging for it and not really seeing that. So there are lots of things that you need to do and look at in your business to make sure that really kind of analyze it to make sure that you are pricing appropriately.

(05:12):
That we can cause our own mindset blocks around would people pay a higher price or not? Based upon our current and current reality and our current experiences. If secret cinema had just put a different price in front of me, I probably would have paid it. I would have paid a higher amount. So have a think about that and make sure that your pricing is spot on to what it is worth, the value that is within that and that you're charging for the transformation, not your time. So now that's kind of off the table. Next thing to say is if you would like to speak to me about working together to create high ticket products to help you with your pricing and to help you to attract and high paying clients, then do you make sure you book a call with me using the link bit.ly/claritycallpodcast.

(06:01):
The link is in the show notes as well. Do you make sure you book a call with me that, and we can chat about how we can be forward and how I might be able to help you to do that. Just like jewels who was selling her health weight loss services for around 300 pounds and struggling who actually raised them to at least 2,500 pounds and that she sold them with more ease than she did at the 300 pound mark. And then of course you've got the likes of David who went from selling his consultancy services for 10,000 pounds to actually selling them for 36,000 pounds and beyond. So it's totally doable at whatever level you are at. It's totally possible for you. I'm very much passionate about these particular topics around selling a high ticket level.

(06:59):
I'm very passionate about it because so many people feel inadequate that they can't do it when apps they absolutely can. And they also feel like that their stock at a particular level that they're at at the moment. And it's pjust not true. You can absolutely uplevel, you can absolutely elevate your position within the market in order to start selling a high ticket product and start getting a new type of clientele who will pay those kinds of process. It's totally possible for you. So if you do that, do make sure you book a call and we can get going. But either way, let's get stuck into the nuts and bolts of today's episode. So I want to bus let another myth which is around finding a high paying clients because that's not necessarily true. It's more around attracting a high paying client, which I'll come onto in just a second.

(07:58):
Now of course we can be a bit smart about it because at the end of the day, your ideal client has to be able to pay you. And so if you're selling at a higher level, then you need to be thinking about, does your ideal client that you're currently targeting have access to funds? Now ultimately, how much money people have is really none of your business at all. Because people have access to money in all kinds of ways and if they really want to find the money, they will. Now, whether that is by asking a family member, whether that's by dipping into the household income, whether that is by getting a loan, I've taken those before. I've put things on credit cards before now. It's not something that I necessarily suggest that people do when in fact is not something I ever do.

(08:56):
I don't have to suggest that people get into debt, but ultimately it is their choice. What they do, and what I'm saying is that whilst you would never suggest these things, because I think that's unethical, I think we also have to realize that it's really none of our business how people get hold of money. If they want to buy something. Ultimately that's their decision and that's up to them what they want to do. In my heart, I don't want anybody to put themselves in a situation that would put them in some kind of financial danger because at the end of the day, I want my clients to be safe. If I knew about it that that was the case and I wouldn't take somebody on because the process in terms of what I'm doing doesn't work. If you're in that survival mode and that where you're worried about money and keeping your head above water financially it's not a great place to be running a business from or starting a business from.

(09:52):
So that's something that is important to me to make sure that people are financially stable if they then choose. I've had a lot of clients who have that who are in a okay position, but they choose to put it on their credit card or they choose to get a loan because they don't really want to dip into the other funds that they have access to. Then again, it is up to them. It has nothing to do with you. It's none of your business. And so you have to accept that people need to make their own choices and their own decisions. And you also have to accept that people do on the whole have access to money in many different ways than what we realize. Not many people have thousands of thousands of pounds lying in the bank just ready to just throw it, throw on something. We're human beings and we want to make sure that what we're spending our money on is important.

(10:38):
And when we don't have it, if it's that important, we will still look at options to see if we can work something out. You have to be smart in terms of, you know, if you're selling a high ticket product, you're not going to be wanting to target people that are on the poverty line because they're just not going to have the funds in order to do that. And again, as I've mentioned in other episodes, it's not particularly ethical to be targeting them as an ideal client anyway. In my eyes, particularly not for high ticket products. They're focusing on the very basics of life at that particular time. They're focusing on roof, saying that they had food on the table and other such things. So unless your helping with, with those types of endeavors and you'll probably be doing that with supporting companies around that industry who helped these people rather than targeting directly as a consumer.

(11:36):
So you can see where I'm going with this. So we want to be beat. We want to be smart about who it is we're targeting. Absolutely. so we want to be thinking about, do they have disposable income or are they at a stable stage of their life where they could have access or find money or get credit, whatever it is. We do have to think about those things as well. And we could all say be smart about where those people might be hanging out. We can look at things like demographics and for instance, we could think about, well actually if we target corporates, they have a lot of cash that they're smashing around where they can, they can spend on various things. Now that's not to say they'll just spend it on anything.

