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My Top 3 Sales Consult Secrets, So You Can Close Irresistible High-Ticket Programs With Confidence

Hey Lovely,

In my last blog post I revealed the simple approach I took to get to my first $20k/mo in consulting sales…

And how you can use this approach even if you’re just getting started to get to your first $20k/mo (and higher) without the overwhelm…

(Read it here if you missed it. This post has lots of valuable insights, could save you years of trial and error, and will give you the context for what I’m about to teach you.)

In this next post, I’m going to dive into my top three little-known secrets when it comes to sales consults – ready to get stuck in?

Secret #1 – The $5,000 Sales Consult Framework
Now, in this next post, I’m going to dive into the sales framework I’ve used to sign over 6,000 high paying clients…

Some as high as $34,000! But more on that in a minute 😉

Now, if you remember back to my story in the last post, when I first began trying to sign high paying clients over the phone I was not good at it (to say the least).

I gave away too much information…

I got hit with objections and had no idea how to deal with them…

I had people tell me “I can’t afford it,” “Now’s not the right time,” “Let me think about it,” and I would simply let them go…

I would even start giving them advice on the sales call for free thinking that would make them see how valuable I was and want to sign up…

Honestly, I had no idea what I was doing.

It was overwhelming and intimidating.

But most of all…

I absolutely loathed the selling process!

Getting to know the prospect was great. Finding out who they were and what they wanted to achieve was always fun….

But every time it came to “pitching” my program I just felt so icky and slimy…

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I felt like this used car salesman.

And then the WORST part was when I finally had to tell them that the price was $5,000…

Oh my gosh…

Talk about a golf ball in your throat, right? 

I swear, every time I managed to fumble out the price, I sounded like a teenage boy whose voice was breaking 😉

It was SO embarrassing!

So you see, I came from the absolute worst sales background.

I had no experience…

I didn’t know what to say…

I doubted myself on every call…

I constantly questioned whether I was cut out to be in business…

I got 24 “no’s” in a row and was rejected more times than your high school’s resident nerd…

And I was riddled with anxiety from so many failed attempts wondering whether my business was going to survive.

But that was then.

Now, I look forward to my sales consults…

I’m confident on every call…

I love love LOVE the whole process….

I have no problem selling $5,000, $10,000 and even $25,000+ programs…

And the best part is – I’m quite good at it too 😉

So then…

What turned things around?

How am I now able to effortlessly close $5,000+ clients in one sales call, without a shakey voice or sweaty hands?!

And, more importantly…

How are my students able to do the same, if they have no sales background, hate selling, and who are not big gurus in their marketplace either?

Well, that’s easy…

My sales consult framework.

(The one I got gifted to me by that wonderful woman I mentioned in the first post).

Here’s why it’s so powerful…

You see, what I didn’t mention was that I asked the lady as she was giving me her sales framework…
“What makes this script so powerful? What’s different about it?”

I was very curious to know, as I didn’t want to follow something blindly.

Then she told me something that completely changed the way I saw sales…

And completely transformed my confidence going forward.

“Honey, one of the big misconceptions about selling is that to get the client you have to be this ‘hardcore closer’ that’s all slimy and doesn’t give any value…

But the truth is, when done the right way, selling is hugely rewarding for you and extremely valuable for your prospect – even if they don’t sign up.

Here’s why…

By going through the sales consult framework I’ve just given you, you’re helping them get clarity on exactly how they can achieve that goal they so desperately desire.

You have to realize – when someone gets on a call with you, they’ve almost always tried lots and lots of different things to solve their problem. They’re frustrated. They’re angry. They’re tired of dealing with this pain in their life.

They want relief!

So if you can take them through a process on your sales consult that gives them that clarity and finally shows them how they can achieve this goal they desire so much – they’ll absolutely love you for it.

Then, when you let them know that you can HELP them too…

That’s when selling no longer becomes selling! At that stage, they’re virtually begging for your help because YOU are the one that’s showed them it’s possible. 

And this script shows you how to do exactly that… Just follow the process and you’ll see.”

Well, THAT was a shift on how I saw sales…

Straight away, I knew I had to give this framework a go!

I knew this approach was for me.

And, as you read from my previous story, it took me from zero to $20k/mo very quickly, has now been responsible for millions in sales over the past 9 years, including helping many of my students earn their first $20k/mo.

Through lots of trial and error, I’ve adapted the script to make it easier for those inexperienced with sales to get results with too…

Still with the core principle around converting cold prospects into high-paying clients.

