The Sales Matchmaker

"Your offer is the gateway to the explosive growth that you are looking for in your own business, and your clients' businesses."

Janet Clark  (2:40 - 2:48)

How to create an offer that communicates your unique selling proposition.

As a coach or a consultant selling a high ticket program, crafting an irresistible offer is a critical component of increasing your sales. Your offer can communicate your unique selling proposition to attract your ideal clients. Having a great offer is the key that will allow you to grow your business, as well as your clients' businesses.

When creating an offer, the biggest factors to consider are the individuals you are serving, and their specific pain points. You should have some specific knowledge about the niche you're targeting. You also need to know about some of your competitors in that space, so you can create a unique offer and fill any gaps in the marketplace.

"The most important thing to consider when you're creating your offer is who is your avatar, or your ideal client."

- Janet clark (1:40 - 1:47)

Once you have a solid understanding of your market, you can start putting your offer together. Your prospects will always want to know why they should choose you over someone else, and your offer needs to communicate what differentiates you from the others. Below, we'll discuss 8 components that you can include in your offer to make it irresistible to your ideal prospects.

The 8 components to include in your offer to make it irresistible.

Results - Be concrete about the outcome that your clients can expect. The results you promise should be something measurable. For example, tell them they can expect a 30% increase in sales within six months, instead of only telling them they will acquire new customers. Also, this is where you can address their unique pain points. Share with them how your services will be a solution to their specific problems.

Value - Your client has to understand that the benefit of your offer far outweighs the cost or the investment, so that purchasing your services becomes a no-brainer. One way to increase the value of your offer is to create bundles that combine multiple services or products, and include bonuses that complement the bundles.

Value-Based Pricing - You need to price your offer in a way generates a healthy profit for you. You can do this by effectively communicating the enormous benefits of your program. When pricing your offer, take into account all of your expenses, and the value of your time. Be aware of what others are charging in your niche so that you can be competitive while adding value and increasing the ROI for your clients.

Incentive or Deadline - To prevent your prospects from procrastinating on taking action, give them a reason to act immediately. Incentivize them to buy from you within a specific period. Present your incentive as a limited-time offer instead of a discount. For example, if you charge $10K for a 90-day coaching program, offer to let them in for $7.5K if they join by the end of the week.

Risk reversal - Remove friction and increase sales by reducing as much risk as possible for your prospect. One way to do that is by assuming some of the risks yourself. Charge them a percentage of the price upfront and allow them to pay the rest when they achieve the results you've promised. Another way to remove risk is by guaranteeing the outcome they can expect by promising to keep working until those outcomes are achieved.

Community - As social beings, we crave connections. It's a universal desire to form bonds with others. We all want to be part of a tribe, or belong to people that resonate with us. Try to make your offer about a bigger movement that your client will be joining. Tell the story of how your program originated to create an emotional connection. Help the prospect find themselves in your story, and see how your services will fulfill that need for connection.

Social proof - Be sure to include plenty of testimonials in your offer. Your prospects want to know how others have experienced your product and what results they were able to achieve because of it. They are often interested in the program that has the best reviews and testimonials, not the ones that cost the least.

Call-to-action - This is one of the most critical parts of the offer. You can have great marketing and copy, but if you don't tell people what the next step is you'll lose out on so many sales. Think about the call-to-action as instructing and guiding your prospect on how to take advantage of your no-brainer offer. The coaches and consultants that are succeeding at the highest level always make an offer and add a call-to-action.

"If you include all the components of an irresistible offer, as you start speaking to your prospects, you'll learn how to tweak them and put them together so that your offer becomes a no-brainer to your ideal clients." - Janet Clark (7:27 - 7:47)

While there isn't a perfect combination of all the components mentioned above that will work for every single prospect and entrepreneur, it's an excellent place to start. Incorporate them into your offer and then start speaking to your target prospects on social media platforms like LinkedIn. You'll soon discover how to tweak the 8 components and put them together in a combination that will make your offer irresistible to the ideal client.

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 comes down to the question of whether you have a sales problem, or a marketing problem."

Janet Clark (1:44 - 1:54)

The key distinction between sales and marketing.

Do you often feel like you're on sales calls with the wrong prospects, or that you're missing some secret techniques to get them to spend money they don't have? Maybe you keep investing in more leads, but you're having a hard time closing any of them. You might conclude that you have to improve your sales skills, but it could be your marketing efforts that need adjustments instead.