(12:22):
They'll still spend it on the things that they fought will find valuable, but they definitely have the funds to pay you. So again, that would be making a smart strategic move. But it doesn't mean that not everybody wants to work with corporate, so I'm not saying that you have to work with that. But that would be somewhere where you could always be damn sure that they have the funds. And if people aren't buying from you at a high level from corporate, it means that you've not quite delivered on the value and the priority that they have at that time. So it's being smart. Yes. It's not necessarily about finding them. We can be a bit strategic about looking at our ideal client profile. Who are they? Are they someone that would access those kinds of funds? Because the other thing that we would need to look at here is, is how much of a priority is it for them?

(13:13):
Because there are a lot of people that want a lot of things in life. You ask somebody at any financial level whether they want to live in a mansion, everyone's going to say yes, but you know, financially some people that's going to be more viable for some people at a different stage than the people who aren't necessarily at the stage where they're financially stable. If you get what I mean. So we have to look at who are we targeting and what is a priority for them right now. I'll give you another example. Say for instance, I speak to people on calls all of the time and deciding whether the investing in my services is the right thing for them. We talked through the process and what that would involve in the seven or so forth.

(14:07):
And recently I've spoken to a few people that have not been the right fit, financially speaking. And when I say that I'm also talking in a mindset perspective, they might be too new to the process to feel comfortable investing at a higher level. It's too risky for them. So you also have to look at the mindset of the person that you're targeting. And it's different for different industry. But if you look at, for instance my industry where I'm be to be and I tend to work, like I said in a previous episode with businesses who have had clients and they're more stable, I still end up talking to people who are also just starting out as well. And things are a riskier for them at that stage. So we have to think about the mindset of people and where they're at and how willing they are to invest in the thing that you're selling.

(14:59):
Because it might not just be about you, it could also be about themselves and whether they feel that they've got what it takes to make what it is that you're selling work. So that can be across any industry that that applies across the board, not just for business, like business coaches that applies across the board for anybody selling any service. You have to look at the mindset of the particular ideal client that you want to serve. And maybe it's also about saying, Hey, am I targeting the wrong people? Otherwise you could be flogging a bit of a dead horse. You know, if you, if you're selling the wrong product to the wrong ideal client, it's about that alignment and that congruency and that perfect match between the person and the products. Does it work? Or the business and the product or whatever, whoever it is that you're, that you're selling to.

(15:50):
So be smart about it. Look at who it is you're serving. Think about where they could be hanging out. So for instance, corporates is, we just used as an example. They could it be all nicotine. So you're going to find those high paying clients are on LinkedIn. If you're, if you're helping professional women, again, they're gonna find them on LinkedIn. But botched back button, there's a big button. This, it sounds like I'm trying to push everyone over to LinkedIn and to working with businesses and corporates because professional women, because they've all got the money. At the end of the day, the bigger the problem or the bigger the ambition, the more people are willing to pay. So regardless of what I just said almost, and yes, we have to look at where people are at in their journey in life and financially and all of those types of things.

(16:41):
And we have to look at what's most important to look at, what is a priority for this person at the moment. Cause like I said, a lot of people would like to live in a mansion, but that might not be their first priority. Yes, that would be lovely. But right now I can't focus on going in a mansion because I'm having to deal with this other problem that's going on in my life right now that takes precedence over that. So as I said was everybody wants to achieve that goal. It's not necessarily everybody's immediate priority. So we have to look at those immediate priorities. And we have to be covered about agitation, which I've also talked about in a few different episodes around agitating that priority, agitating the impact of not taking action on that priority, agitating the impact of when they do take action on that priority because this is the effect that it's going to have on the rest of their life, their business, their finances, their mental health, their relationships and so and so forth.

(17:35):
So agitation is absolutely key to help them realize the extent of their problem or the extent of their ambition. Because a lot of people get gang caught up in all what problem we're solving as so and so forth. It really does panty the type of business that is solving a bleeding neck issue or either type of business that is helping someone build a bridge to something better. Is it a negative thing that's happening for somebody at the moment ?or actually is it just a real need to grow and move forward? And you have to decide which one of those it is in order to, to know where you need to be placing most prominence on, do you want to be paced place in the prominence on the bleeding neck issue because everyone needs to solve a problem. Absolutely.

(18:18):
But all should we be, if you were more of a build a bridge and helping someone achieve something wonderful, is it more of a prominence on, look, you can you want to do this, let's do this and help to motivate people to put prominence on the ambition and the outcome. We all, like I said, need to focus on both things, but which one are we going to have more of a prominent song? Which one are we going to lean more on? So that is how you find high paying clients. Yes, you can be smart about it. Yes, you can look at demographics. Yes, you can think about strategically about who you're, who you're helping. And where those people might be hanging out. But more importantly, it's recognizing that how much money people have is really none of our business because people will find money if they have to.

