The Sales Matchmaker

"The very idea of using a technique to connect with your prospect is the exact opposite of establishing a heartfelt and genuine connection with them."

Janet Clark (1:06 - 1:18)

You must build a relationship with your prospects.

Sales techniques and tactics often violate the foundation of great salesmanship, which is based on building a strong relationship with your clients. If your prospects know who you are, like what you're saying, and they have confidence in your ability to deliver results, you won't have to use any manipulative tactics to close high ticket sales.

Using pushy sales techniques might work in the short-term, but it will harm your ability to succeed in the long run. As a high ticket coach or consultant, your clients must follow your lead to get the results they want. They'll be reluctant to do that unless they trust you, and you won't be able to deliver what you promised, which will hurt your reputation.

"Instead of trying to please too many people, be bold, be opinionated, and be authentic. Take a stand for what you believe in." - Janet Clark (6:06 - 6:20)

The only way to help your clients succeed, and ensure your own long-term success, is to build genuine relationships with your prospects. Do that by making sure that your potential clients know you, like you, and trust you.

KNOW -How do you get people to know you, especially when you meet them online?

When you meet someone online, the medium might be different, but the principles remain the same as connecting with someone in real life. Your prospects get to know you by getting exposed to your content on a regular basis. They might read your blog posts, your emails, social media posts, or watch your YouTube videos. 

Here are some critical aspects of creating compelling content that will allow your prospects to get to know you.

• Know who you're speaking to. Be clear on your niche/your avatar.
• Communicate your expertise and highlight what makes you different from your competitors.
• Be bold, be opinionated, and be authentic.

LIKE - How to get your prospects to like you?

When you're opinionated and bold, not everyone is going to like you. That's great news because you only want to work with those that resonate with your message and what you stand for. When you put out content consistently through different channels, you'll attract the right people that not only know you, but they also like you.

The other aspect of being likable is that you must be authentic. When a prospect meets you in real life (or over a Zoom call), you must come across as the same person they were expecting based on what they saw online. The only way to create consistency is to put out content that is authentic to who you are, what you stand for, and the service you will provide.

TRUST - Creating trust with your prospects online.

For your prospects to trust you, they must first know you and like you. Trust comes after they believe that you can get them the results you say you're capable of. They must view you as the authority on your topic. 

One of the best ways to establish yourself as an authority is by educating your prospects through your content, as well as on the sales call. Use the sales call as a teaching opportunity. Teach them something that gives them a bigger perspective. When you provide value for free, it builds your credibility, and your prospect becomes more likely to trust you and buy from you. 

"When your prospect believes that you are truly someone that is capable of doing what you say you can do, that's when they will begin to trust you and see you as an authority on your topic."

 - Janet Clark (12:43 - 12:59)

If you can build a relationship with your prospects to the point where they know, like, and trust you, you will be able to land high quality clients on a consistent basis. 

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website. 

"Serving your clients should be easy and natural. When you're trying to do something outside of your sweet spot, you'll feel stressed and won't get the results you want and deserve."

Janet Clark (18:28 - 18:44)

The key to dominating as a coach, consultant, and sales professional.

Are you too broad in your business? Trying to do too much? Promising results you know you can deliver but don't really want to?

My business partner, Tobin Slaven, recently posted on Linkedin on the importance of why every coach, consultant, and sales professional needs a niche they are passionate about. The response was so great that I wanted to share a sampling of the comments. If you're interested in smoking your competitors, then continue on to learn the key to dominating!

"Unfortunately, though I could help [past clients] with that I didn't enjoy it. It wasn't fun for me. Frankly, I don't think they were getting the results that they should've gotten because my heart and soul weren't in it."- Janet Clark (7:36 - 7:49)

As Tobin's post explains, every sales and marketing training focuses on getting 100% clear on who you serve or your avatar. This is also called "niching down." It's the act of becoming relevant to a specific pocket of people. Tobin argues that when you are approached by people who wouldn't be a good fit, even in bouts of scarcity, it is your responsibility to act as a lifeguard. You must provide highly qualified leads, not sales pitches, and send them on their way. 