Sales and marketing play different roles, but they are interlinked. Marketing is focused on generating and qualifying leads, and the sales people are focused on closing those leads, and on generating revenue. However, often what happens is marketing brings the wrong prospects to the sales calls, and consequently, the close ratio plummets.

"Marketing creates demand, and the sales process fulfills that demand." - Janet Clark (2:54 - 2:59)

4 Marketing Factors to Qualify the Right Leads for Your Program

When your marketing and sales efforts function synergistically, it becomes a lot easier to enroll clients into your coaching or consulting programs. Here are four factors you can incorporate into your marketing to book sales calls with qualified leads.

Need - You need to identify prospects that really need what you have to offer. Your product or service has to fulfill a compelling need for your ideal client. Many coaches or consultants make it too risky or difficult for their prospects to commit, and they have difficulty closing. If they see your program as a no-brainer, you'll find it much easier to enroll them as clients.

Timing - You have to catch your prospects at the right time in their lives to increase your chance of making the sale. Even if they need your service, you'll have trouble closing them if they have other pressing issues on their plates. You want to schedule calls only with motivated buyers that have a sense of urgency, which you can create by incorporating bonuses and deadlines into your marketing.

Finances - Look for people that have access to financial resources to be able to afford your program. You or your sales team can build all the value in the world, but if your prospect is too broke or they don't have access to credit, they won't be able to buy. Educate prospects in your pipeline about the cost of your product so they can work on having their finances in place before getting on the sales call with you.

Desire - Finally, your prospects should have a strong desire to work with you before you get on a sales call with them. They should know how your program works, have seen some social proof, and they should resonate with your purpose. In other words, they should know, like, and trust you before you try to make the sale.

"Your marketing team has to create a prospect journey that educates potential clients about your program, through effective messaging." - Janet Clark (10:49 - 10:57)

Your marketing should address the four factors mentioned above through effective messaging. Your goal is to identify and talk to people that resonate with what you're all about, ones that are eager to work with you because they can see and feel the value you can bring to them. If your marketing properly qualifies your leads, your sales calls will only involve helping your prospects make the buying decision. Do this correctly, and you'll find your close ratios skyrocketing.

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.

"Getting clear on your 'why' is not the only way to be successful, but it is the only way to attract and maintain the right clients."

Janet Clark (10:44-10:54)

The most important question that will make or break your sales results as a coach or consultant selling high ticket, high transformational programs is one that you must first answer for yourself and ask of your prospect: "Why? Why do I do what I do?"

Before you decide what your coach or consulting program entails, you need to ask yourself, "Why did I become a coach or consultant in the first place?" and "How can I bring my core belief and purpose into reality?"

Simon Sinek, the author Start with Why, explains that what you do and how you do it may change as your life evolves, but your core belief and purpose that really motivates you is always the same. Understanding this enables you to discover your why as you look back and identify the core theme that stays the same throughout your life and your career.

Your goal is to do business with those who believe what you believe. Once you know what your why is and you help your prospects identify their why, they're going to buy based on their desire to fulfill their inner why.

"People don't buy what you do, they buy why you do it as long as it aligns with their own why."

-Janet Clark (11:43-11:51)

Once you determine your why and establish what you offer to your ideal clients based on your why, you must attract them.

You win prospective clients' hearts and minds by attracting them through your message before leading them through a systematic buying process. This is where the art and the science of sales come into play. You can do all the right things in a sales conversation and ask all the right questions, but you won't get the sale if you don't make a heart connection with them.

Your prospects are people who must know, like, and trust you before they buy from you. And the best way to build that know, like, and trust factor is by authentically sharing your why.

When you are authentic in the spirit of service and you attract people who are drawn to your why, sales happen without resorting to any sort of manipulation.

People in our industry who don't understand their own why and who focus more on the what, use manipulative tactics. But manipulation creates uncertainty, buyer's remorse, and increases stress for both the seller and the buyer.

Many salespeople make the mistake of trying to sell based on logic and facts. Although these are important to include in any sales pitch, the critical piece that makes people decide to jump into these transformational programs is emotion. People buy based on their hopes and dreams. They make emotional decisions and then justify them with logic.

The best salespeople will tell you that it takes conviction or belief in what they're selling to be great at sales. If you truly believe in what you are selling, you won't need to use manipulative tactics like special pricing, promotions, scarcity, or intimidation.

