It sounds so simple. So straight forward:
Enroll a bunch of high end clients, at your premium rates.
(You know … the ones that say yes without all those messy objections).
Watch the money roll in. Rinse and repeat.
So why does finding them feel harder than hunting down the Loch Ness Monster?
It’s not like they have a native habitat … or do they?
The honest truth is: Premium clients don’t grow on trees.
But there are specific ways you increase the odds of connecting with more of them.
High ticket clients don’t have to be gazllionaires
They’re simply folks willing to pay a bunch for the results you help them create in their lives.
And while they have money to invest (or can find it) they aren’t all CEOs of tech companies.
Sometimes they are folks with a spouse willing to support them towards a big goal.
Sometimes they are folks with good jobs who have decided good isn’t good enough any more.
Sometimes they are folks who have decided they’ve deferred their dream long enough.
(This list could be a lot longer).
Elite and ideal does not always mean loaded. It means motivated and willing.
They key is: Even if you don’t know any investment bankers waist deep in cash, there are folks who will pay top dollar to work with you.
As long as your offer includes one crucial thing (which we will get to next):
High ticket clients require high ticket payoffs
High ticket clients require high ticket payoffs.
If your offers cater to folks who need to be rescued, don’t be surprised if elite clients look elsewhere.
Because they don’t see themselves in who you’re trying to help. Or how you’re trying to help them.
Folks willing to pay good money for the privilege of working with you want a return on their investment.
They want a payoff that’s important to them.
And they want to know your offer gives them a great chance of achieving that.
So ask, “What outcome will the people I want to work with willingly invest in?” And center your offer on that.
You may be wondering: What can you do for the folks who can’t afford your top-tier packages?
you can offer them support with your lead magnets, content, social media, webinars and trip-wire offers. So they either get to the point where they can afford you.
Or realize they can’t afford to live without you.
“I’m having trouble knowing exactly who they are.”
Yes, we’ve all heard generic market descriptions like, “ambitious, driven entrepreneurs”.
But how can you drill down and be more specific? So you know exactly who they are? What professions they belong to? Where they hang out? And what groups and conferences they attend? So you can get out amongst them and in front of them?
How about flipping through the pages of publications that feature successful folks of means. So you can see with your own eyes clear specific examples of who to focus on.
Publications like:
Entrepreneur
Fast Company
Inc
Fortune
Forbes
Foundr
Success
And I’m sure there are others.
As well as industry specific publications, online and offline, that feature folks with the means and motivation to be a great client.
It’s a lot easier to identify the attributes of an ideal high-end client when someone else has already done it for you. And presents it to you on a silver platter.
And when you see their photos and read their stories … boom! You get a clearer picture of more specific identifiers, demographics and details that can help you connect with more of them.
There’s a few in every audience
A mentor once told me: Everywhere you go – whether its a networking group, a speaking gig or a meeting / conference – 10% to 20% of the folks have the means to invest in your top level package.
So why not target all your messaging, positioning and offers to them?
The folks who can’t afford you will get inspired.
And the folks who can afford you will more readily see you as the answer they’ve been searching for.
Don’t lower your sights to walk out of the room with a standing ovation … but no prospects.
Focus on the folks you can help who have the means and the motivation to pay for it.
To sum it up:
Your ability to connect with and enroll top tier clients soars when you:
Know exactly who they are.
Are clear on how you can get amongst them and in front of them.
And tailor your offers so they jump at the chance to work with you.
A startling majority of business owners spend zero time on any of these. And are quick to complain about all the folks who don’t have the money to hire them.
You wouldn’t get on a plane if you didn’t know where it was going to land, would you?
So why leave the profound and fulfilling payoffs a successful business delivers to chance?
Getting specific about who is already searching for you dramatically increases the odds more of them will pay what you’re worth when they find you.
And one more thing …
If you’re interested in more ways to connect with high-end clients, I’ve created a guide, that lists 21 places to find your ideal high end clients. Who not only have the money to pay you, but are already looking for you. You can access your own copy of the guide right here.
A bunch of you already have it. Congratulations! And if you don’t, you’re just seconds away from getting it.
And … HOT NEWS!
We’re working on an updated version of the Guide, with even more effective ideas. If you’ve already opted in for it, or do that now, you’ll be notified as soon as the new one is released!