(19:05):
If they want to more to the point. It's always, you're focusing on those priorities and those big problems or these big ambitions and you're creating something of high value because then we move on to thinking about the other side of the coin, which is if you are in amongst these people, because you are that everywhere, high paying clients are everywhere. Again, you'd be smart about where to find them. But essentially people that are on LinkedIn are also on Facebook as well. There are people absolutely everywhere who are willing to pay good money for something. But what it is, is making sure that you're doing your part on your side of things to ensure that you can attract those people to you. So you want to ensure that your positioning within the market is spot on. That you are seen as somebody who is not necessarily luxury because that's immediately where people think they have to lean towards.

(20:08):
That's one way of doing it. It's also ensuring that you are a trusted go to expert that has solved this problem before that can absolutely help you get the result that you want, that you are a specialist helping people just like them. So it's really important to look at your own positioning and to also look at how you're articulating the value of that high ticket product that you're putting in front of them because you have to be charging high prices in order for high paying clients to be attracted to you because high paying clients want to pay businesses or people that are the expert, the specialists, and if you're charging prices that don't match that positioning level, people get suspicious. They they're savvy. They start thinking, well hang on a second. If they're only charging this amount, am I going to get what I asked for?

(21:09):
High paying clients don't want to gamble with their money. They want to ensure that they get the results that they need. So you need to think about your own positioning and pricing as part of that. Are you charging a high enough amount to be taken seriously at that level? And are you charging that kind of price? Is that to be taken as a serious go to expert in your field? It doesn't mean you can't also have low ticket offers as well, but you have to make sure that you are seen as that market leader, as a business that is unrivaled in the market. So make sure that you're doing your bit to ensure that you can attract those high paying clients. First stages is creating those high ticket products and making sure that you're charging the right prices. It's then making sure that those products and your messaging is all around helping whoever that ideal client might be with the big problem or with that big ambition that it's, that it's designed for specifically for them and that it's designed around those, one of those two things or both of those things.

(22:22):
Because if you can do that, that's going to pull people out of the woodwork, the people who are committed, the people who don't mind spending out because they know that they are going to do everything they possibly can to get the results. That's the kind of people that you want. You want people who are ready for change and and motivated or ambitious or who have had it with the problem they've had and they they want to get it solved and they don't want to mess about trying to half ass it or trying to do it themselves or trying to find the cheapest deal in order to try and maybe see if it gets done. Because if it doesn't know well, nevermind. You want people who are serious and high paying clients are serious buyers. So you have to be seen as a serious contender in the market to ensure that you can pull those high paying clients out of the woodwork and into your arena.

(23:16):
So I really hope that you enjoy this episode. I sat in the dead and again, if you'd like to chat to me around how to start creating these high ticket products, how to start making sure that your messaging hits the spots that you get. Clarity on that high paying ideal clients on where to find them, how to find them, and all the tips and tricks behind the scenes that do. Make sure that you book a call with me to discuss working together on that. The link is bit.ly/claritycallpodcast. It's been a pleasure speaking to you. Again, if you have any questions or you'd like to reach out and just chat by email, the email is jen@jen-hall.com. Great stuff guys. Really looking forward to speaking to you soon and I'll see you in the next episode.

Feb 05

Create a Simple Client Acquisition Strategy to Hit Your Next Financial Goal

By Jennifer Hall | Podcast

Positioning is so important but so is a plan! You need a clear actionable strategy to secure clients if you want to monetise your positioning in the market and in this episode I show you the simple client acquisition map that I take my own clients through.

In this episode we cover:-

  • The key areas you need to think about to secure ideal clients.
  • Why looking at your business model is critical to the sustainability of your business.
  • How to get in front of an audience who will actually buy from you.

Useful Links:-

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Convert prospects before they get on the phone
Jan 29

How to Convert Prospects BEFORE They Get On the Phone

By Jennifer Hall | Podcast

Wouldn’t it be great if you only spoke to prospects who WANTED to say YES to working with you? Well in this episode I show you five ways to convert perfect prospects into ideal clients with ease.

In this episode we cover:-

  • The type of value that actually converts prospects into clients instead of turning them into freebie hunters.
  • This particular cookie cutter approach that weakens your position with your prospects.
  • How to presuade your audience to only take calls with serious buyers.

Useful Links:-

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Read Full Transcript

Please note this transcript is machine generated so it is not perfect and should be used for reference only, you will get the best from the podcast by listening to it in it's designed format.

(00:00):
Wouldn't it be great if we could talk to prospects who are already a yes. Well, in this episode I'm going to be showing you how to do exactly that.

(00:18):
Welcome to this episode of the Expert Unrivalled Podcast where I am showing you five ways that you can use to help position yourself as the one to say yes to before you even speak to your prospects. So how are you going to convert your clients before they get on the phone? So we have just finished up an epic week of the market domination challenge. So all the episodes are available guys. So if you didn't manage to catch it, it wasn't the right time for you, it's no problem because all of those challenge tasks and episodes are all available in the group on this podcast. So do you make sure you go and check out those last five episodes. And if after listening to this episode, you'd like to talk about how I can help you to really implement these steps and start to convert your prospects before you get on the phone.