So how do you acquire this conviction? You design your program to align with your why. When your program is in alignment with your why, then every word that comes out of your mouth will be authentic. It is this authenticity that produces the relationship, and the relationships build the trust.

Without trust, you'll find yourself competing with everyone else on price and features. Without authenticity, you'll have to resort to manipulative tactics which only work for the short term. So many people have purchased high ticket programs because of these tactics, but then don't get the results they were promised or receive the nurture and support they need. They are unlikely to buy from the same coach or consultant again.

Manipulation pushes people to make a decision by appealing to irrational desires or playing on their fears. But when your prospects' emotional reaction to your marketing aligns with how they see themselves, they become inspired and make decisions to buy based on their own why and the affinity they feel for you and your why.

"When you are selective about doing business with those whose why identifies with yours, then a high level of trust emerges. It is this level of trust that results in true transformation."

-Janet Clark (16:46-16:59)

The most important question to assure great sales results and great clients is "Why?" - both your why and their why. When you get this right, you will be amazed at how easy selling becomes.

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.

"No matter how great a salesperson is, they are not going to close unqualified leads." - Janet Clark (12:52 - 13:00)Janet Clark

The Freedom Shift

If you are a coach or consultant attempting to get high-end clients, you likely have been banging your head against the wall. The key to closing the sale is to only schedule sales calls with those who are ready to buy.

High-ticket funnel gurus tell us that getting clients is as simple as a "Facebook ad → webinar →  sales call" sales funnel. But they don't tell us that the sales close ratio to this model is abysmal. The gurus have six-figure months because they are also doing other marketing activities in addition to the funnel. Unfortunately, they fail to mention this.

"You want your sales conversation to always be about, 'Is it going to work for me?'" - Janet Clark  (19:31 - 19:37)

If you are spending a lot of time on your sales calls talking about your program, you will have a hard time closing the sale. Instead, you need to talk with them about their fears, concerns, past failures, and struggles in a way that convinces them to invest in their own transformation.

Or, you could hire someone to help you with the prospecting part -- warming up potential clients and getting them to the point of being ready to make a buying decision.

Two things have to happen to close a high-ticket sale:

1. The potential client has to know that the program works and trust you as the coach or consultant.

1. The person has to be confident the program is going to work for them.

You can address the first part in the prospecting and marketing stage. By the time the potential clients gets on a sales call, they already know your program works and have an attraction to you as the coach or consultant delivering the program.  

"Only schedule sales calls or strategy sessions with people who are ready to buy." - Janet Clark (26:00 - 26:07)

We've been experimenting with a new model for high-ticket lead flow from LinkedIn. In our experiments, we use real human chat - hiring a virtual assistant or training someone to cover this step - followed by a fifteen-minute discovery call and a two-step consultative sales process.

While the high-ticket offers in the $10,000 range and up aren't closing on the first call with this model, we do get these clients signed up with the right follow-up strategy.

It's possible to have the success the gurus promise. However, don't rely on the quick success formulas they provide that are unrealistic. Put some systems in motion to help the right clients will find you, and your time can be spent talking to people who are qualified and ready to pay for the transformation you have to offer.

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.

"Just sending someone to a webinar from a Facebook ad and then trying to close them on the phone isn't working the way it did a year ago."

Janet Clark (2:48 - 2:59)

How to use prospecting to improve your sales.

As a coach or consultant selling a high ticket item, have you noticed that it has become increasingly challenging to sell your program? If so, you're not alone. The sales process of driving traffic to a webinar through Facebook ads, and then trying to close them on a sales call seems to have run its course. A lot of people have been deceived by savvy marketers who took their money and failed to deliver what they promised. As a result, people are now more skeptical than ever.

"Prospecting is the process of searching for potential clients in order to develop a relationship that results in more business."

- Janet Clark (4:05 - 4:15)

You may be one of the many genuine coaches out there with a track record of helping your clients achieve great results. Unfortunately, because of the deceptive behavior of a few, you still have to overcome the negative image surrounding online marketers. People are losing trust, and you have to find a way to communicate that you're more interested in their success than getting a sale. Two powerful ways to do that are prospecting and following up. In this article, we'll focus on the power of prospecting and how it can provide you with a steady stream of people that are ready to buy your product.

What is prospecting?

