Attracting leads & clients who want a discount?

The answer is NOT discounting, or offering a lower priced option.

First and foremost, I share this having done high ticket, low ticket, courses, DFY services, consulting, memberships - you name it. I’ve been in the online space for a decade now.

The thing you HAVE to realise is that the majority of people in the world who see your stuff will not be able to afford your services.

Statistics PROVE this to be true.

Both Debt(.)org and Money(.)com share that the average American has $20,000+ in debt.

As a seasoned entrepreneur, you’re likely different.

But if your offer is serving b2c, biz opp, or new entrepreneurs… You are likely speaking to someone with debt.

So, what can we do about it?

Well… First let’s address the “often unspoken” truth.

The reason you’re likely considering cheapening your stuff, is because you doubt its value.

Perhaps your clients only get average results.

Maybe you lack a true “Product”.

Or, if your client delivery is hit and miss…

Then when you hear “I can’t afford it” all the time (which is to be expected), then you’d OF COURSE be swayed to believe that that’s the truth.

Because you know, deep down, that what you offer just isn’t good enough to command premium prices.

That’s a problem to be solved.

Now… If you know your stuff is GREAT but you keep hearing that objection, then the problem to be solved is something else.

9 times out of 10, having helped 1000+ business owners with this exact scenario, is that…

A ) You are now showcasing the value clearly enough.?

B ) You are making offers to people you’ve not qualified.

C ) Your offer has never been validated so of course you’re hearing “I can’t afford it.”

D ) You have not spoken to enough people.

E ) You are trying to sell to people who fundamentally will not purchase high ticket.

Let’s tackle these one by one. I’ll go in order.

A ) How can you showcase your value?

If you’re not clear on the problem you solve, it will be very hard to do this.

I am not talking about “what outcome do you take people to?” like “get leads from FB groups” or “fat loss.”

That’s an outcome.

I’m talking…

What’s your prospects day like right now, how do problems show up for them, and how do your unique methodologies and systems solve it for them?

For example…

-You’re spending hours each week creating content for social media and everytime you post, all you get is replies from bots, your friends, or peers in your industry. The agency you’re paying thousands a month for is spending all your money on ads, telling you “it’ll start working next month,” and the VA who’s supposed to be doing outreach for you is driving you crazy by saying weird things to people in your DMs. You decide “screw this, I’ll do it myself!” so you open your DMs and start messaging people, only to get an email from a client saying they want to cancel and if you don’t refund them, they’ll write bad reviews about you all over the internet. But you need that money to cover your expenses.

That would be a problem relating to social media.

I call it “Brainwave Inception” - it’s getting SO clear on EXACTLY how problems show up for your DREAM prospects, so that when you do introduce your method and solution, and show a couple of clients examples and how you’ve actually solved this problem for people… Your prospects are so bought into every word you say, because they see that you understand their situation SO well, that all price objections go away and they’ll do whatever it takes to work with you.

This goes hand in hand with building your Authority Brand.

B ) How can you ensure you only make offers to people you’ve qualified?

This one is simple.?

Use the PERFECT Framework before making an offer.

The best way to do this isn’t in the DMs anymore. It’s on, what we call, an “Impact Call”.

It’s where you get super clear on their situation. PERFECT stands for:

Problem

Everyone involved

Results

Fit

Evidence

Commitment

Time

If you make offers to people without qualifying with PERFECT, you will of course hear objections.

Next…

C )? How can you validate your offer?

I had a client who KEPT hearing “I can’t afford it.”

We asked him “how many people have you spoken to?”

He told us… 6.

For a new offer, if you don’t collect at LEAST 15k within 6 weeks of testing the market…

Then your pricing, packaging, and positioning is likely off. Aka, your messaging isn’t hitting a big enough perceived problem.

But you can only consider it to be “failed Validation” if you were able to hit the numbers required.

Let’s say the goal is to collect 15k

Let’s say you have a 6k offer which is 5k when paid in full

That means you need to close 3 people. And because 50% may take payment plans, let’s just make it?

1x paid in full = 5k collected

2x 50% = 3k collected x2

2x 33% payment plans = 2k collected x2 (with 4k more coming in from each client due to the paid in full offer being slightly less)

= 15k collected

So that’s 5 deals

Let’s say you close just 30% of people you speak to

To get enough new clients to hit the “Validation” goal, you need to speak to 17 people

30% close rate on 17 people = 5 deals

To get 17 people, QUALIFIED (because remember you only make offers to qualified prospects…)

Let’s say because you’re new to this and you’re testing messaging because it’s Validation phase…

Then you’d probably only book sales calls with 20% of people you take Impact Calls with.

Most people do NOT like to hear this but I’d rather tell you the truth so you can win versus tell you some stuff which just ain’t true. That’s a value I live by.

So that means you’d need to have 85 Impact Calls to get the sales calls you need.

Over 6 weeks, that’s 14-15 per week. So 3 per day given a 5 day work week.

To get those Impact Calls… Well, you need to have a lot more leads than 85 over 6 weeks.

Makes sense?

This ties in with point D above.

D ) How many people do you need to speak to, to know it’s enough?

You prob just aren’t speaking to enough people.

This is why you see Scale Systems clients who stick to the process bringing in so much cash even during Offer Validation because the Social Media Sales System brings in so many additional leads.

And if it didn’t work and Validate…

E ) How can you ensure you’re selling to people who’ll purchase high ticket?

I made this mistake in my early days, trying to sell to students.

You may have a passion for serving a certain group.

You may want to give back.

But you cannot be a servant leader without “putting your own oxygen mask on.”

Again and again, I’ve found the best clients to be experienced business owners.

They’re used to spending money. It’s just something you do in business.

They show up and engage: it’s their way of living, they want to grow and evolve.

Being around them is fun and you always learn (learning is a key value of mine).

New business owners have fears and mindset blocks that experienced entrepreneurs have worked through.?

Your free content is how you give back, your offer is how you generate revenue.

Low ticket stuff and giving in to selling something low ticket because your current Ideal Clients doesn’t want to spend money is a fast way to go broke.?

If you’re already fearing at hitting that 85 number above, if you’re only selling something cheap… then your numbers will need to be way higher to bring in as much cash.

And there’s “Hidden Economics” behind the big guys you see selling low ticket.

They have a sales team who work those leads to upsell into the high ticket offer. And they mainly use the low ticket products to liquidate the ad spend they’re pumping into getting qualified high ticket leads.

And if they’re an influencer you follow and you wanna do what they’re doing. Well… Just remember that what you see on the outside isn’t the truth of what’s going on in their books. Believe me, I work with a lot of big influencers and you’d be shocked at how little they’re making before we get things started.

So…

Before you jump to discounting or offering cheaper stuff…

When it’s just an idea, you don’t see all the baggage that comes along with the execution…

You don’t see the struggles, challenges, and issues you’ll face.

It feels easier because it’s an idea.

But every decision has consequences and what I laid out above is the path.

Grateful to serve,

LT