Do you want to attract more high-end clients?

In the article below I talk about what it takes to attract more high-end clients. These simple but powerful strategies are what you need if you're going to transition from average clients to clients that pay your more and are much more fulfilling to work with.

Attracting High-End Clients

Everyone wants to attract more clients.

But I think it's even more important to set your sights on attracting more High-End Clients.

Right now, I'm working with 15 high-end clients through my"Get Clients Now" Marketing Program. This transition from "average clients" to "high-end clients" over the past few years has transformed my business and my lifestyle.

I define a high-end client in the following three ways:

1. They are "ideal clients." That is, clients you can really make a difference with and whom you love to work with.

2. They are "long-term clients." These are clients with whom you can offer programs and services for a year or more.

3. They are "high-paying clients." They understand the value you offer and are willing to pay you more than average clients will.

By attracting a consistent stream of high-end clients you have several advantages over attracting average clients.

1. Both you and your clients will experience more fulfillment in working together. This is no small thing. When the experience of working together is one of partnership and possibility, your work doesn't feel like work. It's more like play.

2. By working long-term you will get to know and understand the needs of your clients much better. This often leads to even more long-term work. And of course, you'll earn more money than with average, short-term clients.

3. When you charge more, you'll feel that you are being valued for what you're worth. You'll be able to give better service and make a bigger impact, without feeling you are being taken advantage of.

So how do you attract more high-end clients?

Well, all the marketing approaches I've taught over the years also apply to attracting high-end clients, but there are a few other steps that you must follow:

1. To attract high-end clients, you need to design high-end services. It's like selling a Mercedes instead of a Ford. And you need to put in the commitment, time and energy into developing high-end services and programs that will deliver higher end results than you offered previously. The good news is that it's easier than you think.

2. Your marketing messages, materials, marketing strategies and sales processes need to communicate the message that you offer higher-end services. Perception is essential. Every impression you make should communicate: "I offer high quality, pay attention to details, follow-up professionally and produce great results."

3. Then you have gained the right to charge more for your services. After all, you've organized your business to produce higher-end results, and done it in a way that makes your clients feel special. They feel like they're at the Ritz Carleton, not the Holiday Inn and they'll be happy to pay fees that give them that experience.

Marketing and selling high-end services isn't something you can transition to overnight, but if you really want a sustainable business that makes a lot more money and is more fulfilling, there's really no other way to go.

The More Clients Bottom Line: Attracting more high-end clients is a choice. It won't happen accidentally. I needs to be done by design. If you commit to developing this design and implementing it consistently, there's no reason that in a year or less most of your clients will be high-end clients.

If you'd like to know more about my system for attracting more high-end clients, please join us for one of our workshops where 'll share details of this system. It's on Tuesday in PTA North or Wednesday in PTA East Click here and go to Events for more detail on specific workshops

http://ockertmoller.com//

Talk to you again soon

If your life doesn't inspire YOU, how do you expect to inspire the people you're here to SERVE?

The fact that you're reading this probably means that you want to make a difference in the world... in your life, and in the lives of others... to live with meaning and purpose... to be true to yourself, and to create a life that really lets your light shine...

Yet I've been working with a vast amount of different people from diverse backgrounds for years, and I've discovered certain patterns that stop them from giving their gifts fully

In fact, I've identified "10 Dirty Little Secret Archetypes" that I see showing up again & again for people who have a genuine desire to live an inspiring life. I'll share them with you in a moment so you can see if you identify with any of them, but first I'd like to tell you what their impact is...

When a person is trapped in one of these 10 Dirty Little Secret Archetypes, it stops them from...

Being 100% true to yourself and letting your light shine. Authenticity is one of the most powerful "change-agents" there is when it comes to attracting clients and helping them truly transform their lives. Imagine feeling 100% comfortable & inspired as you tell a person or group of people who you are and what you believe. That's an expression of who you really are, but when you're trapped by the dirty little secret, it doesn't seem OK to be you.

Creating a lifestyle that truly supports you in giving your gifts to the world, & making a real difference in the lives of others. Whether it's having the freedom to fly round the world, learn from the best, work when & how you want to, or whatever your idea of a beautiful life is... The fact that you can dream it means it's possible for you, but the dirty little secret will tell you it's not.

Fully able to create the material wealth you need to give your gifts to the world, secure in the knowledge that you're a creator, & your true wealth comes from within you. Imagine receiving a text from your bank telling you about the 4 & 5 figure sums that are being paid to you from delighted clients. Meaningful wealth is your birthright, but the dirty little secret says no.

In just a moment, I'm going to reveal the "10 Dirty Little Secret Archetypes", but first I'm going to tell you what the dirty little secret is, in a nutshell...

The dirty little secret that most people are hiding is.... THEY AREN'T LIVING A TRULY INSPIRING LIFE!