Prospecting is the process of actively seeking out people in your target audience to develop a relationship with them and to ultimately generate more business. The critical part of the process is building a relationship, so that your prospects get to know, like, and trust you. You're trying to gain an understanding of their needs and desires so that you can provide solutions that benefit them. With the advent of online marketing, prospecting has become sort of a lost art, but it still works if done correctly.

The difference between prospecting and marketing.

As a coach or consultant looking to grow your business, you need to be aware of the difference between marketing and prospecting, and how they fit into your overall outreach strategy.

Marketing is the process of bringing a single message to many people in your audience. This typically includes your messaging, branding, website, email sequence, etc. Marketing is how your prospects learn about you and your program before they engage with you.

Prospecting is the process of cultivating a one-on-one relationship with potential clients that result in the sales of your service. You can prospect through networking events and conferences. You can also engage with potential customers through social media platforms like LinkedIn. When prospecting, your goal isn't to close the sale. Your objective is to get to know your prospects, learn about their pain points, and to set up a sales call in the future.

Inbound prospecting vs. outbound prospecting.

Inbound prospecting is when someone sees the content that you've put out through ads, webinars, emails, etc., and they reach out to you to have a personalized conversation. Inbound prospecting happens as a result of effective marketing. You still need to build a relationship with your prospect before you can close the prospect.

Outbound prospecting is the process of you, or your sales team, reaching out to potential clients you've identified in your target market. You can reach out through email, social media, or even cold calls. Again, the objective during the initial outreach isn't to close the sale, but to make contact and begin developing a relationship so that your prospects can get to know, like, and trust you.

Most coaches and consultants focus heavily on inbound prospecting, and not enough on outbound. They also focus on learning how to close the sale. However, if you aren't speaking to the right prospects, it is tough to get the deal no matter how skilled you are at closing. If you learn to find the right candidate through a strategic outbound process, you'll see that you're only speaking to people that have a real need for your service, and your close ratio will increase as a result.

How to identify and reach out to your ideal clients through outbound prospecting.

According to Brian Tracy - legendary sales professional and the author of the book The Psychology of Selling - creative prospecting is essential to success as a salesperson. It begins with thorough planning and analysis of who you are trying to reach, and what problems you are solving for them.

You can start by analyzing what the 5-10 most attractive features of your program are, what specific needs of your target customers your product satisfies, and what it is that you excel in that your competitors don't. Then you need to determine who you're targeting. You can do that by creating a list of their ideal characteristics like age, education, occupation, income, experience, attitude, and more. Once you're clear on who your target customer is and how your product can help them, you're now ready to start reaching out to them.

"The greater clarity you have in identifying your ideal customer, the easier it is going to be for you to find these customers."

- Janet Clark (18:25 - 18:34)

When you do reach out to your prospects through email or social media, remember to keep the conversation focused on them, and to not make it about your product. The first message should be designed to get your prospect's attention, something that communicates the benefits they can expect without revealing what the product is. Once you master this art of prospecting, you'll no longer be dependent on referrals and inbound prospects, and the opportunity to grow your business will be limitless.

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.

"The most important thing that you have to do with a prospect is figure out what they really want."

(3:45 - 3:55) - Janet Clark, The Freedom Shift

Address the elephant with a cash sign on its forehead.

You have heard all the excuses. Money is tight. There is never enough time. But the greatest reason you can not close a sale is that you and the prospect are ignoring the giant elephant in the room. Money. There is a gradual crescendo of tension unleashing a forte of negatively charged energy when money is the last topic discussed. It makes for a very uncomfortable conversation and it is entirely preventable.

Immediately approach discussing money prior to making the offer to avoid a catastrophic letdown. In theory, a product should sell itself if you have done a great job with marketing in attracting the ideal prospects for your transformational offer. But this is rarely the case. Psychology is really the defining factor in whether a prospect will commit or pass on an offer.

"Money is the medium we use to get what we want."

(3:25 - 3:30) - Janet Clark, The Freedom Shift

There are four different stages a prospect must go through to eliminate the money objection and fully commit to a sale.

Identify True Desire

What does the prospect really want? Is it possible to attain? What would it take to get them there? First, help the prospect determine the thing, situation or transformation they so desperately seek. Second, examine the realistic cost in both time and money. Lastly, weigh the investment to the value. While not all dreams can be fulfilled, many are attainable. The question to ask is if the dream is worth the effort?

