There’s a shift happening in the online space.
And I love it.
People are fed up with the overly pushy, false promises, hype-y sales tactics that have (unfortunately) become the norm over the past several years in the online space.
And now people are showing how over it they are by choosing to invest in course creators and mentors who, in addition to being an expert, are real and authentic.
Experts who aren’t going to get all “used car sales-y” (nothing against used car sales people) when they are selling their programs.
Nobody likes being sold to, right?
And that’s especially true if you have a course or coaching program that’s a bigger investment, say, $2K or more.
People are often going to need a bit more information and to learn more before making a purchase decision.
If you’re selling a “high ticket” program, I definitely recommend getting on a call with people to discuss whether they’re a right fit for your program and vice-versa.
For example, in order to even be considered for my Accelerator coaching program, you need to apply and then jump on Zoom with either my team or me.
If you’re not getting on calls with people, by the way, it’s a great way to make it easier to welcome more people into your program.
It’s such a simple thing to do, get on Zoom with someone, yet so few people do it.
Calls are so effective for a couple reasons:
- You get to determine whether the person who is interested in your course or program is a right fit
- And they get to determine whether you are right for them, to help them make a decision one way or the other.
Whether you are already doing “sales calls” for your higher investment offer or are now considering starting to do them…
Here are a couple things to do to help you be more successful in your calls:
- Listen more than you talk.
We all love to hear ourselves talk, but this isn’t about you it’s about the person considering your program.
When you take more time to listen to their challenges and struggles and what they’re wanting to accomplish, you can (gasp) tailor the call to their specific concerns and how you can uniquely help them.
- Make your offer with confidence.
If you’re not confident in your own program or deliver the offer to join your program with confidence, people are going to see right through it and they’re aren’t going to invest in what you have.
If you get results for people, own the fact that you’re the s*%t (because you are) and deliver your call with confidence.
Selling your higher investment course or program doesn’t have to be so scary or hard.
It’s a skill that’s learned, and can be learned quickly.
And it can be one of the most important skills you have as a business owner.
That’s why on today’s episode of The Art of Online Business podcast, I’m interviewing expert sales coach Leah Neaderthal…
… where we’re talking all about How to Make High Tickets Sales Without Feeling Pushy
Among other topics, you’ll learn things like:
- How to shorten the sales process
- How to avoid the mistake most people make when they get on a call with a prospective student
- Ways that we unknowingly prevent clients from saying “yes”
- And more…
If you’re selling any kind of offer that’s north of $2K, this episode is a must listen.
6:49 Leah Neaderthal and her experience going back into corporate
10:03 What holds people back is are the stuff that they bring into sales
12:25 Big takeaways from the 65 books she read
14:14 The importance of social dynamics
17:44 What to say to people from cold traffic
21:52 Tips to incorporating psychology and social dynamics in your sales process
24:54 Clients care about how they will be different in the future
26:49 Questions to ask clients to help determine whether you are the right fit
30:16 What to do about clients that just focus on the price
33:57 Habits that coaches (unknowingly) do to that hurts them
35:13 Handlings client that work with partners
37:43 90% of selling happens when you’re not there
40:52 What is a good ‘close rate’ on sales calls?
44:52 Evergreen and accessible has its place
50:20 Top 3 books that Leak recommends
Are you a course creator or online coach who’s already averaging at least $7-8K in revenue per month from your online business and you’re ready to increase your profit, have a bigger impact, with LESS hustle?
If you’re feeling overwhelmed, doing all the things, and you’re not sure what next steps you should be taking in your business…
Then my Accelerator coaching program may be for you.
Click here to learn more and apply for my Accelerator coaching program.
About My Guest:
Leah Neaderthal is a sales coach for women who run B2B consulting and coaching businesses, the founder of Smart Gets Paid, and the host of The Smart Gets Paid podcast (https://podcasts.apple.com/us/podcast/the-smart-gets-paid-podcast/id1531756453). A three-time business owner who started her career in corporate marketing, Leah didn’t learn to sell by being a commissioned salesperson. She taught herself everything she could about selling, overcame “selling shyness,” and created a sales approach that feels comfortable, builds strong client relationships, and gets results. Prior to starting Smart Gets Paid, Leah built, grew, and sold three businesses.
- Visit my website where you’ll find more info about my coaching programs as well as hundreds of free podcast episodes → https://rickmulready.com/
- Join and apply to my Accelerator coaching program – https://rickmulready.com/accelerator
Check out Leah’s list of 65 books – bitly.com/65books
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