Monthly Archives: May 2018

May 23

Does Audience Size Really Matter? – The most honest answer you’ll ever hear

By Jennifer Hall | Client Attraction , Pricing

You’re probably expecting me to say that it doesn’t but the fact of the matter it does unless you’re willing to go high ticket, which by the way…

You definitely should!

  • Small audience = less people to sell to
  • Large audience = more people to sell to

Truthbomb – It takes the same energy to sell something at $200 as it does $2000 or $20000

So if you have a small audience that’s made up of quality ideal prospects that would ‘pay anything’ for what you have to offer (which is your aim by the way – people need to truly desire what you have to offer, it’s got to be a ‘must have’ or you’ll always be convincing people of the value) then selling high-ticket, high-end amazing programmes makes good business sense.

Why? – Because you can make more money from fewer people.

  • Selling low ticket items to a small audience = a lot of energy expended for very little money.
  • A larger audience means you can sell more (as long as they are full of quality leads of course)

However, higher ticket means more effort on the delivery end, so there are only going to be so many people you can physically help in this way before you reach capacity, which is where delivering lower ticket items which typically take on the form of ‘1 to many’ delivery or self-study can become beneficial to open up income streams that are still worth the effort and allow you to maximise your time.

But you’ve got to take it one step at a time. Growing a high-quality audience takes time, which is why creating high-ticket offers in the first instance is the smartest way to go.

A BIG WARNING

  • You train your audience to buy at a certain price point, so people will associate you with the price point you shout most about. 
  • Discount a lot – people will associate you with that discounted price and will be less likely to buy from you at a higher price point.
  • Sell high-ticket and promise a big transformation the most – people will tend to want that the most even though it’s more expensive. Spend your time telling/showing people that they get big results when they invest at that price point, that’s what they’d prefer to be investing in.
  • Sell low-ticket and promise the world at that price point – they’ll wonder why they should be spending more with you if this is the level they can get.
  • If you want to sell at both a high-end and a low-end price point, make sure you communicate clearly the difference between what the products offer so that there’s a clear value ladder and they know there’s more to be had.

So size does matter depending on the price point you want to sell at. It will matter big time to your bank balance. So get smart on your offerings, own your expertise and be clear on what people can expect from your products at which price point.

Truthbomb Time

If you can’t communicate the transformation and value (why your programme is a ‘must have’) then you’ll struggle to sell anything at ANY price point, high or low.

Understanding your ideal client, what problem they truly want solving and the desired outcome they’d pay anything to get is critical to becoming a desirable person to work with and become well known for being worth knowing, which is where your audience size will inevitably get larger automatically giving you more options for your business.

You get money from people, so of course audience size does matter but what matters more is the quality of those prospects (ideal client material) and what price point you choose to sell at.

Punchline: –  Small audience size does not equal less money if you’re smart.

 

How to gain leads from networking
May 22

Struggling to Generate Quality Leads from Networking?

By Jennifer Hall | Client Attraction , Monetising Facebook

Why you're struggling to generate quality leads from networking...

 One of the BIGGEST reasons you struggle to generate quality leads from networking is because you're not KNOWN for something.

 Now I don't necessarily mean Tony Robbins known, in fact, I'm not even talking about Chris Ducker known... I mean - known (for something) in the circles that you hang out in.

And those circles don't need to be crawling with tens of thousands of people, it just has to be in spaces where your ideal clients hang out.

'Notice I said 'known for something' not just known. Famous does not equal $. Being well known for being worth knowing is where the $$$$ are at.'

If you're able to clearly communicate what you do AND you're 100% certain that you're communicating a genuine want and a solution to a genuine problem that your ideal clients want and suffer from, and you become known in your circles where your ideal client hangs out, there is no reason why you can't turn those prospects into leads and convert them with ease.

So if you've been struggling to generate leads from networking, ask yourself what's my problem?

1. Am I taking the actions I need to take to become known in my circles? Consistency, visibility, clear links back to what you do?

2. Do I have complete clarity on what my ideal client truly desires and the problem that they suffer from? Put another way, do you know what they are willing to pay anything for?

3. Am I hanging out where my ideal clients are at?

Or is it perhaps a mix of all those things? Many people struggle with doing the first point because of the lack of clarity on their ideal client... oh and guess what, if you don't know where they are hanging out you don't have true clarity on who they are.