Overcome Fear of Loss

All humans fear something. But failure and the loss of something gained are fears that are fairly universal. It is an innate fear that causes us to hold our money tightly and spend cheaply. Furthermore, society teaches that human significance is heavily weighed by the sum in the bank and the make of our car. Parting with money can feel very risky even when common sense tells us there will be a great return on our investments.

Remind the prospect that the money is never the end all be all, it is simply the medium we use to get what we want. The significance actually lies in what the money can do for the prospect to help them reach their dream. Have a heart flow conversation. Engage with the prospect to understand what is really going on. Offering empathy is the best way for you to earn the space needed to help dispell those fears.

Overcome Fear of Disrupting Relationships

Why does a prospect interject that they first need to check with their partner when discussing money in sales? The truth is, most people tie their money together when entering a relationship. It is critical for you to know if the prospect needs input from a significant other before delving into decision making. Engage the prospect in a candid conversation at the beginning to help reveal whether their relationship is an inhibiting or encouraging factor, for both your sakes.

Overcome the Money Objection

The final stage in eliminating the money objection is to uncover the COA. The Cost of Action was originally coined by Alex Mendoza. Everything comes with a  cost, and time is money. Those who use their time wisely gain money. But those who waste their time lose money. Or similarly, if the prospect is refusing to part with their money, remind them that they are then repelling money from ever coming in. In this case, they will never achieve that deep desire they identified in stage one. If the prospect is a good fit for your service, NOT becoming a client could be one of the most expensive mistakes they ever make. Helping them to gain clarity on that truth is an essential step to closing the sale, and helping them see the value of their investment.

"You are giving the option for people to really understand and acknowledge that this purpose, desire, dream, is something worth parting with their money for."

(13:28 - 13:49) - Janet Clark, The Freedom Shift

Understand that there is something else lurking beneath the money objection. Perhaps it is the inability to identify the true desire, or the fear of loss, or fear that a relationship will be negatively impacted. Whatever it may be, navigate through the four stages with the prospect to help identify the heart of the issue. Bring money into the conversation early to ensure that you and the prospect are on the same page. Even if the prospect is not a qualified buyer, you will at least offer some food for thought. Begin your sales calls with set intentions, instead of wandering through the motions aimlessly. When you aim to unearth the prospects real desire, and offer a way to attain that dream through your services, you will have the power to eliminate the money objection.

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.

"Just like a sailor doesn't want to battle against a strong incoming wind, a salesperson should avoid selling to an unqualified prospect."

- Janet Clark (3:04 - 3:37)Janet Clark

The Freedom Shift

Identify and Sell Only to Qualified Prospects

Anyone familiar with sailing a boat understands that if they go up directly against a headwind, they'll find it difficult to reach their destination. Even if that route covers the shortest distance, the boat will keep getting knocked off course by the wind. In these situations, sailors avoid the direct route and they zig-zag their way to the destination. Just like a sailor tries to avoid battling against the wind, we should do our best to avoid selling to non-qualified prospects.

Many coaches and consultants have developed programs that deliver exceptional results to their clients, but they find it difficult to consistently close sales over the phone regardless of how hard they try. They get frustrated because they work extremely hard, but they're only able to close the deal on a tiny percentage of their calls. Rejection causes burn-out and saps the energy out of their passion for the business.

"If you have to create the demand while you're on the sales call, or you have to convince someone that they have an unidentified need, you're not going to close the sale." - Janet Clark (11:38 - 11:57)

As an entrepreneur, the biggest reason you'll face challenges in conversion is when you're talking to the wrong person. If you're regularly spending too much time explaining what you do, and why that might be something your prospect needs, then you're like the sailor that is going up directly against a strong wind. It's a losing battle, and you'll eventually start feeling like you're not cut out for business or sales.

However, talking to the right prospects may be the simple solution to get the results you want. You'll need to implement some systems and processes that allow you to identify and connect with the right people, and create a streamlined sales process that will enable you to sell with less stress and get better results.

The Five Fundamentals of a Successful Sales System

Just like an expert sailor understands that they'll have to prepare and master the fundamentals of sailing, you'll have to build a solid foundation that allows you to navigate a sales call with ease and get the outcome you want. Here are the five fundamentals of a successful sales system.

Marketing - Identify your target market and create a product or service tailored to their needs. It's important to have clarity regarding the needs of the ideal audience, and how your offer speaks to those needs.

Messaging - Clearly communicate the immense value of your product. You need to make it clear to your audience how your product will benefit them, in a way they find engaging.