And if your life doesn't inspire YOU, how do you expect to inspire the people you're here to SERVE?

So here's the list of the 10 Dirty Little Secret Archetypes. Most people who are inspired to make a difference in the world & share their gifts with others can identify with at least ONE of these – have a look & see which ones you can identify with...

The Hider – The Hider feels deep down like they're not enough, like there's something wrong with them. Some Hiders literally keep themselves invisible from the people they want to help, while others "hide in plain sight", working with others but feeling like a fraud; not living their own lives to the full, not bringing their "whole self" to the party. Either way, they're hiding their light under a bushel.

The Seeker – "I'm nearly there, I'm nearly there!" The seeker keeps searching for the next thing. Each time they find it, they feel like they're close, & like this time it's really going to work. They're always "nearly there", convinced that someone else has the answer, & if they can only find it, they'll be OK. Sometimes they try & "think their way there", and feel like they're only minutes away from what they want, but they're looking in the wrong place.

The Desperado – The Desperado feels like time is running out. They need something and they need it now! Whether it's more clients, more money or more whatever, the Desperado is DESPERATE for it. What makes matters worse is that he knows his desperation stinks – that it actually repels what he wants, but he just can't help it. After all, he's desperate!

The Idealist – The Idealist has a mental image of the circumstances they think would make them happy. Depending on their personality, they're either working hard to create it, or they've got an eternal "bow-wave" that has their goals always being a year or two away. Unfortunately, the Idealist often finds that if they do achieve them, their goals fail to deliver the hoped-for happiness and well-being. "Oh well – it must have been the wrong goal", they say, before moving on to the next one.

The Wuggler – The Wuggler is someone who worries and struggles. The chronic Wuggler is so concerned about failure that they're paralysed, while the acute Wuggler takes action but is terrified that it's all going to go wrong. Acute Wugglers are often outwardly successful, but the price of creating it is stress, anxiety & exhaustion.

The Pretender – Someone told them to "fake it til you make it" and they've been faking it ever since. Unfortunately, they just got better & better at faking it. If you ask how they are, the answer's always the same regardless of the circumstances. "Fine!" In the Pretender's case, it stands for "F*#%ed Inside, Nice Exterior".

The Prisoner – The Prisoner feels trapped in a set of circumstances. Whether it's a job they don't like, a relationship they've outgrown, or a limiting belief that no longer serves them, the Prisoner feels powerless, like there's nothing they can do about it. While the Prisoner thinks they know why they're trapped, no matter how obvious the solution seems to everyone else, the Prisoner can't see a way out.

The Waiter – The Waiter has perfected the art of waiting. Waiting until they've been on enough courses. Waiting until they feel confident enough. Waiting until they've read enough books. Waiting until they've got enough "tools for their toolbox". But the more you wait, the better you get at it. There are things you can learn by taking action that you'll never figure out in the privacy of your head, but the Waiter's missing out on all that learning because... well... they're waiting!

The Spartan – The Spartan has learned that if they exert a vice-like grip on themselves & their lives, then they'll be OK. Their answer to any problem is "more discipline", and the Spartan definitely sees results, but at what cost? Spartans often have trouble experiencing the richness & fullness of life. Secretly, Spartans want to "just let go", but they're terrified of what would happen if they did.

The Workaholic - The Workaholic is one of the most tragic of all. Suffering from the only addiction that gets used as a term of praise (“Jim's a great employee – he's a total workaholic!”), the Workaholic is in a painful double-bind. He gets a sense of identity from his work, and when he's not working he's distracted, thinking about work instead of being present in his life, his relationships, his experience. He can always justify doing more work, and is probably telling himself that he's too busy to attend our meetings

Did you identify with any of those Archetypes?

If you did, I've got some bad news & some GREAT news...

Here's the bad news: These Archetypes are the result of a misunderstanding of the how the mind works. They are based on ground-level SUPERSTITIONS that inform everything you think & do. Left to their own devices, your archetypes are likely to torpedo your success, and stand in the way of you living a life you deeply love.

Here's the GREAT news: The antidote to the misunderstanding & superstition that every single one of the Archetypes is based on is simple: UNDERSTANDING. As soon as you deeply understand the nature of how your mind works, these Archetypes lose all their power, the Dirty Little Secret disappears, and you start living your most beautiful life. It's what I call...Effortless Transformation

Love to hear your feedback on this one

Did you identify with any of those Archetypes?

It’s really simple to change these archetypes into empowering believes about you/your business. Drop me a mail ockert@icon.co.za and I’ll show you how

If you are struggling to capture and follow up with leads, you are not alone. Running a successful small business often means working more than a regular 9 to 5 job. But, if you learn to take things one step at a time, you can break down any overwhelming task into manageable, bite-sized chunks. Here is a 5 step lead follow up system that any small business can use to start converting leads to clients quickly.