Here are some of the comments alongside my own personal thoughts in response to the importance of sticking to your niche.

1. "I'm guilty of this myself, all the time." That's why we all need a coach! It's super easy to instinctively know what to do and super hard to actually do it. Hire some help as soon as possible to keep you on the right track.
2. "I think it's interesting to know that when we do "man overboard" drills, it's important to throw out only ONE marker right away to save the victim." You can't be all things for all people. If you're not the ONE, then throw out the best suitable lead. Check out the book titled The ONE Thing if you want to learn more about this topic!

• "It really comes down to knowing yourself, who you can impact the most, and also what you truly enjoy." Do you remember why you first started your business? Wasn't it because you knew if you served the right person with your talent and skill you could make a huge impact? Take a step back to make sure you're promising what you can and actually want to do versus creating the job from hell. 3. "I always believed if somebody could be better served by another coach, then it would be more in line with my values to let them go." This is something that is really hard for all of us coaches and consultants. As we continue to build our businesses, it's only natural for us to want and generate more revenue. However, this mindset will not serve you well in the long run. Attract the right people first to increase profit second.

Think of this concept in another way. If you needed open-heart surgery, would you see a general practitioner or a heart surgeon? Or if you were being sued and going through a divorce simultaneously, would you utilize the same lawyer for both? No way! You'd hire the person(s) most qualified for the job(s). That's your aim: to stand out as the most qualified for the job.

"When you choose a niche, you become a player. You become an expert. Your brand becomes recognized." 

- Janet Clark (13:42 - 13:52)

The greatest reason why it is so important for you to have a niche is to gain visibility as a specialist in your field. You need to clearly understand who you serve, the transformation you offer, and why you are the best at what you do. Then you will attract new clients, receive referrals, and become a household name as you focus and develop your niche.

If you're still struggling to get out there, start with outbound marketing. Create conversations that will help others recognize the problem you can solve. Then watch the snowball effect as it funnels inbound marketing attraction.

It'll take some elbow grease. But if you put in the work, then you will rise from the competition and dominate your marketplace. 

Pick your horse and ride it to get the results you want and deserve. 

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website. 

"If you're doing all the selling, you're limiting the impact and the service that you can provide to your ideal clients."

Janet Clark (5:35-5:42)

Without great salespeople, you'll struggle to serve clients and deliver the value of your products or services. If you plan on growing your business, you're going to have to hire someone to manage your leads, qualify prospects, and convert them into paying clients. 

Three common myths can make this process difficult for today's business owners. 

Myth #1: No one else can sell my program, product, service, etc.

Do you believe you're the only one who can sell for your business? Do you think your product or service is too complex for anyone else to sell? Do you think you're the only one who can connect with prospects and figure out if your offer is right for them? These beliefs can be a huge obstacle when it comes time to a salesperson for your team. 

"If you want to create a life of freedom, you have to think differently about your business. You can't be the person who does everything." - Janet Clark (1:21-1:45)

Myth #2: A salesperson needs to have my background and experience. 

Thinking you need a salesperson with your background and experience is going to make it harder, if not impossible, for you to hire someone and grow your business. Business owners often think a salesperson isn't going to understand what they're selling. But a great salesperson can learn your offer inside and out and communicate it to your ideal clients. 

Myth #3: How am I going to interview, hire, train, and manage the right person? It's too overwhelming.

Business owners who think that finding a salesperson is too overwhelming will just choose to do the selling themselves. But if you want to grow your business and make a bigger impact, you're going to have to extricate yourself from the day-to-day selling. This frees up your time so you can focus on serving your clients and other important business tasks. 

The Five Cs of a Great Salesperson

1. Confidence

The confident salesperson has learned how to transform their doubts and negative self talk into self-confidence and forward momentum. When someone has done this for themselves, they can then help your clients do it, too. 