Prospecting - Reach out to your target market. This can be done organically through word-of-mouth, through various social media platforms, or through emails and cold-calling.

Qualifying - Establish that your prospect has the ability, authority, and the desire to purchase your program or service. Qualifying is a crucial part of the process. Skipping this part is one of the biggest reasons why many people face resistance during sales calls.

Selling - Reiterate how your service will solve your prospect's problem, answer any objections, and close the sale. Selling is the final step of the process. If you've addressed the previous steps adequately, in most cases, this step of the call will not be challenging.

The Power of LinkedIn

While there are a plethora of platforms to utilize as an entrepreneur, Linkedin is an ideal way to incorporate most of your sales fundamentals in one place. LinkedIn allows entrepreneurs to combine the marketing, messaging, prospecting, and qualifying aspects of the sales system. Unlike other social media platforms, people universally understand that LinkedIn is for networking and cultivating business connections, which presents an excellent opportunity to intentionally connect with potential prospects.

As in real life, it works best if you spend some time engaging in conversation with your prospects before you sell to them. Share valuable information with your audience with the genuine intention of helping them, without seeking anything in return. Over time, you'll establish yourself as an industry expert in your niche, and you'll attract a steady stream of qualified prospects.

"Marketing is a critical aspect in the process of identifying and qualifying prospects before trying to close a sale. Without it, you'll be "sale-ing" against the wind." - Janet Clark (12:09 - 12:23)

The experience of sailing a boat can vary radically depending on whether you are attempting to sail against the wind, or moving with it. Similarly, success in sales will depend significantly on the quality of your prospect. Take some time this week to asses your current sales and marketing processes. If you make the necessary adjustments now, soon you'll be sale-ing with the wind and getting the results you could only dream of before.

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.

"Mentoring provides you with a brain to pick, an ear to listen, and sometimes a push in the right direction."

(16:33) - Janet Clark, The Freedom Shift

No one gets very far on their own. Make sure you've got someone in your corner with knowledge, experience, and the encouragement you need.

The best entrepreneurs in the game know that you can't make it where you want to be without a helping hand. Having the right mentor is the key to building a business that allows you to live a life of freedom.

Moving to Competence.

You may be familiar with the competence model, a framework for explaining the process of gaining knowledge and expertise. At the start of your journey as a business owner, you're generally at the first stage, the unconscious incompetent. Essentially, at this point, you don't even know what you don't know. In order to move forward, it becomes crucial to invest in a mentor who can help you learn by doing and gain experience in your specific arena.

"A mentor is someone who sees more talent and ability in you than you see in yourself and they're going to help bring it out of you."

(21:11) - Janet Clark, The Freedom Shift

The next stage in the model is the conscious incompetent stage. In this stage, you are aware of your weaknesses, but can still use help in pursuing growth. It is important in this stage to have a guide who can help you focus on your goals for the big picture, not just the logistics. Although you may be growing your business and making a great living, you need to keep in touch with what it is you're striving to add to the world, your industry, or your life. An integral part of that awareness is getting connected with others who do what you do and honing your skills by serving them. A mentor is the perfect person to get you those connections and help you realize your potential for impact.

When you reach the stage of conscious competence, a great coach or advisor can help you incorporate new components in your business to give you an advantage, whether it's social media, paid traffic or some other foreign tool. Having a mentor to help you through the changes allows you to adapt quickly and start bringing leads through new channels and connections.

When you develop a strong business and have help along the way, you will reach a level that requires less effort for great levels of success. At the level of unconscious competence, your skills become second nature, and you continually implement the knowledge you are gaining as you move your business forward.

Understanding the benefits that come with great mentorship will help you choose the right coach for you.

Your business thrives when you surround yourself with the success you're aiming for. A mentor grants you access to a whole new tier of people in their own community, all of whom can help you grow your business with the tools and strategies you need. There are seven major reasons that you should invest in a mentor.

Irreplaceable Experience.

A mentor offers you insight that you couldn't get from a book or course, simply because they've taken the journey you're on and can offer you a shortcut. Learning from their mistakes will help you avoid making them yourself Your relationship with that person will allow you access to more intimate information than you might get from a training program, and that makes a world of difference.

Statistical Success.

Studies have shown that an overwhelming majority of CEOs got where they are with a mentor's help and that over 90% of startups feel their mentor was crucial to their success. The connections, advice, accountability, and guidance that mentorship offers are rocket fuel for your business and its long-term success.