Gain clarity on your ideal client by downloading my 5 Steps to a Money Making Niche workbook here www.jen-hall.com/5stepstoclarity

May 19

Why I Switched Business Insurance Providers

By Jennifer Hall | Business Alignment , Business Mindset

Switching Business Insurance Providers...

This May Sound Like A Potentially Dry Subject But Bare With Me...

When I originally went with my previous Business Insurance providers they asked me what I did for a living so that they could provide me with the best insurance. ACE, top points to them. They were making sure that what they were selling was RIGHT for me.

But This Is Where It All Goes A Bit Wrong...

They continued to look at the products they had in front of them and realised that nothing quite fitted my business.My business being a coaching/consultancy / speaking hybrid business. so they said this, 'the closest thing we have is a business consultancy package, would that be ok?'

Now being that these were supposedly high-level insurance providers, I stupidly made the assumption that this was my only option. I presumed that 'it will have to do'. If I'm honest I was a little nervous the whole time having this half-baked insurance policy that 'sort of' fitted my business.

TRUTHBOMBIt Doesn't 'Just Have To Do'...

When my renewal came around I decided that I was going to do a bit more research. Then someone recommended the one I'm now with.

When I rang them, the lovely chap introduced himself as Steven the Insurance Expert. He said he was here to find the perfect insurance product for my business.

He was indeed an expert and explained complicated insurance jargon in an easy to understand way and reassured me that the cover would fit my hybrid business perfectly!

The insurance policy was actually more expensive. Not by much, but it offered a ton more value. It was GDPR compliant (not something that truly excites me but I needed none the less) and I knew would cover and protect me for all eventualities, therefore giving me total peace of mind. It meant that little niggle of worry, had magically disappeared.

Punchline...

  • When you get expert help, explained in a way that you understand, that perfectly fits the person it was meant for, and if you are reassured that what you are getting fits your wants and needs, not only do you feel like you have gotten an incredible service, you are also happy to pay more.

 

  • Becoming the expert/specialist and micro-niching is KEY to earning a high-end income and keeping your clients happy.
charge high-end prices
May 03

Why Just Deciding to Charge High-End Prices Doesn’t Work

By Jennifer Hall | Business Mindset , Pricing , Uncategorized

The positioning faux pas...

So you've decided to charge high-end prices, this why that might not work out for...

You may have seen a video doing the rounds over the last few years to explain positioning, where someone takes a pen & places it in a pot with 15 others exactly like it with 99p attached to it (positioning a low-end offering) then taking that same pen & placing it into a smart looking box & placing it into a glass display case (positioning a high-end offering).

Whilst I specialize in helping business owners to position themselves as the BEST option in the market & that, in turn, enables them to charge more for their services, that doesn’t just come from a decision to raise their prices.

The problem with the pen example is that we are taking the SAME pen & charging more for it. And for most of us who work with integrity, this just doesn’t feel good!

BUT what we’re failing to realise is, is that we’re viewing ourselves as a crappy pen when we’re not! We ARE a high-end offering but we’re choosing to place ourselves in the 99p pot. In order to successfully charge higher prices, we have to OWN our value & that comes from SEEING our own value.

But How?

A great way to shift your mindset on this is to look at the evidence of what you bring to the table. But our value can’t help EVERYONE which means that it is not actually valued at all by the wrong people. Which is why focusing your attention on the right people who would take the most value from your offering is the ONLY way you’ll be able to truly see the value of what you have to offer.

Pet services to someone without a pet is useless! But a Dog Behaviourist who specialises in destructive habits to a dog owner who has a dog who is chewing up the furniture would be truly valuable and results in you not only being able to see and own your value but enables you to communicate it in a way that enables the right person to see how you can help them and feel happy to pay your chosen price point.

Work with Jen...

If you'd like to discuss how you can turn your purpose into profit through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills then just book a call with Jen Hall here bit.ly/ClarityCallJenHall

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Become an Expert
May 01

At What Point Can You Say you’re an Expert?

By Jennifer Hall | Uncategorized

Expert Status is subjective; who defines when you become an expert????

 

  • Instead of worrying about whether you’re an expert or not, focus instead on being a specialist.

 

  • Being a specialist means you specialize in getting a specific result and overcoming a specific problem. As long as you’re confident that you can get them the result then that is ALL that matters.

 

  • When you’re a specialist, your marketing can become targeted, streamlined and way more effective. And whether you think you are or not, other people will automatically perceive you as the expert anyway.

 

  • People buy results, and if they know that you’re a specialist in helping them specifically achieve the result that they want, they are going to pick you over a generalist every time!