5 Ways to Attract 5-Figure Clients - Enlightened Marketing

Barbara asks, ?How do you prospect for your high level Inner Circle clients??

Great question! I know a lot of others wonder about this (because they ask me all the time in private!) Here are 5 ways to attract 5-figure clients:

1. Deliver high value in ALL your programs. Every member of our Inner Circle but one had done at least one of our programs in the past. Some had been enrolled consistently in our programs for years, often?beginning with an introductory product or program.

So, never hold back value when creating programs ? always do your very best work on them all. And don?t limit yourself when thinking about your ?client path? ? how clients move through your offerings. You may find they jump right from entry level to Platinum, just like ours do.

2.??Get the word out about your offer! I use this example often:

Mike runs a printing and direct mail service. He came to me SO frustrated one day.? A customer had come into his store and said, ?Wow, I didn?t know you were right here on Main Street. Did you just move? How long have you been here???

?About 18 years,? he sighed.

Now, I know he?s frustrated, but whose job is it to make sure your clients know about you? Yours. After all, your customers don?t have psychic powers, do they? (It would be nice if they did!)

Like Mike, many of my clients can?t believe how much they have to talk about something before it hits their prospective clients? radar screens. I don?t blame them. My colleague, Andy, and I now chuckle at high little we promoted our programs in years past, thinking we were doing a LOT of marketing.

How much or often should you market your high-end offer? As much as it takes! Here are some things to do:

• If you have people in mind you think would benefit from the program, reach out and invite them personally.
• If you?re marketing to your email subscribers, dedicate 2-4 newsletters to your main list to this topic and several more to a sub-list (or ?interest list?) of those who opt in to learn more.
• Hold a free preview call with information about your high-end offer or, at minimum, share an informative PDF download.

Sound complicated? It doesn?t have to be. Andy includes the complete sequence of emails and a paint-by-numbers template for teleseminars that sell in the modules of My First Membership Program.

The real intention here is this: anyone who might consider your program needs to have heard from you about it more than once and received exactly the information they need to decide whether to learn more.

3.??Clearly communicate the value of your programs. One of the first steps we always take when creating an offer is making an Ultimate Message Generator (UMG!). This is a short but detailed description answering all the key questions someone would have about a program.

One of my loyal clients has worked with me to write at least 5 UMGs for everything from her book to her membership program to her executive coaching.? As a self-admitted ?disliker? of marketing, she LOVES the ease of sharing her value with her UMG!

For more tips on creating a UMG! for your program, check out the free instructional webcast at jawdroppingmarketing.com.

4.?Package the value as a no-brainer. I?m a fan of the mixed-offer package. I almost never sell?just my?time. My favorite packages contain this combo:

1. A curriculum with clear learning objectives and outcomes
2. Access to me/my team for strategizing and implementation help
3. Additional value, especially in a ?not easily quantifiable? form

For example, one program I attended had content I wanted to learn (a), a VIP Day with the coach (yay ? b) and the chance to JV with the coach (c). We sometimes offer co-promotion, help from our tech team, inclusion in a mastermind community and other intangibles.

What MUST happen is that the right client for you ?gets? the value and thinks, ?Sure, it?s a big investment, but what a fabulous value. I?m IN!?

5.?Don?t over-think it. There is no secret method I use only to get members in my Inner Circle or only when I?m selling $60,000 programs. I use the same tested and proven tactics over and over again every week, month, quarter and year, whether I?m selling a $3,000 program or a $37/month home-study course.

Speaking of low investments, there?s not a single method I use to get my 5-figure clients that I do not discuss IN DETAIL in my acclaimed course, Attracting Perfect Clients. I?ve caught a lot of flack from my own mentors and coaches about the low price (?You could be selling that from the stage for thousands!?), but I want to keep THIS program accessible to everyone.

Do you have a question I haven?t answered? Please feel free to ask it below.

Source: http://www.enlightenedmarketing.com/2012/09/5-ways-to-attract-5-figure-clients/

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