1. Conviction

Conviction is believing in your offer and the results it will provide to the right clients. A salesperson who has conviction knows the value of what you're selling, and they love what you do. This helps them qualify prospects and determine if they're a good fit for your offer. Conviction allows them to sell without having to coerce others. They know your product or service will deliver results for the right people. 

"A good salesperson only needs a conviction that your product works, the willingness to gain product knowledge, and a genuine desire to enroll the right people into your program. - Janet Clark (9:51-10:09)

1. Curiosity

The curious salesperson is more likely to learn about your ideal client. They build prospects up by understanding their needs instead of trying to just make a sale and score a commission. The curiosity needed to understand and elevate others allows your salesperson to elevate the status of your business. Salespeople who possess curiosity care about others and build trust quickly. 

1. Certainty

Certainty is knowing that your offer will deliver results and that the prospect is a good fit for your product or service. Prospects need to know that your product or service works. But they also need to know that it will work for them. When your salesperson possesses and communicates certainty, your prospect will be inspired to believe for themselves. 

1. Collaboration

Great salespeople are mavericks. They're self-starters and can manage their daily activities to achieve the results they're after. But they also recognize the importance of collaboration. They know that teamwork is what makes any company thrive in today's marketplace. You want to find a salesperson who fits into your community and is a valuable member of your team. 

When you let go of the common myths of hiring salespeople and you recognize the five Cs that great salespeople have, you CAN grow your business and achieve the freedom to step away from the day-to-day selling. Having the right offer and targeting the right audience are essential to growth. But creating an effective sales team will take your business to a new level of success. 

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website. 

"When you get into that 'do-it-myself' mode, you miss out on some of the biggest lessons and the biggest leaps forward."

Tobin Slaven (19:31-19:39)

While obstacles are a given in the life of every entrepreneur, those who make the leaps ahead are the ones who tap into the expertise of someone else who has already faced that obstacle and found their way around it.

When you think you can figure things out yourself, you end up stuck in a rut. You may save money on the front end by not hiring a coach, but how much time have you wasted? Remember that the only non-renewable resource is time. 

"When you need help, find someone who has faced that specific obstacle... and is on the other side, so they can guide you across more quickly."   

- Tobin Slaven (3:34-3:47)

Tobin and I have been working together to create a way to marry marketing and sales. In the process, we have learned a lot in this evolution of building an online coaching business. One of those things is that most coaches are being "DIM-witted."

DIM stands for "Do It Myself"

Most coaches and consultants have already spent a lot of money on various programs that didn't measure up to what they expected and feel gun shy about investing in another program. We tend, by human nature, to want to retreat and go back to basics.

 "If we do it by ourselves without the guidance of somebody else, then we are shooting ourselves in the foot. We already know, because we are coaches and consultants, that it's important to always have one ourselves."   -Janet Clark (4:51-5:08)

How the "DIM-witted" Idea Came About

If we are diligent, we can learn so much from our mistakes. Tobin spent time journaling the lessons he learned in his entrepreneurial journey that he really wished he had learned sooner. A pattern emerged. He, and so many others tend to jump over the earlier stages of sales and marketing. The right information at the wrong time can be so damaging to a business.  It is important to do things in the right order.

Most coaches and consultants are focused on the last phase, which is using funnels, automation, and other means to deliver their solution in a one-to-many format. They skip over the first phase, which is having one-on-one conversations with the right people to deliver their solution in a one-to-one format. They feel that stage is too much work. 

Wouldn't it be great if you could scale the first phase? We have figured out a way to do just that. We now have a lead-flow process where we bring salespeople in to work with the coach or consultant so they can get out of the DIM mode and accelerate what's happening in that initial phase. It's completely possible to grow your business to seven figures just by scaling phase one.

If you are struggling with ads and funnels and your calendar is filled up with the wrong leads, then you're probably attempting that last stage when you should be going back to the basics of having one-on-one conversations with individuals who are your ideal client. 