(01:15):
So you only ever have to speak to ripe prospects who want to be clients. Then do you make sure you book a call with me using the link in the show notes, but that is bit.ly/claritycallpodcast. If you just had to that link, you can book a call straight in. We can have a no pressure chat to discuss how we might be able to work together to get this moving forward. So why are we doing this? Why are we trying to convert clients before they get on the phone? Well for me, I enjoy taking sales calls with the right prospects. For me it's about pre-qualifying and ensuring that I'm only speaking to serious people, serious buyers who don't necessarily force them into saying yes on the phone. They still might not be 100% converted. They might need to have some reassurance.

(02:11):
They might not always be the best fit either for you. So this isn't about saying they're going to be 100% converted. But what you do want to do is speak to people who are serious about buying from you. Because something that I got really sick of in the early stages. My business was having loads and loads of calls with people who were brain picking with people who wanted to be convinced on the call or who were kind of serial coach shoppers having millions of calls with various different people. I'm not really making ever making a decision or really just getting lukewarm people who went away going, Julie, what? I'm going to have to think about it. And they ghosted me. I got really sick and tired of having those experiences, which I'm sure if you've experienced them, you are too.

(02:58):
So finding ways of being able to prime my prospects before they get on the phone was key to me. Ensuring that I was only speaking to people who were serious about working with me and who were already it as much as they possibly could be already. Yes, they'd already fallen in love with the way I do things. They'd already had these epiphany moments with me where they're like, Oh gosh, yes, that makes total sense. I really need what she's delivering. And I'm really interested in finding out about it. That's the kind of person that I wanted to speak to, but something that's really important that I want to kind of share a message from my incredible sales coach, Jessica Lorimer, is that you can't take sales completely out of the process and convert people without having kind of the straightforward interaction with them.

(03:56):
The best way to really get people to buy into something is by having that conversation with them, by getting on the phone is one of the best ways you can do that. So I don't want to say that you need to be avoiding calls at all costs because I genuinely believe you're going to get better traction in your business if you take them. But it's about taking them with the right people who you don't have to convince because that's the worst position you could be in is on the call. And you're trying to convince them that your way is the best way and that you're the best choice. You really want to be positioning yourself as the best choice before they get on the phone. So really the call is more about making a decision dotting the I's, crossing the T's and getting their last minute questions answered and really overcoming any of those last minute objections that they might have.

(04:47):
And in this next part of the podcast, I'm going to be taking you through a few ways in which you can start to do that, to find ways to position yourself before they get on the call so that they are already the majority of the way there to choosing you as the one to work with. So then number one is making sure that all your social media accounts, your website or your profiles are all up to date and primed with your killer marketing message that will get them exactly what they're after. And this is the thing, consistency on this is really important. So if one place it's weakened in the next or if one place they're seeing a completely different view, a different version, doing a different thing is going to be quite confusing. So my big suggestion is is to ensure that your profiles are consistent across the board as much as you possibly can.

(05:42):
If you're serving two different markets, then you want to try and isolate those two different markets to the various different platforms. But the ideal situation is that you are targeted in on one particular market and that your social media profiles are all consistent across the board delivering the same message because the more you can do that, the more you're going to become known and the, the more you're going to really imprint yourself in the minds of your market that you are the person to work with. And obviously we've talked quite a lot on this podcast so far about messaging. So do you make sure you go check out the other episodes because it's really important to have that micro-niche message, that powerful message. And one thing that I'm not a a big fan of is the I help so and so do X, Y and sad.

(06:33):
And the reason I'm not a big fan of that, and by this you, you almost already knowing what I'm talking about here and that's kind of like your LinkedIn profile is because it's fine to do that exercise for yourself. We're going to get all of my clients to do that. It's really important that you get that cracked. Because if you, if you can't say those things, then you really don't have clarity on who it is you serve and what you do. But it seems great to create those for yourselves. But in terms of then putting that on your LinkedIn header or anything else, it's really weak. And the reason why I say it's really weak is this beginning part of the I help, it's just very cookie cutter and that's what I don't like producing. That's what I don't like to see is the same, same as everybody else.

(07:19):
I like to see something that is strong, that is individual and unique, still very important to keep it simple and understandable. And to the point of removing all of the fluff. But this, I helped so and so it really lacks strength. You want to have that power behind it, the fact that you deliver those results. So for me it's, I position scrap out the help. I don't help people position themselves, I position entrepreneurs. I, it's not something I help with. I actually do it. And so that's how I want you to come across in your positioning statements. I want them to be really, really confident. And the other thing is you can obviously ramp up your positioning statements to be an, obviously it has to be true. So we can't just be making these up, but you, if you can, for instance our adventure travel company that we run ever track, we are known as the UK is number one, every space cab specialist because we are like, that's that, that's the truth of the matter.

