5 Best Ways to Catch High Paying Clients (WHALES)
The absolute best way I know to make 1 Million Dollars fast with the least amount of drama and effort is to have a minimal amount of high paying clients who cause you the least amount of grief.
You see, all you need is 20 clients paying you $50k and there is your million.
Trust me, that’s much better than a lot of small clients who in my experience come to you with money problems.
A term used to describe these high paying clients is “whales”.
Now the bad news is you can’t catch a whale using a minnow for bait, you have to be a whole lot better than that.
Although whale clients have the same emotional factors that make them buy, they do buy differently and they like to be sold to differently.
Whatever you do though, don’t let them think they are being sold to, they have to come to the conclusion they want more of you.
Read on to discover the 5 best ways to catch and convert whale clients
BEST WAY #1 – The very best way to catch a whale client is to “rig” a referral.
That should come as no surprise, we all love referrals, they are often the easiest sale you can make.
The good news is, the same applies to whales…
So if you can “rig” a referral, that will make all of this a whole lot easier.
BEST WAY #2 – Positioning is critical.
As with a referral, you are positioned very well.
But that said, whales like to deal with the wise guy at the top of the mountain in your category or industry.
Anyway, no one, particularly whales, like to go to the wise guy at the bottom of the mountain.
The best way I know of to position yourself as the wise guy at the top is self-anointment and then live into that story.
BEST WAY #3 – Make a wish list of the “whales” you want as clients.
Let’s face it, if you want to deal with high paying clients, the first thing you have to do is make a wish list of who those potential whales are and then create a system for getting their attention and converting them into sales.
So go ahead, make a list of your likely whales.
BEST WAY #4 – Use a “box close”.
So what’s a “box close”?
A “box close” is when you find out right upfront what a whale really wants to achieve (UTOPIA).
In other words, what they are ultimately trying to achieve.
Then during your presentation, you diagnose and prescribe solutions that fit the whales view of UTOPIA and get them to agree in advance.
Here is the 8-STEP FORMULA step by step.
- Position yourself as the authority and expert of your category or niche
- DIAGNOSIS: The seller and buyer need to agree upon what you are trying to accomplish (Utopia)
Eg. What would you consider to be the savings you would like to achieve if you had solar power?
Eg. What are your 5 main health goals? What’s #1? What’s #2? What’s #3? What’s #4 etc
- “So if we SATISFACTORILY take care of all those 5 things, you are in right? Yes… Great!”
- PRESCRIPTION: There is phase #1, phase #2, phase #3, phase #4 etc
- Now you can say “here is exactly how I could help you achieve your 5 main health goals”.
- So if we IMPLEMENT phases #1 – #5, what is the one reason why you wouldn’t do it?
- The second reason why you wouldn’t do it: “Is anything else stopping you from doing it?”
- I PUT THE WHALE IN A BOX when I answered those 3 things and the whale has to say YES because they pre agreed to and are obligated
The big trick to a “box close” is to get them to agree to the objectives before the
sales presentation starts so at the end they say 1 of 5 things
- How can we do business together?
- How can you help me with that?
- How can we work together to achieve that?
- When can we get started?
- I love what you have said, so what’s next?
BEST WAY #5 – Reveal the elephant in the room.
The real big objection you have to deal with in catching really big whales is to deal with the elephant in the room.
And the elephant in the room from their perspective is “I’m a whole lot richer than you, who the hell are you to tell me what to do”.
That is what whales are thinking.
So the best thing you can do is acknowledge that and then “shine the light” on their “big ass” problem and “twist the knife” in relation to what will happen if they don’t solve that problem.
In other words, the whales an expert at what he/she does and on your best day, you couldn’t go close to equalling their efforts.
But where the “big ass” problem is concerned, you are the expert.
If you go to the effort of trying to catch whales financially, it will be well worth it.
In fact, they make up for a whole lot of minnows.
All the Best,
Mal Emery
Committed to Elevating the Financial Wealth and Wellbeing of Society Through Entrepreneurial Excellence and Guilty of Conspiracy to Create Capitalism.
P.S. Feel free to pass the blog on to anyone who you feel might benefit from it
The absolute best way I know to make 1 Million Dollars fast with the least amount of drama and effort is to have a minimal amount of high paying clients who cause you the least amount of grief.
You see, all you need is 20 clients paying you $50k and there is your million.
Trust me, that’s much better than a lot of small clients who in my experience come to you with money problems.
A term used to describe these high paying clients is “whales”.
Now the bad news is you can’t catch a whale using a minnow for bait, you have to be a whole lot better than that.
Although whale clients have the same emotional factors that make them buy, they do buy differently and they like to be sold to differently.
Whatever you do though, don’t let them think they are being sold to, they have to come to the conclusion they want more of you.
Read on to discover the 5 best ways to catch and convert whale clients
Have something interesting to say? Click on the button below and tell us what you think...