It’s all about turning selling from something that SELLS into something that HELPS your prospect get clarity so they get value and see you as the solution to their problem.

This is one of the big reasons why the framework was so successful for me from the beginning, and it’s still the key principle I practice and teach.

In fact, let me show you just how powerful this is…

On one particular occasion, I was invited to pitch for a big job in my consulting business.

The potential client was a large company in Sydney and invited me into their office to pitch.

Two problems…

The first was, I didn’t live in Sydney…

So I told them I could only meet with them over Skype but assured them I was the best person for the job.

And the second problem was, I was a complete “nobody.”

To make matters more challenging, they told me Salesforce (a 100+ million dollar business) and a few other BIG companies were sending a whole team of people in to pitch for the same work…

I was up against it for sure.

Eventually, after a bit of back and forth, we agreed that I could present my proposal over Skype.

It wasn’t going to be “pretty” but I had to give it a try.

The day came and I connected with them over Skype…

I wasn’t in the room…

I was confronted by a whole panel of interviewees…

And I was very nervous.

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But knowing I had my proven sales consult framework to rely on, I had a lot more confidence.

I knew, if I followed it to a tee, I’d be able to build rapport fast…

Help them get clarity on the solution for them…

Make them see me as the expert…

And get hired as a consultant fast.

Well, as it turned out…that’s exactly what happened!

The total contract ended up being $34,000 and was my first big big BIG win 🙂

But you know what?

Although the $34,000 client was pretty awesome…

(And so was beating Salesforce…a multi-national company!)

The best thing to come out of the whole experience was the realization of how powerful a proper sales framework can be, especially if you’re not very well known!

So what I want to do now is take you through this high-ticket sales consult framework I’ve spent the last 9 years honing and refining.

If you think you’re terrible at selling…

If you get objections and don’t know how to deal with them…

If you give away too much…

If you’re frequently losing prospects on calls…

And if you straight up hate to sell…

Then you’re going to love this sales consult framework!

I call it…

The Consult Cure Framework

Here we go Lovely…

Step 1) Show Them Who’s “Boss” (5 Minutes)

If I could give you just ONE tip, this would be it…

Meaning, you want to lead the call right from the get-go.

You want to jump on and introduce yourself.

You want to tell them how long the call is going to be…

You want to tell them the goal of the call (which is to help them find a clear path forward to their goal)…

And you want to tell them you’ll be asking a lot of questions to help create that path with them.

You want to show them “who’s boss.”

By starting the call with this type of leadership you automatically position yourself as someone who is certain and confident in what you do and what you sell.

Again, I cannot stress how important this part is!

If you start the call with this type of confidence and continue that until you map out the solution, the prospect will feel that confidence and as a result…

They’ll believe in your plan, and they’ll feel confident that you are the person to help them.

It’s true that saying by Jay Abraham (a very famous copywriter/consultant)…

“People are silently begging to be led.”

If you show the confidence of a leader right from the get-go, you’ll be able to lead them right to your offer, even if you’re completely unknown 🙂

It all starts with confidence.

Once you’ve led the beginning of the call, we move onto..

Step 2) Get Clear On Their Current Situation (20 Minutes)

In this next step, I’m going to share with you one of the strategies I’ve since discovered that has taken this Consult Cure Framework to the next level…

And, like the previous step, is a great technique to demonstrate that you are the expert your prospects need to hire.

So after your introduction, you want to find out about their current situation.

Meaning… you want to get clear on what they’ve tried in the past and what they’re currently trying to solve the problem.

But you don’t want to stop there…

You want to make sure you dive deeper behind each answer. The more clear you understand the prospects true problem, the more they’ll feel that you know how to help them.

Bottom line: if you don’t deep dive into their answers they won’t trust that you know how to help… and you’ll lose the sale.

So one of my favourite questions to ask is to dive deeper after they’ve given a response is…

“That’s interesting, tell me more about that?”

And you can literally keep saying that over and over again to dive as deep as you want! 🙂

Another technique my students LOVE using to position themselves as experts (even if they’re unknown)…

Is to ask them questions that only a true expert would know how to ask 😉 

Ones that usually, the prospect wouldn’t know the answer to.

For example, I help people scale their Facebook ad campaigns…

And so when I’m on the phone talking to a potential prospect about this area, I might ask them something like…

“And so what are your KPI’s? (Key Performance Indicators)”

I ask them this because…

95% of people don’t know their KPI’s, so asking this automatically tells them I’m an expert.