(08:27):
So we're very confident about that and we put that positioning statement all over everywhere we possibly can on our blogs, on our website and other places. So uniquely have the UK leading authority. Even if you can't say the UKs or the world's leading whatever, even just being a specialist is also great for positioning as well as being a specialist or an expert, they'd be really would be really confident in your copy. Get rid of the wishy washy. I help. You might possibly, all of those kinds of words really weaken your strength behind the message that you're trying to put out there. People need to know that you're the go to person and that you have unshakable confidence in what you deliver. And to do that we have to be strong in our messaging and have that consistency of the message across all of the different platforms.

(09:19):
Okay. So the second thing is educating your market or your prospects on your new solution and why they need it. So you might have heard, we talk about a new solution before. A new solution is something that they've not heard of before. So it doesn't matter if it is a new solution or not technically speaking, it has to be new to your market. So for instance, let me give you an example of why it doesn't technically have to be new in its entirety. So I worked with an incredible guy who's now become a very good friend of mine, David Williams, and he is an international education consultant. He basically goes into independent schools and he helps people to sorry, helps this, the school owners to ensure that they get enough business through the door, enough bums on seats and so and so forth.

(10:13):
And a lot of the things that he's showing them are very entrepreneurial and so to entrepreneurs and people like me, it's not new. The idea isn't new at all. These are things, these are classic ways of, of helping people get, get those results because they're in the education and in the school arena, it's totally new to them. They've never heard of these things before, so it's a new solution to them. So don't get yourself caught up and trying to create a totally new idea because they don't exist. Start thinking about what has your market, what is, what does the individuals in your market, what are they missing? And that was one of the challenge episode tasks that we did last week. But what are they missing? What are they not getting that if they knew that would actually get them part of the way or make a big leap in progress or whatever.

(10:59):
What's the key to their success that they're not seeing? And then you can create that key to success with your spin on it and give it a completely unique name and make it completely yours and create this amazing intellectual property. Now I spoke about this before. Intellectual property really helps to position you as somebody to listen to. So make sure that you are creating that new solution, that you are making it yours and you are creating and building it as an asset. Making it tangible. Because that's the thing with a service based business. Our challenges to make things tangible all the time. And that's what we need to do. We need to put it, make, create it into a product so that we can give to somebody is a little gift. And that the only way they're going to get ahold of that is in obviously your programs.

(11:43):
So make sure that you're doing these things, that you are creating that intellectual property and that you're educating your market on those things because it really does position you as an expert and it's this kind of value that will stick in their minds. A lot of people try and give value in the form of helping them go from a to Zed and at the end of the day what you don't want to be doing is delivering your program in small sections constantly. All of the time. There is absolutely a place for it and I don't think we should not be doing it at all, but we shouldn't be doing that all of the time. The biggest value that's going to convert the best as well is going to be around educating them on where they've been going wrong and how they can start to take more positive action.

(12:27):
And if they want help taking that action, you provide this particular new solution that solves that problem. And here it is. Inside of my programs, this is how I serve my clients. By the way, that's a really great way if you're networking and you don't want to sound sleazy and be salesy and pushy but that could be network, it could be a Facebook group. Wherever we is that that line, this is how I help my clients. It immediately positions you is Oh, they have clients. I know it sounds, it's a very, it's a very low level positioning, but it still positions you as somebody who has clients who's helping others just like them. And it does position you as, as an expert and it puts you in their minds as somebody to consider. So that's the kind of the first wrong, just a little sidestep there.

(13:15):
This is one of the main points of this podcast. But just bear that in mind. It's always a useful line. This is how I help my clients then then move on. Or what I always say to my clients is that dah, dah, dah, dah. It is a great one to use. So any who make sure that you are educating people, make sure that you are out there and showing people how they can do it better, how they can make a change because that is a value that's going to stick in their minds. It's going to be that apifany moment where they suddenly go, Oh my gosh, yes, you are so light. And it's those moments that have the biggest breakthroughs for people and that really makes you stand out somebody to listen to and that somebody has helped them make that mind shift.

(14:02):
That's what you're hoping for, to create people. It's not necessarily practical steps that they can tick off a list, but actually making a critical mind shift that kind of glow in more obvious terms, blows their mind. Do that. Oh my God. Yes. That's the thing. If we can get that reaction, that's really going to hold you in good stead for them to be, converted before they get on the phone with you. Cause they're going to be that, Oh, she holds the answer that he holds the answer, they hold the answer to what I need. So the next thing that, or that's on my list of things to help you start converting clients before they getting on the phone is actually finding a place to nurture and build relationships. As we know, sales always happen by building relationships.

(14:48):
So we need to find a place to do that. So here are a few examples of some different places in which you can start to build relationships. That's something that I used to do. The very early stages of my business was actually creating a community, creating a Facebook group where I could interact with my ideal client. Now since then, my ideal client is kind of changed slightly. So it means that why do client don't really hang out in many groups anymore. The landscape has changed. The market has changed. And my ideal client is different and so therefore I don't do this as much anymore. I still do it. Because when I'm running a challenge or something like that, I use Facebook groups and things to kind of host them in and all of that kind of stuff. My ideal client tends to prefer this platform, a podcast platform because they're busy people.