Networking Opportunities.

Put simply, your mentor can open doors that you couldn't open by yourself, and part of their investment in your success is putting you around their circle of people, most of whom are more successful than you. There is no better learning environment than a community of successful, like-minded individuals.

Reassurance.

Fear and doubt are common when you're building a business you care about. It helps immensely to have someone there who has been where you are, who isn't afraid, and who can reassure you when you're having a moment. Your mentor should believe in your ability to succeed - even when you don't.

Business Longevity.

Another advantage gained by a mentor who has been where you are is that they already know what challenges you're facing at every stage in your business, and can equip you with the tools you need to handle them.

Emotional Support.

When things break in your business, it's easy to get overwhelmed. Having a guiding hand outside the situation helps. Your mentor isn't overwhelmed and can offer you a calm, clear perspective to get you past your gut reactions.

Encouragement.

Part of the advantage of having a mentor with an outside perspective is their ability to remind you of your big picture - all those goals you're working towards. They can cheer you on relentlessly because they know where you're going and how to get there.

"One of the greatest values of having a mentor is their ability to see ahead and to know what you need to do in order to navigate this course."

(22:59) - Janet Clark, The Freedom Shift

If you're like most entrepreneurs, you have spent a great deal of your time, money, and energy creating your business. You weren't meant to be on this journey alone. Find someone who understands your vision, has walked the path ahead of you, and can help you to your next 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.

"Mentoring provides you with a brain to pick, an ear to listen, and sometimes a push in the right direction." - Janet Clark (16:33)Janet Clark

The Freedom Shift

No one gets very far on their own. Make sure you've got someone in your corner with knowledge, experience, and the encouragement you need.

The best entrepreneurs in the game know that you can't make it where you want to be without a helping hand. Having the right mentor is the key to building a business that allows you to live a life of freedom.

Moving to Competence

You may be familiar with the competence model, a framework for explaining the process of gaining knowledge and expertise. At the start of your journey as a business owner, you're generally at the first stage, the unconscious incompetent. Essentially, at this point, you don't even know what you don't know. In order to move forward, it becomes crucial to invest in a mentor who can help you learn by doing and gain experience in your specific arena.

"A mentor is someone who sees more talent and ability in you than you see in yourself and they're going to help bring it out of you."

- Janet Clark. (21:11)

The next stage in the model is the conscious incompetent stage. In this stage, you are aware of your weaknesses, but can still use help in pursuing growth. It is important in this stage to have a guide who can help you focus on your goals for the big picture, not just the logistics. Although you may be growing your business and making a great living, you need to keep in touch with what it is you're striving to add to the world, your industry, or your life. An integral part of that awareness is getting connected with others who do what you do and honing your skills by serving them. A mentor is the perfect person to get you those connections and help you realize your potential for impact.

When you reach the stage of conscious competence, a great coach or advisor can help you incorporate new components in your business to give you an advantage, whether it's social media, paid traffic or some other foreign tool. Having a mentor to help you through the changes allows you to adapt quickly and start bringing leads through new channels and connections.

When you develop a strong business and have help along the way, you will reach a level that requires less effort for great levels of success. At the level of unconscious competence, your skills become second nature, and you continually implement the knowledge you are gaining as you move your business forward.

Understanding the benefits that come with great mentorship will help you choose the right coach for you.

Your business thrives when you surround yourself with the success you're aiming for. A mentor grants you access to a whole new tier of people in their own community, all of whom can help you grow your business with the tools and strategies you need. There are seven major reasons that you should invest in a mentor.

Irreplaceable Experience.

A mentor offers you insight that you couldn't get from a book or course, simply because they've taken the journey you're on and can offer you a shortcut. Learning from their mistakes will help you avoid making them yourself Your relationship with that person will allow you access to more intimate information than you might get from a training program, and that makes a world of difference.

Statistical Success.

Studies have shown that an overwhelming majority of CEOs got where they are with a mentor's help and that over 90% of startups feel their mentor was crucial to their success. The connections, advice, accountability, and guidance that mentorship offers are rocket fuel for your business and its long-term success.

Networking Opportunities.

Put simply, your mentor can open doors that you couldn't open by yourself, and part of their investment in your success is putting you around their circle of people, most of whom are more successful than you. There is no better learning environment than a community of successful, like-minded individuals.

Reassurance.