Now, you’re not asking questions like this to confuse them…

You’re asking because these are questions you actually need answers to, but you also they probably won’t be able to answer them (this is a good thing as again – it positions you as the expert, and gives you an understanding of where they are in relation to their goal).

So to recap…

In this deep dive section, you want to ask unique questions most of your prospects won’t be able to answer, that “give away” that you’re an expert.

Cool, right?

Next:

Step 3) Get Clear On Where They Want to End Up (10 Minutes)

Once you’ve got a good, deep understanding of their current situation, now you want to move them out of that and into the future…

Now you want to find out where they want to end up!

Their big goal 🙂

Now, just a word of warning…

Many people you speak to will have a hard time getting clear on this part. And the reason why is – most have never really sat down to think about it!

They’ll be able to tell you what’s wrong, what they don’t want, and all their problems…

But rarely will they be able to tell you what they do want.

So to begin this part you want to ask something like…

“If we’re having this conversation 12 months from now, what’s happened in this area of your life to know you’re successful?”

This is a great question I learned from Dan Sullivan…

It gets them dreaming and excited about the possibilities.

And once the prospect answers this, you want to deep dive again.

Make sure you help them get clear. Make sure the goal they give you is measurable so they know when they’ve attained it.

“In 12 months I want to be really happy” is NOT a measurable goal 😉

How will they know when they’re “happy?” You want super specific answers… get them to paint a picture.

THAT is how you get clarity 🙂

Next:

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Step 4) Map Out The Steps They Need to Go From Where They Are To Where They Want to Be (10 Minutes)

Here is where you connect where they are now, to where they want to end up…

And you do this by taking them through the 3-7 steps they’ll need to achieve to get there.

So yes, you’re literally mapping out a plan of action in this part and explain each step as you go along.

Now here’s the key to this part…

You DON’T want to get bogged down in the details and start explaining “how” each step works. You’re not teaching/consulting here.

So to avoid that… To avoid giving away your best stuff and overwhelming your prospect simply stick to the “WHAT” and the “WHY.”

Meaning…

Tell them “What” to do (AKA: Here’s the 1st step)…

Then tell them “WHY” you’re doing it… (AKA: We do this step first because “ABC benefit”).

Then repeat for the other steps.

You’re doing this for 3 reasons…

First, as mentioned, so as not to overwhelm the prospect…

Second, to show them you have the path to take them from A to B (this gives them confidence you can help), and…

Third, because you’ve laden each explanation with benefits they get really excited about the plan and how it will change their life! 🙂

Does that make sense?

Now, after you’ve done that (which can take about 5-10 minutes to explain), we go onto…

Step 5) Get Confirmation (5 Minutes)

In this step you want to make sure your prospect understands the path, and that they can see themselves taking the steps you’ve laid out.

The reason why you want to do this is…

  1. It gets “buy in” on your plan, and…
  2. It enables you to overcome objections BEFORE you even mention your program. Here’s what I mean…

You see, ultimately the plan of action you mapped out in the previous step is going to be what you take them through in your program, right?

So by getting them to confirm they understand the steps, and by answering any questions (AKA: objections) they have about those steps, you’re eliminating objections in a totally “undercover,” non-sleazy/salesy way…

And that way, when it comes time to tell them about your program, well they’ve already “bought into” it and there’s no real “selling” to do 🙂

Pretty cool, right?

So once you’ve got them to confirm tat they understand the plan and answered any questions, we move onto the final step…

Step 6) Match Up The Plan With Your Offer (10 Minutes)

And this part is super simple!

Most people at this stage think they have to do some huge long pitch, and “hard sell” the prospect.

Ahh, but not so with my Consult Cure technique 😉

Why? Well, if you’ve followed the previous steps, they already know what’s in the program (that plan you mapped out), AND they’re already excited about it!

So at this stage you simply need to ask…

“Would you like help implementing that plan?”

And that’s it.

Really.

If they say “yes!” then tell them how long the program will take and what’s involved.

If they say “no!” then you’ll want to dive a little deeper. Most won’t say no at this stage as they’re eager to hear about the program and the price.

So what usually happens is, they’ll say yes and then when you tell them the price, the final objections will come out!

Now, I don’t have time to go through how to handle all the different types of objections out there in this post (that’s for my clients and customers who get my sales courses), but I will give you a huge tip…

Just because they give you a reason for the object, doesn’t mean that is their real reason.

So, for example, if they say “I can’t afford it” – that’s rarely actually the reason!