(15:38):
They're already running businesses, they've got busy lives, they might have kids and so on and so forth. And actually listening on the go is better for them. And this is a better way for them to build a relationship with me. Whether that's sending me an email, by the way, please do love hearing from you guys. Janet, Jen hyphen hold.com. I said that right Jen at I haven't called.com. Yes. she sent me an email. I love hearing from you guys, but that's how they like to interact with me is how you like to interact with me. You like listening on the go. You like to email me if you want to speak to me as some of you will say, pop over into the group and talk to me there. So that they, there was a slight crossover but there was definitely a preference to being able to have more convenient content.

(16:19):
And this does build relationships because at the end of the day, I've kind of feel like I'm chatting to you right now. I feel like I'm in your car with you when you're driving along or when your dog walk and so and so forth. It's an informal chat that's valuable to you. So that's one way of helping to nurture and build a relationship is on a podcast, even though it's more of a one way solution. Groups are Oh great. If you have the right kind of audio client who does interact inside of groups, say for instance, in my, in our other business, in the adventure travel business we have a very, very, very successful Facebook group. If people are joining it constantly I think we might even be coming up to a couple of thousand now. And it's active.

(17:08):
We don't hardly have to say anything in there. People are chatting amongst themselves. It's a great community. And they take true value from it and it's a great way for us to really be speak to them on a person to person level. So, in invite industry and invite business, a Facebook group is still going strong. For me it wasn't any more cause like I said, I pivoted what I was doing and working with business owners who are slightly further along the newbies, you have more time on their hands. Another really great way to find a place to nurture and to build a relationship is actually at events. Now that's in a few different ways. That could be the fact that you're hosting your own event. So people can come and meet you in person at your event.

(17:56):
It could be that you're speaking on someone else's stage, massively positions you as a, as an expert in your field. And as someone to listen to. And again, the networking experiences that surround that. I've got so many high paying clients from [inaudible], from speaking on other people's stages. It's a great way to do it because they feel like they get to know you. They can then speak to me afterwards and it really builds trust because this podcast is great, the Facebook group is great, but actually meeting somebody really helps to build that trust element that you need in order to help some people buy from you. So if you can get in front of people in person, please do. It's a great way or even going to events and networking at the events as well. Slightly less effective than the first two hosting and actually speaking, but it's still a very good way to start building those relationships.

(18:46):
Then of course you've got DMS personal messages. Linkedin is a great place to do this. Taking people off of the comments cause obviously you could interact with people on social media to a point in the comments and build relationships there. But again, having that one on one conversation is great. The best place to do that is places like Instagram or linked in Facebook less so cause people get stranger danger on there. But I know plenty of people who still make sales on Facebook messenger. I personally find it a little bit icky, but there we go. So anyway, those are some different ways in which you can actually do that. Obviously as well. You've got email a little bit like podcasts and I would probably say it can still feel very distant. So if you're using email as one of the places that you're nurturing to build relationships, make sure you're making them as personalized and as informal and chatted as you possibly can.

(19:39):
You still want to position yourself as an expert, but you don't want to make them sound too stuffy that they know that you're kind of, that it feels like they're talking to the world. They want to feel like you're talking to them. So whenever you're doing this, make sure that again, you were writing your emails, speaking to one individual in mind and that will really help to create that more friendly environment. Bring down that fourth wall. The next thing, the fourth thing is overcoming objections. So I'm going to be doing more podcast episodes probably around this side of things, but this is something that I focus on a lot with clients and that is creating content around overcoming those objections. So helping people around their own objections around their own ability. So is this possible for me? I'm not sure I can do it.

(20:27):
I don't have X, Y, and Zed. So it was building people's confidence that actually they can do it and it is possible for them. And using things like case studies and things like that to show them that people just like them or getting those results and it's not something that is impossible and so on and so forth. Then you've obviously got the kind of objections, perhaps it's around investing in help versus doing it themselves. You can create content like that. You've got content around timing. So this is the right time for me. And in our last campaign on ever track, we put out a campaign just before Christmas and a lot of the objections around that when it's Christmas time. So a way of overcoming that was explaining that they could actually ask for their trip deposit, which wasn't a particularly big amounts as a Christmas present.

(21:19):
So we were looking at different ways to help them overcome the objection that they were having about it. So it's about thinking about those objections and why people, you're not even just who say no to you. Like you have to consider that. So you have to think about all the calls that you have taken and the kind of objections and reasons that they've come up with on those calls as to why they said no to you. If you can create content around each of those objections before they get on the call, then they're going to be more likely to say yes. So if we can overcome as many of those as possible by putting this kind of content in front of them, whether that be in on your email, whether that be in your community, whether it be on your podcast and so on and so forth, wherever it is that you're interacting with your market, if we can put that in front of them, first of all, before they get on the call, it's going to make your life a lot easier.