1. Capture leads – Any lead system starts with getting leads for your business. You have a variety of ways to capture leads such as buying leads, advertising, using pay-per-click, setting up a lead generating website, mailing postcards, networking, etc. There are plenty of ways small businesses can promote their products and services on a limited budget. The trick is to figure out what works for you and tweak your campaigns for the best results. Regardless of your method, you need some way to collect leads so you can follow up with them.

2. Lead follow up via phone calls – Ideally one of your lead capture methods involves people telling you they want to talk with you. They might request a free consultation, info session or analysis, for instance. Or they might have questions about making a purchase on your website. Most people want to know that there is a real person running your business before they will buy from or hire you. Before you call someone, take some time to create an agenda with a few simple scripts you can use to start the call, transition to different subjects or if your recipient has objections. You don’t have to read the script word-for-word, but use it as an outline just in case. Then, listen and take careful notes about what your prospect says.

3. Lead follow up via email – No matter what lead capture system you use, you should always get an email address. On the web, you can capture leads through your website with email service providers like Aweber. They give you the subscriber form code that you can copy and paste into your site. Then, when someone signs up, you can follow up with them. Only follow up with people who opt-in to receive correspondence from you. However, once someone opts in, you can set up an autoresponder to automatically email them at regular intervals.

4. Lead follow up via information kits – Direct mail is also an effective tool if you capture your prospect’s mailing list. Consider using direct mail for prospects you speak with over the phone or who have requested an information packet from you through your website or via email. You can put an information packet together pretty quickly with a business card, flyer about your services, a helpful article or two, a case study or list of clients, list of frequently asked questions and other information. After you send your information kit, follow up by phone within a week to see if they have questions.

5. Lead follow up via postcards – If someone doesn’t specifically request an information kit, you may choose to send something less expensive like a postcard. Postcards can be sent quickly and don’t require your prospect to open an envelope to view the contents. By putting together a postcard campaign of several follow ups, you will convert more prospects into sales with repeated exposure.

Keep in mind – it usually takes 7-12 exposures to get someone to do business with you, so having a good lead follow up system is extremely important. Whenever you follow up, always include valuable, educational materials mixed in with your sales literature so prospects read your follow up materials.

Love to hear your feedback on this one, which of the above are you applying or not applying, where are you experiencing a bottleneck?

Ockert

If you're like most small businesses, you send the same marketing material to everyone regardless of whether they are a prospect, suspect or first-time buyer. Unfortunately, this is a very ineffective way of marketing your business.

The fact is that everyone comes to your business at a particular stage of need. Some people are just hearing about your company for the first time, others know about you but just want additional information, and some are ready and willing to buy on the spot. However, treating all these customer stages the same is a drastic mistake.

By learning to market to your customer types based on their stage of need, you will be able to move people from Suspect to Prospect to Buyer in a much more efficient and effective manner.

In every business, you'll find the following four customer stages.

Suspects
Suspects are people you think might be interested in one or more of your product/service offerings. A suspect has not established any contact whatsoever with your company. When you define a target market, you have essentially created a bucket of Suspects. You're goal is to get these suspects to raise their hand and let you know they are interested.

Prospects
A Prospect has made some sort of communication with your company. Maybe they signed up for your newsletter or called your company to ask a question. At this point, they have made some type of inquiry but HAVE NOT made a purchase. Your goal is to get your prospects motivated to make that first purchase.

First-Time Buyers
Once a Prospect makes a purchase, they are classified as a First-Time Buyer. Your goal for First-Time Buyers is to get them to become a Repeat Buyer. In other words, you want to retain them as customers. It is much easier and less costly to market to existing customers than to Prospects or Suspects. This is why the Integral Marketing System™ stresses customer retention.

Repeat Buyers
A Repeat Buyer is any customer that has purchased from you more than once. Once a customer makes that leap into repeat buyer status, the goal is not only to retain their business, but to move them up to more profitable products and services. Repeat Buyers are your most valuable customer group. Even if they become temporarily maxed out on your offerings, they can be a rich source of quality referrals.

You're now going to learn how to create a compelling offer with a very low point of entry for your Suspects. After this, you will create a different offer geared to your Prospects, another for First-Time Buyers and yet another for your Repeat Buyers. As you move people through the stages, your offers will focus less on creating trust and more on selling higher-profit goods and services. Notice I said "focus less" on creating trust. Your marketing materials will continue to build on the trust you have created, but the need for proof is much less for an existing customer than it is for the Suspect or Prospect customer types.

Weekly feedback question:

Which one of the above mentioned is your "bottle neck"?

Talk to you again soon, love to hear your feedback on this one :--

Ockert

PS. Drop me a mail ockert@icon.co.za and I'll send you a special report on how to to create different offers to the above mentioned....of course it's fre.e