So when someone gives an objection you want to DIG and find the real reason, then help them overcome it.

Finally, one more thing about objections…

I always hear amazing women getting totally hung up and afraid of their prospects objections!

But here’s the truth:

Objections are NOT the prospect saying no. An objection is really the prospect saying, “I like what I hear and I want this, but there’s this final hurdle I need help with. Can you help me overcome it?”

And to prove this point, I want you to think about all your past sales conversations. Think back to when you got objections thrown in your face. Now ask yourself…

If I helped my prospect overcome THAT hurdle (whether money, or time, or because their spouse said “no” etc.), would they have been excited to jump in?

Of course, right?

So the objection is not them saying “no.” It’s actually them tell you they want it, but just need help getting over the hurdle in their mind 🙂

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So… that’s Secret #1. My Sales Consult Cure Framework that has been responsible for millions and millions of sales, and thousands of successful student case studies.

Now, after this, I know there’s probably a lot of women reading this thinking…

“Grace, I love this framework. I feel far more confident on how this sales stuff works. But I just don’t see myself selling a $5,000+ coaching/consulting package! It feels totally incongruent! And besides – most of the people I speak to can’t afford $500 let alone $5,000! This seems great but I’m not sure it will work for me. Help!?”

And, if that’s you, don’t worry, I’ve got you covered.

If you want to turn any fear you have around selling or feeling “salesy” into complete confidence, even when you’re selling high-ticket, let me introduce…

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Secret #2 –How to Confidently Close $5,000+ Programs (Even If Selling Intimidates The Heck Out Of You)

I felt like such a fraud.

When I made the decision to start selling $5,000 programs at the beginning of my consulting career – I felt like such a fraud.

“Who am I to be selling such high priced services?” I constantly said to myself.

And the thing was…

I knew what I had was valuable…

And I knew the marketing automation skills could really help grow businesses (I already had a few client wins under my belt at that point), and yet…

I still felt so incongruent selling $5,000 packages!

I felt like every time I got on the phone I’d be “found out.”

So why did I do it?

Well, it’s pretty silly, actually. But I find this happens to sooo many female entrepreneurs it’s not funny…

The reason I persisted in selling high priced programs even when I wasn’t comfortable with it was that this marketing guru I was following at the time said… “If you’re not selling at least a $5,000+ package then you’re not a real consultant!”

Have you ever had a marketing expert tell you that before?

Or that, “you’re selling too low, and you need to raise your price immediately!”

It feels so uncomfortable, right?

Well, being relatively new in my entrepreneurial journey I believed him.

So I “jacked up” my prices no matter how uncomfortable or intimidated I felt, and, as you read in my first post (Blog Post #1: How I Earned My First $20k/mo in Consulting Sales), I lost 24 sales in a row!

I think one of the big reasons I lost those sales (besides not having a sales framework which I revealed in Secret #1) is because the prospect could tell something wasn’t right….

It’s like I was telegraphing a “Don’t buy this program! It’s not worth $5,000!” message to their subconscious…

Then they would run for the hills!

But after I started learning from some true sales experts, I had an internal transformation that allowed me to confidently and congruently sell $5,000+ package, even though I was still fairly new.

Let me tell you what happened…

Not long after I got that sales consult framework, I began learning from sales guru’s who actually knew their stuff…

And, so I told one of them…

“You know, I’m struggling so much with selling these high priced programs. I just feel like a fraud… Is this something I have to just get over? I don’t want to feel like this!”

And to this day I remember his response so clearly because the instructions he gave changed the way I viewed selling high-ticket forever…

He said…

“Grace, I want you to do something for me… Next time you’re on a call, I want you to ask your prospect one extra question… Once you’ve helped your prospect get clear about the goal they want to achieve, and you’ve mapped out your plan to achieve it, I want you to ask them this one question…

‘And I’m curious, if you could achieve this in the next 12 months with my plan, what would that be worth to you?’

Then Grace, just wait for their response.”

It was not the answer I was expecting. But, nevertheless, I took his advice and implemented it on my next call.

I helped the prospect get clear on their goal…

I mapped out my plan of action to get them to that goal…

I asked them “the question”…

And then came the response…

“Wow, if you could help me with that, it’d be worth at least 100k to me this year alone!”

I was shocked. Blown away…

First, I couldn’t believe they just blurted out a number like that! And second…

I couldn’t believe how high the number was!