Sales MAP (Sales Momentum Accelerator Program)

Many coaches and consultants aren't experts in sales and marketing. A great way to remedy this is in your scaling process is to put a team around you that DOES enjoy the sale. 

The "Sales MAP" (Sales Momentum Accelerator Program) is a way for coaches to get back to basics. They can start focusing on getting more information from their ideal prospects while bringing a salesperson on board to find more of those ideal prospects for them. 

Don't Go It Alone

No matter where you're at in your business nor how good you think you are at it, hiring a coach who has been doing this process for longer than you have can skyrocket your confidence and your results. 

If you're done being DIM-witted, and would like some help learning how to get back to the basics to scale your business, and devote your time to parts of your business that you're actually passionate about, contact Janet and her team at The Freedom Shift. 

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website. 

"A sales professional is in the business of making people happy. That is primarily what you are here to do."

Janet Clark (21:29-21:39)

There's a big difference between being a "closer" and being a sales professional. But there's a lot of B.S. being taught when it comes to high ticket selling. People are focusing too much on the tricks, tactics, and techniques that turn salespeople into "closers."

Professional salespeople understand that there are five truths they need to live by to achieve long-term sales success while delivering real value to their clients. These five truths are rooted in the most important factors in sales - the relationships and trust you build with your prospects. 

"The best way to become a successful sales professional is to relax, be yourself, and actually care about your prospects."

 - Janet Clark (6:16-6:29)

5 Truths of Professional Selling 

Truth #1: All People Seek Happiness

Anything you do in life is done in the hopes that it will make you happy. Otherwise, you wouldn't do it. Even the things we do for others give us some sense of happiness and fulfillment. We become happier seeing someone we care about get what they want in life. It's human nature to seek happiness. 

Truth #2: Happiness is Relative

The things that make you happy may not necessarily bring happiness to others. Every person has a unique way of achieving happiness. This drives their decisions and actions, and they find happiness in different ways. 

Truth #3: Every Person's Resources are Limited  

Time, energy, money, and other resources are finite. As a result, we all have to consider how much of our resources we're willing to give up in order to achieve happiness in life. 

We make decisions on how we spend our time and money each day. So every person asks herself, "Will I be happier if I exchange my time, money, etc. for this?"

Truth #4: Everyone Must Choose 

As a sales professional, it's in your best interest when prospects believe that what you have to offer will fulfill their desires. But every person has to choose between a seemingly endless array of things that can make them happy. 

Prospects recognize the limits of their resources. Everyone wants more than they can actually have. But we can never have it all because our resources are limited.  So every person must choose between what they already have and giving up resources to get something else. 

"Everybody is looking for one thing - They want the return to be greater than the investment." - Janet Clark (15:40-15:48)

Truth #5: Every Person Has Their Own Unique Set of Values 

Each person's values will be different from someone else's. Successful sales professionals recognize this truth and align the sales conversation with those values. The decisions they make when making a purchase come down to valuing one thing over another. 

When you focus on the unique values of your prospects, you can begin to create a sales conversation that prioritizes their needs and offers a return that exceeds the investment they make. Most salespeople think of ROI in the context of "dollar for dollar." But the ROI that most people are looking for isn't always measured in dollars. It's measured in the happiness they get out of the investment. 

The successful sales professional connects with prospects and uncovers their true motivations. When you dig deeper, you discover what prospects believe will make them happy. Only then can you begin to deliver real value. The "closer" looks at selling as a win-lose proposition. The sales professional makes everyone a winner. 

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website. 

"I recognized very early on that I needed to hire outstanding, self-managed, professional salespeople who had an entrepreneurial mindset."

Janet Clark (2:22 - 2:33)

My background in corporate sales.

Since we're celebrating the launch of the new podcast this week, it might be a good time to explain how I became the sales matchmaker. A lot of people have asked me about my story and how I evolved to become the person that matches coaches and consultants with the right salespeople that can effectively communicate their value to their target audience. 

