You’ve been told a million times that business is a numbers game.
The more people you get in front of, and the more you can talk to the more money you can make, and the bigger impact you can have.
In other words: More = money. Sure sounds easy right?
Well it isn’t. Because it’s WRONG.
Because leads aren’t people you talk to. Leads aren’t people who follow you. And they certainly aren’t the ones who sign-up for your list.
Leads are people who WANT YOU.
What’s great about this is if you can match the thing you offer to the group that wants it, you can make a lot more money with a lot less effort.
Because instead of convincing and explaining, everyone you talk to is already interested.
If that sounds like a big step forward, here are three ways to help it happen!
This post is for you if:
- You thought getting a bigger list and more followers would solve your revenue problems. And it didn’t.
- You’d like to make it easier to enroll the folks you talk to, so you don’t have to talk to so many of them.
- You see too many of your colleaagues exhausted and disillusioned by what it takes to keep their business going. And you don’t want that to happen to you.
DESIRE
What is the Million Dollar Problem I Solve?
You get BETTER leads faster when you get clear on WHY people need you.
If leads are people who want you, you have to be 100% clear on WHY they want you.
That’s where the Million Dollar Problem you solve comes in.
That doesn’t mean the problem you solve for them has to make them a million bucks. It just has to feel like it.
The more your leads feel the problems you solve and the outcomes you deliver make a massive impact in their lives, the more likely they are to say Yes to working with you.
Even when money and schedules are tight – YOU become the priority.
So from the very start of your outreach:
KNOW the Million Dollar Problem you solve. The one that has value to them.
KNOW the outcomes you deliver that are already at the top of their “I want this!” list.
Craft all your messaging and conversation around these two crucial pillars.
Avoid getting lost in the weeds. Avoid getting wonky and using jargon.
When you speak to them in the langauge of what’s important to them – they will respond with what’s important to you by hiring you.
QUALITY OVER QUANTITY
The FIRST step to converting more of the folks you talk to.
Your problem with leads is NOT that you don’t have enough of them.
It’s that the ones you have don’t want you badly enough.
Fewer leads CAN equal more clients, when they’re the right leads.
I had my first six-figure year when my list was tickling 2000. I’ve known others who did it with a list in the hundreds.
Quality leads are the ones suffering from the Milli0n Dollar Problem you solve (see #1 above).
Once you know:
- Exactly who that is.
- Where they hang out (either online or in person).
- And how you can message and position what you offer so the really get your value (i.e. don’t have to “Think about it …”)
You can do really well without a massive rolodex.
Too many coaches, consultants and entrepreneurs exhaust themselves by trying to work with everyone.
So they waste time and energy chasing people who aren’t perfect for them.
The problem with this “more is better” leads game is you have to slog through the not-so-perfect ones to finally find a match.
When you focus on upping the quality of your leads you’ll get more clients and better clients faster.
Without the slog.
THE ULTIMATE DESTINATION
More say Yes when they know exactly where you’re taking them.
When you can’t paint a compelling picture of where you take your clients to, they can feel it.
Your messaging sounds vague. Abstract. Filled with jargon. Just like everyone else in your niche.
When your prospects feel like you don’t know their Million Dollar Problem, or excite them with the outcomes you help create, they lose interest.
That’s when you get:
- The glazed eyeballs.
- The polite, but vacant stares.
- The “I’ll think about it” and “It’s not the right time” responses.
When you can paint a vivid, accurate, compelling picture of where you take your clients:
- The results they will experience.
- And how that makes them feel.
They will choose you, because that’s what they want. You’ve given them a tangible, tantalizing taste of the future that could be theirs.
The ways they will live (that they aren’t living now).
The opportunities they will enjoy that are going to someone else.
What will be possible, that now seems impossible.
Which is very hard to say no to. Because they’re not saying no to your program, they are saying no to their dream.
THE BIG MISTAKE:
Too many coaches, consultants and entrepreneurs perpetually delay that date of their breakthrough by focusing exclusively on the sheer numbers of leads they have.
Rather than the quality of those leads, and the magnetism of the offer you put in front of them.
Leads are not business cards. Leads are people who want you.
If you want more profitable leads, stop focusing exclusively on the numbers game. And start focusing on the Million Dollar Problems you solve, the Ultimate Destinations you take your clients to, and a Seductive Offer that includes both of them.
When you do, you will find yourself putting less effort into chasing clients and trying to conver them. And making more money from clients who stay with you forever.
One way to make this even simpler is to know where to find the folks who can afford you from the start.
It doesn’t have to be an impossible dream. But it doesn’t happen by accident. You have to be intentional in seeking out top-tier clients for your top-tier work.
If you’re wondering exactly how to do that, I can help. With 21 specific suggestions that can make your high end client search a whole lot easier. Take a look!