Thinking this was a fluke I repeated this exercise on the following call…

The response this time was different (but no less amazing)…

“Grace, if you could help me with that, it’d be absolutely priceless. Sure, the extra revenue in my business would be great. But I couldn’t put a price on being able to spend more time with my family. It would be invaluable.”

Once again I was blown away.

And almost every time I asked that question I’d get similar responses…

“It’s be worth at least 30k/mo to me Grace and would change my life…”

“Oh wow, probably over $500,000 over the next 10 years…”

You’d save me and my team hundreds of hours a month Grace. It would take so much weight off my shoulders and theirs…”

And on it went.

And, as I continuously got these responses, I began to realize the $5,000 program I was selling them was absolutely insignificant to the results they were getting in return.

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I realized that as Coaches and Consultants, whether you’re helping them grow their business or lose weight or repair their marriage or rebrand their company, your service is life transforming.

And that is incredibly valuable to people.

So valuable, in fact, that paying $5,000 to help them achieve that transformation is peanuts for what they get in return.

This process totally transformed that feeling of “oh my gosh, this is way too expensive” to “oh my gosh, they’re getting the best deal ever!”…

And allowed me to feel congruent and in full integrity selling my program 🙂

So, if you’re reading this, I want you to ask that question on your next sales call.

In fact, I want you to keep asking that question until you can truly see how valuable your service is, and until you start feeling that confident and congruence inside.

It doesn’t matter if you’re not in the “business growth” market like I am.

If you’re in a non-business related market like “weight loss” or “dog-training” for example, your prospects will still put a price on that transformation!

(Just ask, you’ll see!)

And when they do, you’ll finally understand how valuable what you sell really is, and will give you the confidence to start raising your fees fast!

Personally, I’m a big fan of selling your 1-on-1 or group coaching programs for a minimum of $5,000.

However, I know even after this story, and even after you ask “the question” a few times, it can seem daunting.

So here’s what I recommend…


Use my Sales Consult Framework (revealed in Secret #1) to start selling your $5,000 program for just $2,000 (or a number close to that that’s comfortable).

Then, once you get a full practice of clients using the “1 Page Funnel” that I’ll be teaching you in the next secret, you want to raise your fees.

Raise your fees to $3,000 for the next client that comes in after your practice is full.

Then $4,000 for the client after.

And then finally $5,000.

That way, you’re doing it gradually as you gain confidence.

Sound good? 🙂

Finally, I want to address a question I know is running through a lot of brand new Coaches and Consultants reading this…

“Grace, I get what you’re saying. But how can I sell a $5,000 program when I don’t even have any client results yet?”

It’s a great question!

And the answer to that is…

You SHOULDN’T sell a $5,000 program if you haven’t got any results yet!

If you haven’t proven what you have works – why would you sell a $5,000 package?

You may have got results for yourself, but that’s not enough.

I know this flies in the face of what most “gurus” teach. But I also know if you’re completely new with ZERO client results behind you, no matter how much I try to convince you, you’re still going to feel out of integrity and incongruent.

So don’t do it.

(Personally, I think it’s totally unethical anyway).

My recommendation is this…

Attract prospects to your sales consult using the “1 Page Funnel” (more on that next)…

Then sign them to your $5,000 program using the Sales Consult Framework (revealed in the last blog post)…

But THEN, don’t sell your program for $5,000.

You’re going to tell them… in the near future this program is going to be $5,000, but you’re dropping the price to $500 (or near that) because you want more case studies to go along with your incredible personal results!

You can even get the client to agree to give you a video testimonial at the end of the program if their results were great! 🙂

By doing this you sell at a level that’s far less intimidating if you’re just starting out…

And you’re also selling in a totally ethical, truthful, and congruent way!

I know brand new Coaches and Consultants want to skip this phase and go right to selling $5,000+ programs without any results, but that’s a recipe for disaster…

And it’s actually a recipe to hold back your results for longer!

Get great client results first.

Then, once you’ve got some good case studies and you have proof your system works – you can raise your fees as high as you want 🙂

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Now let me ask you…

Do you think this approach will take a bit of a load off?

I know it does when I tell my students who are brand new.

Bottom line: Don’t feel like you have to sell a high-ticket program just because some “guru” said that if you don’t, you’re not a “real” Coach/Consultant or aren’t taking business seriously enough or blah blah blah…

It’s baloney!

With that being said…

What I want to do now is give one more tip on how to actually put together a $5,000+ Coaching or Consulting program (without it taking months to create).