I started out in the corporate world in the Telecom industry, learning to be a salesperson. Eventually, I went from doing sales myself to managing sales teams and training salespeople. It was when I had to launch a new division in the telecom space that I first recognized that sales can be a lot more than closing leads. I had to recruit teams of competent go-getters that could get their foot in the door, establish communication, and craft high level complex solutions to close deals.

"I believe that anybody who truly wants to be an entrepreneur can do it if they have the right coaching and mentorship." 

- Janet Clark (5:22 - 5:31)

Inspired by the possibilities that high level sales presented, I ventured out on my own and started my own B2B sales agency. I loved that being a successful entrepreneur provided a recurring income stream, and the ability to create a life of freedom where I could create my own schedule and work from anywhere.

However, even though I was able to reach six figures with the sales agency, I felt like I could do more and have a more significant impact. I wanted to help others pursue a life of freedom. I believed that anyone who wanted to be an entrepreneur could do it if they had the right mentorship.

I felt called to work with entrepreneurs, mainly coaches and consultants. I wanted to help individuals bring their passion into the marketplace. My focus became helping turn dreams into reality by assisting entrepreneurs in the sales process and helping them monetize their services. That's how The Freedom Shift was born, which also happens to be the prior name of this podcast.

The Sales Matchmaker was born.

The Freedom Shift has been a journey full of successes, and some failures, which are nothing more than lessons to help you improve. 

In the beginning of my journey I was having success, but I wasn't feeling fulfilled. That led me to join Inner Voice, a coaching program designed to help people on a spiritual path to find their calling and then turn that into a business.

Through the people I met at that program, I was able to connect with high level coaches like Ryan Levesque and Alex Mendoza. I started selling programs for them, which was a game changer and a life changer. I was able to learn a lot about marketing and sales.

While I enjoyed selling for other high level coaches, and still do some of it today, I wanted to shift my focus and build a business for myself that would be my legacy - something I could leave behind.

So, I started working with coaches and consultants to help them develop their high ticket programs and help bring it to the marketplace. However, what coaches would often look for is someone that could sell their programs for them so they could focus on the work that they're passionate about.

That need led me to create the High Ticket Sales Alliance, and I came to be known as the sales matchmaker. I would recruit salespeople into my Heart Flow sales training process, then introduce them to a coach who would align with their values and style. 

We went one step further and developed an outbound system that leverages LinkedIn to bring in leads for the coaches that are highly qualified so that the salespeople could enjoy much higher closing rates.

"I created the High Ticket Sales Alliance to bring in salespeople, to train them, and to make sure that their values, vision, and integrity aligned so I could introduce them to my network of coaches and consultants." - Janet Clark (15:16 - 15:47)

Over time, I have perfected this process. I help  high ticket coaches and consultants connect with the salespeople that can effectively communicate what they have to offer and grow their businesses. If you're an entrepreneur looking to get matched with a salesperson, or a salesperson looking to team up with a high level entrepreneur, reach out to me, and let's have a chat! 

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website. 

"When it comes to sales, it's so much easier when you've been through what your prospect is going through. Unless you've invested in a program yourself, you'll find it difficult to sell one to others."

Janet Clark  (18:52 - 19:14)

Nafissa Shireen is a self-made millionaire, the host of Living Forward TV and the founder of Living Forward Business & Lifestyles Inc., an International Coaching Company focused on Personal Development and Business Mastery. Nafissa brings together personal growth & subconscious reprogramming tools, along with practical business strategies, and specializes in helping entrepreneurs create multi-6 figure success after the 9 to 5, doing the work they love.

Mindset is critical for sales and entrepreneurship.

Like many coaches and consultants, you might be coming from a corporate background. Maybe you have experienced a lot of success in your career as a business person, or even in a sales role. Or, you might have had some experience selling high ticket programs for other consultants.

However, being an entrepreneur and selling for yourself is a whole different ball game than working for another business, regardless of how much success you've had. Your mindset, and how you think about your self-worth, are a lot more critical when you're working for yourself. And don't forget about the fear of rejection. It's different when someone rejects a product you're selling for another entrepreneur than when its something you've poured your heart and soul into.

