 A 5-Session Virtual Workshop
Imagine that you get a response of some kind to your marketing efforts. You get a call from someone who was referred to you. Perhaps someone responds to your website, or a person who attended one of your talks wants to learn more about your services. The question is, will you turn this prospective client into a paying client?
And this is where you have the opportunity to turn that prospect into a great client. Your next step is to engage that prospect in a “selling conversation.” You can do this like the average Independent Professional who has a closing rate of about 33% or you can master the selling conversation and attain a closing rate of 75% or better. But that's only part of the selling equation. You can get better results than that with a complete selling strategy.
Lets say that right now, as a business coach, you convert 30% of your prospective clients into paying clients. And you charge your clients $750 per month and work with them, on average, for 4 months. So if you had selling conversations with 10 prospects, you’d convert 3 of them into paying clients at $750/mo for 4 months. That equals a total income of $9,000. But what if you increased your sales ratio to 50%, your fees to $1,000 and your contract rate to 6 months? You now earn an income from these clients of $30,000. You are now making more than 3 times the income from no extra sales effort! If that's not leverage, I don’t know what is! In Marketing, everyone is working on getting more web traffic, more opt-ins, and more qualified leads. But very few people are working on ways to optimize those leads. And that can only be done by improving your sales process and skills.
It’s about how to close a larger percent of prospective clients at a higher rate for a longer period with more ease and confidence. And this can be accomplished without high-pressure, manipulation or hype. In fact, the whole selling process can be very low key, authentic and easy. If that's what you're looking for, keep reading.
...why do so many people NOT know how to do this successfully and consistently? Selling is a body of knowledge, practices and skills. Nobody is a born salesperson. You need to understand and master certain principles, practices and skills – like any other area of professional development. In addition, in our culture we have a lot of limiting and negative beliefs about selling. Selling is looked down upon as an almost “loathsome practice” that consists of manipulation, stretching the truth, if not downright lying. And as an Independent Professional it may feel distasteful, even unprofessional to sell. So it’s common to be very passive about the selling process. We talk to a prospect, we explain our services and we hope they buy. We don’t realize that selling can be done with dignity and integrity. Not only that, we can actually engage in selling conversations much more effectively if our approach is authentic, focused on the needs of the prospect and avoids any kind of manipulation.
When we master selling we see how professional it can really be. And a great thing happens: We engage prospects in selling conversations that don’t generate resistance in prospects, but get them really immersed in the conversation. Selling is a process of helping people get the results they are looking for. Introducing the Virtual Workshop: Secrets to Closing the Big Sale The purpose of this program is to make selling easier, fun and more successful. The Virtual Workshop is held over 5 Teleconference Sessions and a period of 7 weeks, starting on October 16. In addition to the live sessions (which are recorded if you need to miss a session), I include a lot of supplementary material, which includes: - Online training materials - Scripts and Outlines of the selling process - Step-by-step written instructions - Recorded samples of selling conversations You’ll get everything you need to master this process.
Session 1 – Wednesday October 16 Getting Set-up To Make Sales - What you must do to be ready to sell. What written materials, scripts and other preparation is absolutely necessary to set the foundation for successfully convert prospects into paying clients. Put all of this into place and you immediately warm up your prospects for the selling conversation. You'll get a complete checklist and detailed instructions. Session 2 – Wednesday, October 30 Responding to the Response – When you get that response to your marketing via email or phone call, what must you do to make sure you don't blow the sale? And what you must do to dramatically increase the chances of setting up an appointment with a prospect under favorable conditions who is ready to explore doing business with you? You’ll learn exactly what to say in a variety of situations. Session 3 – Wednesday, November 6 The Strategy Session – detailed, step-by-step instructions on how to conduct a wildly successful selling conversation with your prospect. We'll look at the 11 distinct steps in the process and walk you through all of them with you. Most importantly, you'll get the "tone" of an effective selling conversation with a live demonstration with a workshop participant. It's rare to witness this kind of demo. We'll give you a detailed selling conversation guideline that you can customize to your situation plus lots of valuable bonus material. Session 4 – Wednesday, November 20 Negotiating and Closing – You're not done with the sale until you've consummated the deal and gotten your first payment. We'll explore how to overcome objections, avoid getting your price pushed down, get paid earlier and make money the lowest priority issue for your clients. Again, you’ll get specific scripting and a step-by-step process. Session 5 – Wednesday, December 4 The Proposal – When you need and when you don't need a proposal. How to prepare a preliminary proposal in partnership with the client. Why your first proposal should never include your prices. And how to ultimately price your proposal to dramatically increase the chances of acceptance. For those who do not need a proposal, we’ll talk about what materials to send immediately after the selling conversation and how to follow-up to confirm the proposal.