You see, one of the big misconceptions about selling a high-priced program is that you need a lot of content and coaching/consulting sessions.

Nothing could be further from the truth, ladies!

Here’s why…

Remember a few paragraphs ago I said the prospect is buying a ‘transformation’, right?

I didn’t say content…

I didn’t say coaching/consulting sessions…

I said a “transformation.”

So the real question you have to ask yourself is…

What’s the least amount of content and coaching/consulting they need to get that transformation?

Yes, least.

Don’t think that just because your program is $5,000 that you need to put in 25 coaching/consulting sessions when 12 or even 4 will get them the transformation.

You AND your prospect don’t want to spend 25 weeks in something if they don’t have to, right?

Remember that.

So I want you to sit down and think about the big outcome you’re helping your prospect achieve in their life/business.

What’s that big outcome they’d find hugely valuable if you helped them get there, and would see $5,000 as peanuts compared to its value?

Now, map out the steps on how you’d help them achieve it (between 3-7 steps is usually a good number).

And finally, ask yourself…

What content/coaching do they need to help them get through each of those steps (remove anything not absolutely necessary to get the transformation).

And what you’ll have now is the “bare bones” of your $5,000 program.

So what do you do with it now? Go create all the content, right?

Wrong.

You go sell it!

Yup, you go sell it 🙂

Then, once you make that first sale, simply create the program one week at a time. Just make sure to be one week ahead of your client.

This huge tip will allow you to start selling NOW without having to create any content in advance.

So many Coaches and Consultants spend months (and sometimes years) creating programs, only to find out no one wants them after all that effort.

Don’t make the same mistake (I’ve definitely done it).

Map out your offer first, then go sell it!

(And sell it at a price you’re comfortable with taking into consideration what you’ve learned in today’s post).

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Can you imagine the difference this strategy applied in YOUR business could make?

Alright, and last but not least it’s time for…

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Secret #3: The 1-Page Website That Got Me 6,000+ Clients (And How You Can Use It To Get Clients Free)

And, now we come to the final secret that’s going to reveal to you how to put what you learnt in Secrets 1 and 2 into USE!

We’re about to deep dive into the process I use to fill my calendar with lots (and LOTS) of quality prospects looking to sign up to my services.

And what you’ll love about this approach is that it’s actually simple!

So simple, in fact, it only requires you to set up ONE landing page.

But before we get there, I need to talk about a big mistake I was making when trying to get prospects to book sales consults into my calendar…

So if you’ll remember, I discovered that the fastest way to get to $20k per month as a new Coach/Consultant was to put the “value ladder” to the side…

Pause my time-consuming obsession with low-ticket products…

And simply sell my highest transformational program (and most expensive program) right from the beginning instead.

Meaning…

Instead of selling a cheap $37 product to people who don’t know me, in the hopes that would intice them to invest in my BEST program…

I’d just go straight to selling them my highest, best, and most expensive program 😉

At the time, my highest program was $5,000…

And I knew if I wanted to sell that program, I’d need to speak to someone over the phone or “human to human.”

So that meant I needed to start booking sales consults!

Originally, I took on the approach of heaps of other coaches and experts…

One that gets them hardly any appointments and holds them back for years!

To cut a long story short…

When I found a place to promote myself and my sales consult, I would say something like…

If you’d like a free consult where I take a look at your business, here’s a link to my calendar…”

And even though I was giving away my expertise for free – I got hardly any bookings!

Has that ever happened to you?

Do you offer free coaching/consulting sessions but get hardly any takers?

It’s frustrating, right?

It wasn’t until I met my mentor did I realise what I was doing wrong!

After I said no one was booking in my calendar here’s what she said…

“Well of course no one is, honey!

No one wants to go a “free consult session” or a “free discovery session.” That sounds totally boring, unsexy, and it also doesn’t really convey any benefits to attending the call with you. It’s feature focused. And as you know, Grace…

Features may tell, but benefits sell.

So what you want to do is package up your sales consult into something that sounds a little more sexy… a little more enticing… a little more irresistible so your prospects think to themselves ‘I’ve got to have that!’

And the first thing you want to do is stop calling it a sales consult. Give it a benefit focused name. What if you called it an “Automation Audit” or a “Conversion Call” where you’ll help them find places on their website they can increase conversions with automation? That would be much more appealing, yes?

The point is honey – package up that call, and communicate the benefits of that call because that will be the reason people want to book into your calendar!”

What a revelation, right?

I thought I was attracting people by giving away “free consults” but really – I was pushing them away!