"If you don't have a community to support you, find one. It's just as important of an investment in your success as your coaching, marketing, or anything else." - Nafissa Shireen (10:54 - 11:05)

More often than not, it requires a shift in mindset from being an employee to an entrepreneur before you start getting the results that you want.

Even though you might know a lot about business or sales, you may have to learn how to value yourself at a higher level, so you believe that you are worthy of charging premium rates for your services.

3 tips for shifting your mindset from employee to entrepreneur.

Don't be the smartest person in the room. As an entrepreneur, having a community of people to support you, inspire you, and to give you feedback is one of the most vital elements of success. But are you seeking out people that are at a similar level as you are, or are you looking for entrepreneurs that are further along, the ones that stretch you? While the latter might be uncomfortable in the beginning, that group of individuals will be the catalyst to your growth as a consultant.

Take advice from the right people. Never hire a coach that hasn't invested in a high ticket program themselves to teach you how to sell one. The investment isn't merely about the money, but it's also emotional. It's a reflection of what they believe is possible for themselves. A good coach can have a tremendous impact on your career as a coach or consultant, so it's best to seek out those that are operating at a high level themselves.

Have some skin in the game. Similar to a coach that has invested in themselves, you must learn to view yourself as someone worth investing in. You have to cultivate enough belief in yourself to know that the money you invest in a coaching program will reap much higher dividends in the future. Ideally, you'd invest an amount that's a stretch for you. Not only is that a good way to ensure that you follow the training, but it will shift how you think of yourself and your business.

"Investing in yourself isn't just financial, it's an emotional investment." - Nafissa Shireen (17:54 - 17:58)

This week, take some time to identify one step to propel your business to the next level. It could be joining a higher level mastermind, or finding a business coach that can help you identify the hidden reasons why you might be struggling with sales. It's time for you to make the shift from employee to entrepreneur. Your clients are waiting.

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.

Connect with Nafissa on her website, and follow her YouTube channel.

"People don't want to be closed. They don't want tactics and scripts. They want genuine relationships."

Janet Clark (30:27-30:28)

Think about what it would mean to you and your business if you had a process that would bring in two new high-paying clients every single week. Would that change your business and create the freedom you want?

It has for me! Through LinkedIn, we've been able to bring our lead generation and sales process together in a simple way to bring on new clients. It's the perfect platform to create fast cash flow as a coach or consultant.

When you follow this approach from a place of authenticity and genuine desire to offer value, you'll be amazed how effective, simple, and straightforward it is.

Here are the 7 steps to get 3-5 qualified appointments on your calendar every single week and close at least 50% of those leads.

Preliminary step: Define who your ideal client is and discover where they are on LinkedIn. For help identifying your ideal client, listen to episode 15.

Step 1: Start conversations by commenting on your ideal client's posts.

By commenting on and complimenting something your prospect has posted, you'll stand out from others who send connection requests without making a connection first. The key is to be genuine in your comments.

Step 2: Anchor your connection request.

Your prospect will now be more likely to accept your connection request because they will recognize your name as someone who is already following them.

Step 3: Compliment them and thank them for accepting your connection.

Once you're connected, compliment them again. The majority of individuals on LinkedIn will start trying to do business the minute they connect with someone. You want to do something that sets you apart.

"Your compliment is going to set you apart because you're interested in them as a person. That's very different from being pushy.   -Janet Clark (19:24-19:35)

Step 4: Get curious.

Engage the prospect through curiosity by asking questions about themselves and their business. Use the magic word "because" which puts people at ease. Say something like, "I'm asking because I'm really curious about what you're doing."

Step 5: Let it sit and disappear.

Answer them in a reasonable amount of time but don't give the impression you're just sitting there waiting to make a sale. In other words, don't come on too strong.

Step 6: In the meantime, watch their newsfeed for additional comments or new content.

Look for opportunities to make additional comments so you can grow your relationship by expressing genuine interest in what they're doing.