Fear and doubt are common when you're building a business you care about. It helps immensely to have someone there who has been where you are, who isn't afraid, and who can reassure you when you're having a moment. Your mentor should believe in your ability to succeed - even when you don't.

Business Longevity.

Another advantage gained by a mentor who has been where you are is that they already know what challenges you're facing at every stage in your business, and can equip you with the tools you need to handle them.

Emotional Support.

When things break in your business, it's easy to get overwhelmed. Having a guiding hand outside the situation helps. Your mentor isn't overwhelmed and can offer you a calm, clear perspective to get you past your gut reactions.

Encouragement.

Part of the advantage of having a mentor with an outside perspective is their ability to remind you of your big picture - all those goals you're working towards. They can cheer you on relentlessly because they know where you're going and how to get there.

"One of the greatest values of having a mentor is their ability to see ahead and to know what you need to do in order to navigate this course." - Janet Clark. (22:59)

If you're like most entrepreneurs, you have spent a great deal of your time, money, and energy creating your business. You weren't meant to be on this journey alone. Find someone who understands your vision, has walked the path ahead of you, and can help you to your next 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.

"The way I have sales conversations does include the science of selling, but also the component of connecting with people on a more heartfelt, spiritual level."

(3:08) - Janet Clark, The Freedom Shift

Your sales calls should foster a genuine, empathetic connection between you and your future client.

If you've been in sales for a while, you probably have your conversation structure down to a science. Of course, there is a definite science and psychology to sales, but the art of selling is the part where we get to bring our personality in and make a genuine connection with our prospects and clients.

The "Heart Flow" model is where the science of selling and the art meet. It is the best method for selling in a transformational economy, where you'll most often find yourself on the phone with someone who is personally invested in the transformation you offer. Heart Flow allows you to figure out what the prospect wants from their life, what their dreams are, and why they are seeking a change.

There are nine basic steps within the HEART FLOW model. These steps are a direct path to deeper connections and higher conversion rates.

H is for "Hello." This is the beginning of your conversation, and the perfect opportunity to build rapport. Take a moment to find out who the person is, where they're coming from, and establish common ground.

E is for Explain. Establish your leadership in the conversation by explaining how the rest of the call is going to play out. Let the other person know that you are going to ask some questions, determine whether they're a good fit for your offer, and at the end, even if they're not right for your program, you're going to help steer them in the right direction.

"Surround yourself with people who are going to uplift you and remind you that you have a purpose, and are going to make an impact."

(17:21) - Janet Clark, The Freedom Shift

A is for Ask. This is where you ask all of those open-ended questions. The "who, what, when, where, why, and how." While you may be tempted to prepare a script, it's best not to lay the order of the questions out beforehand. The answers you get should determine what you ask next. If you're a good listener, the conversation will flow naturally, giving you the next step, the next question, as each answer is given.

R is for Recap. At this stage, give a summary of the first parts of the call to make sure you're on the same page. Something like, "Okay, so you told me you want X, but you're struggling with Y and Z, which is costing you this."

T is for Transition/Teaching. As you're getting ready to move into sharing your offer, take a minute to stop and teach your prospect something valuable. Inspire an "Aha!" moment with some insight you've gathered over the course of your experience in business.

F is for Feelings. You've imparted a lot of information. At this point, ask the other person how they feel about everything they've just heard. This helps establish where they are emotionally and instills empathy to cement a healthy emotional connection. If they are a good fit for your offer, proceed.

The most successful sales calls forego talking about surface-level details and impact in favor of life transformations and empathy.

L is for Lay Out the Offer. Laying out the offer doesn't mean talking about the bells and whistles. Explain, on a high level, what they are going to get from your program that they really need based on the transformation they're seeking.

O is for Own the Silence. After you've talked about the offer, you can choose to either throw out the price of the program, or you can let your prospect ask for it. Either way, after you've named the price, be silent and let them think. Whether positive or negative, the person you're talking with has a narrative playing through their head at this point, and you don't know what it is. So just sit quietly for a bit and let them come up with a response.

W is for Wrap it Up.  Figure out what it's going to take to get the deposit or the first payment. Be flexible and say yes.

"I like to think of silence as an opportunity for them to share what's on their mind. So always own the silence and let them speak." -

(24:35) - Janet Clark, The Freedom Shift

The best sales process is one that works with empathy, good information, and real connection to close calls. The best thing you can do for your future clients is to guide them through the conversation to the incredible transformation you have waiting for them.

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.