So the first thing I did when I went to fill my calendar was to completely change the name of my sales consult into something much sexier.

Did it work?

Absolutely!

I’ve since attracted over 6,000+ clients using this method!

And there’s no way I would have been able to do that, had I not packaged it to something that was benefit focused!

So if you’re wanting to fill your calendar with prospects who are eager to work with you, the first step is…

Package your sales consult into something much sexier!

Don’t call it a “Strategy Session” (that’s feature focused)…

Don’t call it a “Discovery Session” (that’s feature focused)…

And don’t call it a “Goal Setting Session” (again, that’s feature focused).

I’ve already given you my $5,000 Sales Consult Framework, and in that framework, one of the steps was to “map out” a plan of action for your prospect.

Well, what’s the benefit(s) of that plan?

This will help give you focus on what you can package your session as.

For example…

If you’re a Dating Coach could you call it a “Double Your Dates” session? (as the plan would help them double their dates)…

Or if you’re a Conversion Specialist could you call it a “Double Your Conversions” session? (as the plan would help double conversions)…

Or if you’re a Parenting Coach could you call it a “Connect with Your Teens” session?

So give your call a sexy name…

Then write down 3 BIG benefits they get for attending the call.

That’s the first step.

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Next, I want to talk about the “1-page funnel.”

Now, I know how the “gurus” like to overcomplicate everything and say you need 34 upsells, 15 down sells, 355 emails in a convoluted follow up sequence that triggers when people click certain links…blah blah blah!

To sign high paying clients you simply need a way to get them on your calendar.

That’s it.

And the 1-page funnel will do that.

Here’s how it works…

You want to sign up to some type of landing page builder like Lead Pages or Click Funnels.

These take all of the “tech stuff” for you.

I recommend Click Funnels as it allows you to take payments through their system as well. The one thing you don’t want to do is try and build the page I’m about to reveal to you by yourself, on your own website…

Use a tech tool such as Lead Pages or Click Funnels and you’ll be able to put this 1-page funnel together in minutes (as opposed to months if you try to “frankenstein” a solution together on your website).

So once you’re all signed up, you want to model the below page…

Notice how it’s very simple?

There’s a headline (this is where you talk about the #1 benefit of your sales consult call)…

Then there’s a very short video (this is where you introduce yourself and tell them about the free sales consult you’ve packaged up into a sexy name, including ALL the benefits they should expect to receive by going through the call with you)…

And finally, there’s a button at the bottom that links to your calendar (this is where you direct your prospects to at the end of the video if they’re interested in your sales consult offer).

(The calendar tools I recommend are “Schedule Once” if you have a few dollars to spare, or “Calendly” which is a free option.

Both are great choices!)

The good news is – as mentioned above – if you use either Lead Pages or Click Funnels to build the page above, you can use one of their templates and it’ll literally take you a few minutes to create.

The longest part will be creating your video that tells prospects about your free call. But even that should take you less than 1hr!

So let’s do a quick recap before we move onto the final part on getting prospects to your new landing page…

First, you want to package up your sales consult call by giving it a sexy name, and writing down 3-5 big benefits they’re going to get by attending…

Second, you want to use Lead Pages or Click Funnels to create the 1-page funnel (above) which will tell people about your sales consult and link them to your calendar…

And third, once that’s set up, you’ll want to send people to that page.

How do you do that, right?

Well, there are LOTS of ways…

The first thing you absolutely want to do is send your email list to this page (if you have an email list, that is).

These are your “low hanging fruit” prospects.

Simply tell them you’ve got a special offer for them and put the landing page link right in the email! 🙂

The next thing you can do is promote this call in ALL your current/future marketing materials…

Articles…

Blogs…

Podcasts…

Interviews…

Whatever it is…

Any time you put out new content make sure to link them to this page.

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Third, if you want to get really advanced you can send people to this page from Facebook ads!
This costs money to test your ad of course (however, you can test cheap at $5 to $10/day). But I like this option because when you get it working you can really scale fast. Like really fast!

Because when you know for every $1 that you put in, you get out $2 or more, well…

How much are you going to spend on advertising?

As much as you can, right? 🙂

Now, we don’t have the time to go into a lot of detail on how to launch your ads in this post, so what I want to do is share with you a FREE strategy you can use right away to get people to your landing page, to watch your video, and to book in your calendar!

Now, I want to be honest here, the following strategy I’m about to share doesn’t come from me…

It actually comes from one of my students!