Step 7: Recognize the moment when it's appropriate to pivot.

It may be a few days or even weeks, but when it feels right ask them more qualifying questions with a bit of mystery or intrigue. Open the conversation with something like, "I was thinking about you and have an idea I'd like to run by you. Would it be okay if I shared it with you?"

"Have conversations with people on LinkedIn. It's not all that sexy, but it works!" -Janet Clark (34:28-34:35)

The beauty of these steps is that they're scaleable. After first doing them yourself to figure out what to say that is authentic to you and genuinely engages with your ideal client, you can bring in a salesperson to do it for you. This is ultimately your ticket to freedom. As a coach or consultant, your goal is to develop a team that can run your business while you focus on serving your clients. You don't need a lot of moving parts. All you really need are these simple seven steps.

As always, I'm more than happy to chat with you about this subject. Reach out to me at [email protected], connect with me on Facebook or LinkedIn, or just message me. I'm always happy to hear from those who are interested in ways to create their life of freedom. That's what we're all about!

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.

"When you create something that's a no-brainer for your clients to say yes to, you have an irresistible offer that will practically sell itself."

Janet Clark (14:22-14:23)

I have learned a simple path to cash for coaches and consultants who want to scale up to six or seven figures.

This simple path has had a dramatic impact on my results and is counterintuitive to the complicated methods many gurus are teaching, such as setting up sales funnels. The key is to make simple shifts in strategy and mindset in how you think about your offers and your program.

These shifts will make you and your program immensely scalable. In the near future, you'll be able to bring on a salesperson to take over marketing and sales, enabling you to scale your business while your time is freed to focus on fulfillment.

"Every seven-figure coach has their own unique selling proposition, signature program, or point of view (the way that they approach solving the problem)."  - Janet Clark (3:36-3:55)

You will need to have your own signature system as a coach or consultant and  establish yourself as a prominent authority in some area. Otherwise, you become just another commodity and will get lost in the crowd.

Make Five Freedom Shifts to Stand Out in the Crowd

Freedom Shift #1: Become extremely clear on your ideal client.

When you worked with an ideal client in the past, you both were in the flow and got results. What were this person's characteristics and demographics? Identify the five main characteristics of your ideal client and write them down. When you know who your ideal client is, your business will be exponentially more successful.

Freedom Shift #2: Sell transformation not information.

Many coaches and consultants make the mistake of creating a program that is based on a theory or a process they've learned in a coaching certification program. But most people aren't looking for a process. They're looking for transformation and for a coach or consultant who can deliver it for them. The most effective way to attract your ideal client is to model the transformation that you offer.

Freedom Shift #3: Create an irresistible offer.

Make your offer irresistible by speaking in your ideal client's language. Understand exactly what it is they want from you and then describe your offer in a way that answers exactly what they want.

Freedom Shift #4: Stop focusing on closing and start focusing on conversations.

There's no need to use sleazy manipulation tactics when you're a coach or consultant. The keys to massive growth in your business are relationship-building and trust. Connect with them from the heart and find out what is driving them to want transformation. Find out how badly they want it and what they are willing to part with in terms of money and time in order to see their dream become a reality.

Use the 5 C's to connect with people and convert them.

1. Compliments. Endear yourself to the prospect by complimenting them where they shine.
2. Conversation. Build rapport by having a conversation that's about them, not you.
3. Confidence. Exude confidence in your ability to help the prospect get the results they want.
4. Curiosity. Ask questions to uncover passion, purpose, and dreams.
5. Conviction. Be 100% convinced that the program you are offering will give them the result they want

Freedom Shift #5: Teach to sell.

Because humans are hardwired to love learning, the best way to sell is to teach. When someone learns something from you that shifts the way they think, they will view you as an expert and want you to mentor them so they can learn more.

