You're listening to “The School of Client Attraction.” Marquel Russell is the founder of Client Attraction University, a marketing consultancy helping you attract clients on autopilot and scale your business while working 50% less.
Quick disclaimer: a side effect of listening to the show is more clients, more profits, more freedom, and it's more impact in your business. Now, here's your host, Marquel Russell.
Marquel: Hey, what's up, my friend? Marquel Russell here, and welcome to today’s episode of the School Of Client Attraction. In today's episode, I'm going to show you exactly how to have clients, I mean, how to have prospects sell you on why you should allow them to buy versus you selling them on why they should buy.
You probably think, Okay, Marquel, how on earth and why would somebody sell me on allowing them to pay me 3,000 to 10,000 to $15,000 or more? Why is that? Here's why: most people think selling is about talking and convincing and all this different type of stuff, right? Peter Drucker has this quote where he says great marketing make selling superfluous. [01:08.8]
Great marketing makes selling superfluous. So, what does that mean? If your marketing is on point, you shouldn't have to be selling anyway. So, now when somebody goes through your marketing process and now they show up on the call with you or somebody on your team, they're interviewing. They're jumping through hoops, not you. Why? Because you have the solution.
How many times have you gone to the doctor and the doctor was trying to convince you on why you should take a specific medicine, on why you should go pick up this prescription, on why you should get the surgery? They just pretty much ask you a series of questions. They diagnose you and they say, Here's the solution, and it's up to you to take advantage of the solution, right? You have this golden treasure chest in the form of the solution to that specific problem, and if they don't buy, they just get to keep their problems. Congratulations, right?
So, now how does this process work? Number one, you get crystal clear on, Where is this client? This is called the discovery. You get crystal clear on where. I'm not going to call them a client yet because he’s still in the prospective stage, right? So, number one, you get clear on where they are. [02:07.1]
Then, number two, that current reality. In number two, you get clear on, What's their preferred reality? Where are they looking to go? And then you're going to have a gap. They're going to see this gap, and then if you believe you can help them, you can say, Hey, I mean, based on everything you told me, I can, 100% help you with this. Would you like me to? Would you like me to tell you how we can help you? And they're going to be like, Yeah, absolutely.
And you’re going to say, Why is this important for you to take advantage of this now to solve the XYZ problem? And they're going to tell you why it's important now. You ask them, Okay, cool, if something doesn't change now, what are the consequences? And now they're going to tell you that.
So, all you're doing is just asking them some questions and they're convincing you. You'd be surprised how many people we've had on the phone that we’ll say, You know what? It doesn't sound like you're a good fit or you're ready for us just yet? And they'll be like, No, I'm ready. I'm definitely in. How can I do it? Blah, blah, blah, all this different type of stuff, you'll be surprised. [03:01.8]
But I'm telling you when your marketing is on point and then you have the right conversations, not trying to sell anybody, but instead interviewing them to see if they're a good fit, it'll totally change the game when it comes to increasing your enrollments into your coaching programs and consulting programs or your higher-ticket services. I promise you, okay? Because people always want what they can't have and it first starts with having your marketing on point, so now when it comes to the sales process, they're ready to buy.
Okay, and I always used to, the golf analogy. The goal of the driver is to get the ball. The driver is your marketing. The ball is the prospect. And then the hole is the sale. So, the goal of the driver is to get the ball, which is the prospect, as close to the hole, which is the sale, as possible, so now you can just tap it in and now you're not out here trying to be all hard salesy and stuff like that. So, implement that into your next enrollment conversation.
That's it for today's episode. Have a phenomenal day because you absolutely deserve it. Talk to you soon.
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