This hardcore Doer has only been in business since April this year…

And yet she used the following traffic strategy (combined with the consult strategy above) to bring in lots and lots of clients…

All. For. Free!

Amazing, right?

To give you some context, the following strategy is a way to get prospects clicking through to your 1-page funnel from Facebook groups.

And you can follow along the steps to see this approach all come together in your own business.

It’s called…

“The Free Facebook Piggyback Strategy”

Step #1: Decide on the offer you’re going to promote in the Facebook group

This one is easy – you already know what you’re going to promote…

Your free sales consult! (Packaged in its sexy name of course)

Step #2: Schedule a reminder on your phone

Decide on the best time for your market (and that’s practical for your lifestyle) and spend 5 minutes daily posting and joining groups.

For many markets, this is 7.30pm / after dinner (like mums, entrepreneurs etc)… For others it may be 3 pm (like tradespeople, hospitality people)

When do you tend to find your market most active?

List down the time you’re going to commit to this task daily.

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Step #3: Brainstorm your target groups

It’s now time to figure out the keywords or phrases that can help you to identify your target market…

If they’re mums, it could be “working mums”, “mothers”, “parenting”, “kid’s clubs” etc.

Or like my gorgeous Doer who was trying to target job seekers, she used “jobs”, “employment” and “community”…

So what are yours?

List some keywords on a piece of paper now.

Step #4: Draft your post

Next, it’s time to draft your post…

Draft a personal message that explains who you are, what you do, why they would want it and how they can get it.

Make sure you’re specific and outcome/benefits focused, so don’t just talk about what you’re giving them (AKA: the features) but why they would want it (AKA: the benefits)…

And if you’re offering a free consult (because you want to attract people and then sell high-ticket offers in that consult)…

Position the consult as an audit, blueprint, formula, or game plan session or something similar so that it feels valuable and like a “product” in and of itself and not just like a sales pitch.

Step #5: Add links or a call-to-action

Before you post, we must make sure you have links or some form of call-to-action in your post.

This is where you can either say “Reply ‘YES PLEASE’ for more info on the free blueprint” or simply link them to your 1-page funnel.

Also, make sure that your call to action is super clear like:

To reserve a free Funnel Blueprint Session with me, just comment ‘YES PLEASE’ below;

To reserve a free Funnel Blueprint Session, just private message me (spots are limited)… etc

Step #6: Join 5 Groups

Now it’s time to join your first 5 Facebook groups (make sure to join only 5 groups per day MAX, or Facebook will lock you out)…

Search in Facebook using your keywords and any geographic words like this:

Request to join the groups, and as it’s your first day of this strategy, you now get to relax while you wait for your approvals and jump back inside Facebook at your chosen time tomorrow!

Step #7: Post in 5 Groups

For all of the groups you’ve been accepted to, make an initial post, introducing yourself including what you do, and then add in your offer post.

Make this post in each of the 5 groups and remember to be sensitive to the nature of the group and don’t pitch too hard 😉

Step #8: Continue to join and post on a regular basis

And you’re done!

Commit to setting aside 15 minutes each day at the chosen time for your market and follow this same structure each time:

Join 5 new groups…
Post in each of the 5 groups you joined the day before…
– Vary posts with content, tips, tactics, stories etc

And that’s it!

A very simple strategy that anyone can do, right?

And the best part is – it’s free!

So, if you want a consistent flow of sales consults being booked into your calendar, make sure to commit that 15 minutes every day and that’s what you’ll get! 🙂

Wow!

What a journey!

We’ve come to the end of this training where you’ve learned…

Secret #1: The $5k sales consult framework that allows even unknown coaches to sign high-ticket clients…
Secret #2: How to confidently close $5k programs (even if selling intimidates the heck out of you)…
Secret #3: The one-page website that got me 6,000 clients (and how YOU can use it to get clients free).

There’s a lot of great insights, tactics and strategies in each that give you my proven tools I used to get to the $20k per month mark very quickly when I was just starting out, completely unknown!

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Finally…

This may be the end of these posts, but it’s certainly not the end of the journey…

For a limited time only I’m giving a select number of Doers the opportunity to jump onto a private session with one of my business strategists…

So putting what you’ve discovered into action won’t seem so unrealistic or intimidating…

And selling high-ticket offers and programs over the phone will become second-nature.

If you’re a Doer that could benefit from the wisdom of someone with decades of experience with female entrepreneurs just like you…

Keep an eye out in your inbox 😉

Until then lovely,

xx

Grace

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