(22:08):
When it comes to getting a yes on the actual phone. So overcoming objections with content is one of the best ways that you can help to get a yes on the phone. Now the last thing is around building urgency. So I'm going to talk you through five ways that you can actually do this. So first off it is agitating. So something I like to do with my clients, which I've talked about in other podcasts at SAIS, is agitating the problem or agitating the aspiration or ambition to do whatever it is that they want to do. And that means rubbing salt in the wound, poking the Badger or poking the bear, whatever you want to call it. And it means making sure that they are fully aware of the impact of their problem or the ambition that they have. So that could, that also feeds in to my second way, which is actually using consequences.

(23:06):
So we can use this in combination. So not only can we rub salt in the wound, we can also look at consequences. So should you choose to take action, you will get this positive consequence. So this will be the outcome and the impact of that consequence should you choose to do nothing. And this is where you can really start to agitate the problem. We can start to see how it really feeds into not doing anything. May see them in the same place this time next year. Or it can look, the problem could get worse and you really need to really outline the detail on that. How is that impacting them right now? How does that impact their relationships? How does it impact their finances? That mental health on the real true full impact of of what's going on for them. So agitating and using those consequences is a great way to build urgency and put people into that action mindset of needing to do something and actually making a choice because that's what we need people to do.

(24:07):
We need to build urgency to help them make a decision before they get on a call with you. Now, some other great ways to do this is I'm using a deadline. This is really important. Deadlines is huge. You want to put a deadline on as many things as you possibly can when it comes to helping people make a decision. Because until you say, here's the ultimatum, here's this state until this runs out, then people tend to stay in a, or I'll think about it tomorrow. Mindset. You want people to think about it right now and to make a quick decision. So putting a deadline on something, putting a time limit on it can really help to do that. The amount of times I've run campaigns and people have jumped in and literally within the last couple of minutes of the deadline is unbelievable. I'm one of these people, I need a deadline.

(24:57):
I don't know about you. But I'm somebody, I'm one of these people that jump in at the last second. So use deadlines wherever you possibly can. And it's not necessarily about building false scarcity because this is yet another way. You can build scarcity around a deadline about saying this offer ends and you have to be strict with that. You have to sort of, you're putting like for instance, early bird deadlines in to say if you want to take action and if you want to work with me to achieveX , Y, and Zed results and for instance, it's another way of doing it could be by offering a bonus, you have to be strict with your deadlines and does the scarce you that you do because you don't want to disrespect the people that have actually gone ahead and taken the action before the deadline has ended.

(25:42):
If you start moving the goalpost, it's really disrespectful and people start to get their backs up. So make sure that you don't, you're not providing full scarcity, but you're actually letting them know about the realistic situation. So another way to build scarcity is to look at, say, okay, there's X amount number of spots or availability that you have and whether that be in your calendar. And some people go, well everyone has all the time in the world, so it is false guessed. He will know it's not. Because if you look at my calendar, my calendar isn't necessarily open for calls every day, all week. I have other things I have to do. Not only do I have a personal life are you also have to make sure that I dedicate time specifically to certain activities to make sure that my business runs. And that means that there's time blocks are scheduled out.

(26:26):
So there is only a certain amount of availability and I will be starting these spots at a certain date. So build, be organized and actually be by being organized in your diary can actually really help you to create those realistic and very genuine deadlines. And you know, number of spots. Yeah, be realistic about it. I want all the clients we know that's not possible. It's not physically possible for you to take on that number of clients. So how many can you take for that specific product? And what's feasible for you, how many calls, how many sales calls are feasible for you to take this week and so and so forth. So be realistic, be genuine about it. But do you use scarcity? Do you use deadlines? Cause they really absolutely do help. And the last little tidbit I'll give you is offering bonuses, you know, incentivize people to get on the course and you don't want to be too frivolous with your bonuses because you don't want people on calls with you who aren't buyers but are just on the call because they want to get hold of the juicy bonus.

(27:23):
Make sure that it's something that's going to incentivize and to get on. But they're very aware that you only want people who are been pre qualified and who are genuinely wanting to work with you. So there's a nice balance to be had with the bonuses. So do take care when offering that. But at the same time it could also work really, really well. So they have the go. There are my best tips to give you on building urgency on converting people on the whole before they get on the call with you to make sure that they're primed and ready to buy from you. And like I said, if you want to have a call with me to discuss how we could work together to help build actual strategies and implement some of these things into how you work, then do make sure you book a call with me at bit.ly/claritycallpodcast. And as always, if you've enjoyed the show, we have any feedback or any questions, please do pop me an email at Jenn@Jenn-hall.com and I'm really looking forward to seeing you guys in the next episode.

Jan 24

Building a Mindset for Market Leadership – Challenge Day Five

By Jennifer Hall | Podcast

Shouting about being the best can feel icky and can feel hard particularly when those pesky doubts creep in. Your business success relies on your resilience to bounce back and move forward in the face of adversity & failure. Believe it to Achieve It.