It took me a very long time to perfect my selling process. I used to be pretty good at it because I know how to create rapport and listen. But then I got coaching from one of the real experts at this process and my results soared. When I offered high-end programs such as my Marketing Mastery Program, I talked to every single person who was considering participating. I converted 3 out of the 4 people I talked to into a participant in the program. And I did it with the exact approaches you'll learn in this program. Again, zero manipulation or high pressure.
This is something you can succeed at as well as so many of my clients have. What are the most important benefits of this program? This program will change your whole relationship to selling forever.You’ll understand how to make it work, how to follow a step-by-step process, and what you must say or ask at every part of the selling conversation. People who master the selling conversation will realize these additional benefits: 1. You’ll have more confidence about exactly what to do when you get a lead or when someone responds to your marketing. 2.You’ll have a repeatable process that only needs minor adjustment for every selling conversation. 3.You’ll understand what you must do to close the sale more frequently and consistently. 4.You’ll know how to sell your services at a higher price point and for a longer or larger contract. 5.You’ll look forward to selling conversations, because before long you’ll know exactly what to do to turn those conversations into immediate cash flow.
It’s for Independent Professionals who offer their services to anyone – individuals, and small, medium or large businesses. If you have a service that needs to be sold (as opposed to purchased online) this workshop will give you the information, principles and practices necessary to convert more prospects into great clients who pay you more and work with you for a longer period. This whole process can also be applied to high-end group programs ($5,000 to $20,000 and more) as I used it for the Marketing Mastery Program.
All sessions are held on Wednesdays at 12 noon Pacific. October 16 & 30 – November 6 & 20 – December 4 All sessions are 90 minutes. About 60 for the session and the rest for Q&A By the way, if you cannot attend each of these sessions, they will all be recorded, plus you'll get a whole lot of bonus material, including articles, interviews and step-by-step processes.
The fee is $299, payable by credit card or PayPal. If you are a member of the More Clients Club, the fee is considerably less – only $79 If you are not currently a Club member, you can join (for $29 per month or $79 per quarter). After the workshop is complete you may stop your membership or continue if want and take advantage of all our other online courses and programs, live coaching calls, etc. for that one $29 monthly or $79 quarterly fee.
By the way, although the program has started, you can still join. You can listen to the first session and catch up easily or you can simply particpate in the program virtually by listening to the recordings of the sessions and getting access to all the materials online. Is there a guarantee? Absolutely! I'm so confident that I guarantee this Virtual Workshop. Simply attend the five sessions. (If you can't attend them all live, then you can listen to the recordings.) If you are not satisfied for any reason at all, let me know and I'll give you a 100% refund.
Link to pay $299 as a non Club Member. Link to join the Club first to get the membership price. (then return to this page) Link to pay $79 if you are already a Club member. I look forward to working with you in the Virtual Workshop. Cheers, Robert Middleton
P.S. When people are looking at enrolling in a program like this, they often think of the time it will take and the money it will cost. But I want to urge you to consider the cost of NOT mastering the selling process. Just being average at converting prospects into clients could cost you hundreds of thousands of dollars in the course of your career. And since this Virtual Workshop in unconditionally guaranteed, what do you possibly have to loose? |