"To be a really good coach and sell your programs, you have to have teaching moments with people. When you do that, you will attract those people who are perfect for you."  -Janet (26:59-27:15)

The path to cash may feel like a challenge, but it isn't difficult. Putting these five shifts into practice is guaranteed to help you build a scalable business that provides long-lasting transformation for your clients.

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.

"It takes more than just having the perfect offer. You need to know how you can get your message out to people."

Janet Clark (2:11 - 2:23)

How to Communicate a Consistent Offer to Create Sales Momentum

As a coach or a consultant selling a high ticket program, you want to develop momentum and make consistent sales. At times, however, even though you're on the right track, you may feel like your sales and marketing efforts are a bit disjointed. Maybe you're not exactly sure which direction you need to go in, which could become frustrating after a while. To make it all click perfectly, you need to communicate your offer in a way that makes it irresistible to your prospects.

8 Things to Consider When Communicating Your Offer

The Offer - You have to create an offer that is irresistible to your prospects. When they hear about the results that they can expect to get from your program, it needs to be a no-brainer decision for them.

The Playing Field - Pick the right platform where you can target and communicate with your ideal prospects. LinkedIn is typically a great platform to find clients, but other platforms may be a great fit for you also. Regardless of the platform you choose, it is best to focus on one at a time.

Messaging/Copywriting - Find a copywriter that can help you communicate your offer in the right format to attract your ideal client. Your messaging should address your prospect's pain and show them the bridge to the solution.

Media - Pick the media through which you will deliver your message to your prospects. It can be social media, chatbots, email, ads, etc. While you can eventually use more than one media, it is best to focus on one in the beginning, until you master it.

Deadlines - Give people an incentive to take fast action. Add a timeline associated with the decision you're asking them to make. Always add a call-to-action in your offer, because your prospects typically won't know what to do unless you give them specific instructions. It could be as simple as asking to click on the "Buy Now" button or to register for your webinar.

Guarantees - Remove as much risk as possible for your prospect to work with you. Show them that you have skin in the game as well. Money back guarantees will typically attract the wrong types of people. Instead, guarantee the results you promise, and commit to working with them till they achieve their goals.

Qualifying Process - Only sell to prospects that have been qualified through the marketing process. Identify candidates that need your program, and ones that are in a position to buy.

Sales Process  - Finally, you need a sales process that is low-key, authentic, and genuine. It needs to be a process that your prospects enjoy going through, like the HEART FLOW model we talk about at The Freedom shift.

"A consistent flow of new clients is how you get great at what you're delivering. It takes repetition to master your craft."

- Janet Clark (10:35 - 10:45)

The Benefits of Developing a Consistent Offer

At times, it might be tempting to go to market with a brand new offer to attract new clients. While you might succeed in adding new people to your program this way, it will be difficult for you to deliver at a high level consistently. Having a consistent offer will allow you to bring in new clients regularly, which will generate sales momentum.

Here are some other benefits of having a consistent offer.

Mastery - A consistent flow of new clients is how you get great at what you're delivering. There are only a few obstacles that will repeatedly get in your way. Once you discover and overcome them, you'll achieve mastery.

Community - A consistent offer that attracts the right clients will help you develop a community with a vibrant life of its own. It will add value for future prospects, and create a synergy can't be developed alone.

Self-Improvement - You community will call on you to be a better mentor, a better leader, and a better person. You will improve by associating with other successful people in your community.

Cash Flow - Consistent clients will generate cash flow that allows you to scale your business. You'll be able to grow your team, and invest in training so you can deliver better results for your clients.

"Your prospects are typically not intuitive about the action you want them to take. Be very specific and tell them the exact next steps." - Janet Clark (19:29 - 19:39)

To communicate your offer to your ideal prospect and gain sales momentum, consider a couple of different things. First, target your prospects so that you can have a conversation with them. LinkedIn has developed into the perfect platform to identify and reach out to potential clients. Then take time to develop your Unique Selling Proposition, or USP. What is it that differentiates you from others in your space? Take some time this week and think about how you can simplify your message so that you can best communicate the core value of your high ticket program.

How to Get Involved

If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.