In this episode we cover:-

  • Greeting failure like a friend and turning it into success.
  • The assumptions you make about prospects that puts you in convince mode instead of the proud market leader you want to be.
  • How to move from claiming you’re the best to BEING the best.
  • How to feel completely confident in your abilities and that you ARE the best option for your ideal clients. Confidence is attractive!

Useful Links:-

Join the Unrivalled Experts Facebook Group

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Jan 23

Positioning Yourself as THE Market Leader & First Choice – Challenge Day Four

By Jennifer Hall | Podcast

Time to become In-Credible! To dominate your market, positioning yourself as the number one choice and THE market leader is essential. We have to be seen as a credible expert that specialises in helping people ‘just like them’. In this episode we talk about what you can do in 2020 to position your business as the go-to obvious choice.

We cover:-

  • The things that you should already be doing on a regular basis to build your credibility and presence in the market.
  • Five things that will sky-rocket your credibility & positioning in one fell swoop.
  • The ONE thing that every coach, expert & service based business needs to do to stand out above the competition in 2020 or face getting left behind.

Useful Links:-

Click here to join the 2020 Vision for Market Domination Challenge – http://bit.ly/2020MarketDominationChallenge

Join the Unrivalled Experts Facebook Group

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

grow your audience
Jan 22

Growing Your Audience & Connecting with Your Ideal Clients – Challenge Day Three

By Jennifer Hall | Podcast

To become a Market Leader & Dominate Your Market you need to be the pied piper using a message that grows your audience with the ‘right’ people and helps them step up to take action to solve their problem with you. To do this, crafting a meaningful message that captivates is essential.

You’re not just here to make money, you’re here to impact peoples lives, this means connecting & reaching as many of your ‘people’ as you can.

In this episode we talk about:-

  • How to meaningfully connect with your perfect people to grow your following, change lives AND make money.
  • The power of telling truth about consequences to motivate action taking prospects.
  • The ONE question that will create a powerful message AND a powerful movement.

Useful Links:-

Click here to join the 2020 Vision for Market Domination Challenge – http://bit.ly/2020MarketDominationChallenge

Join the Unrivalled Experts Facebook Group

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Getting the attention of your market and ideal clients
Jan 21

Getting Your Market to ‘Listen Up’ – Challenge Day Two

By Jennifer Hall | Podcast

Do you feel like you’re talking to a chair leg when you’re posting content or writing emails? Do you feel like getting sales or discovery calls is like drawing blood from a stone? In this episode we talk about how can start gaining the attention of your market & industry as someone to seriously pay attention to.

In this episode we cover:-

  • How to be a breath of fresh air to a market that is sick of hearing the same same.
  • Why we have a responsibility to clean after those have burned the fingers of those who are in our market.
  • How providing the missing link for your prospects is the best way to build trust, gain their attention for the right reasons and convert to clients with ease.

Useful Links:-

Click here to join the 2020 Vision for Market Domination Challenge – http://bit.ly/2020MarketDominationChallenge

Join the Unrivalled Experts Facebook Group

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Jan 20

Simplify Your Marketing Strategy for a Powerful Impact – Challenge Day One

By Jennifer Hall | Podcast

Marketing has become overcomplicated & overwhelming yet what’s produced doesn’t always hit the mark. It’s time to simplify your marketing message and strategy to create a potent marketing campaign that generates eager leads & converts ideal clients.

In the first of a five part mini series for the 2020 Vision for Market Domination challenge we cover:-

  • How to simplify your marketing message for a powerful impact.
  • How to streamline your marketing efforts to save time and stay visible.
  • How to define the problem you solve so you can easily attract your ideal clients.

Useful Links:-

Click here to join the 2020 Vision for Market Domination Challenge – http://bit.ly/2020MarketDominationChallenge

Join the Unrivalled Experts Facebook Group

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Write a best selling book
Jan 15

How to Write a Book in Two Weekends

By Jennifer Hall | Podcast

Thinking about writing a book to position your business? This is how I wrote my best selling book in just two weekends.

Writing a book is one of the best ways to position you as an expert in your field. It really is a wow factor and a great way to gain speaking opportunities, podcast interviews and industry attention. Not to mention a powerful lead magnet.

In this episode we cover:

  • The prep & steps I undertook to be able to write a book in just two weekends.
  • The best time to write a book so you don’t end up waiting forever to be an author.
  • Why I booked, paid and sold tickets for my book launch at The Ritz before I wrote a single word.
  • How to come with a groundbreaking book idea that will shake up the industry and convert ideal clients with ease.

Links mentioned in the episode:- 

Click here to join the 2020 Vision for Market Domination Challenge – http://bit.ly/2020MarketDominationChallenge

Book a Call with Jen  – bit.ly/claritycallpodcast

Send your emails to jen@jen-hall.com

Special Mentions

Jeff Goins

Chris Duckers’ Youpreneur