If you’ve never closed a six- or seven-figure deal before, take a moment and imagine how that would feel. What thoughts might be running through your mind? Who will you tell first? How will you celebrate? And how would it feel if that was just your average Tuesday?
Now, with that vision in mind, what do you think it took you to close that deal?
A long, detailed, perfectly designed sales page?
One sales video or (worse) a series of sales videos?
Lots of free content and lead magnets to show off your worth?
How surprised would you be to learn that you don’t need any?
There are a lot of misconceptions about what exactly it takes to close a six or seven digit deal.
While these strategies will help you build your personal brand online and grow your email list, they are not the things that will close a six- and seven-digit deal. Closing these types of contracts reduces to two things: connection and value.
Connecting with the right people makes a difference. And how you connect with them will take you even further. Markets are changing rapidly and in order to attract the right customers, it is important that you are communicating in a way that attracts them. Tactics and tactics are fast becoming obsolete. What worked two years ago may not necessarily do the same thing that will work today. However, one thing that will always work, no matter what happens in the market, is the power of real connection.
When you make it a priority to build a relationship first and communicate in a value-focused way, your prospect will realize how much you care. This allows them to naturally let their guard down so they can be open to what you have to say. Which is perfect for leading your prospect to the two-sentence messaging method.
When starting a conversation with a potential prospect or lead, focus on them. Introduce yourself and then start the conversation by talking about something memorable. It could be a blog post, an article, a recent post they made, or an achievement you want to be associated with that they are celebrating. It shows your chances that you’re genuinely interested in who they are, that you’re paying attention to what’s happening in their world, and that you’d rather have more intimate conversations with it on a superficial level. are open to
For example, let’s say you want to make a deal with Cindy, the owner of a luxury cosmetics brand. Cindy was just pictured allureShe is being praised for the work she is doing for women’s mental health as an extension of her cosmetics company. This conversation might look something like this:
“Hi, Cindy. My name is Hannah. I read your feature in allure Last week, and I want to thank you for the work you’re doing. I lost someone close to me due to mental health issues, and an act like yours could have saved their life.”
To be clear, only say what is true. And when you’ve got something to comment build rapportYou are going to stand out and be memorable. It makes all the difference in the conversation that follows.
When you start with opening the door to intimacy and vulnerability, the other person is more likely to follow suit.
Now you are ready for sentence two!
Now that you are engaged in a conversation where the other person is open and receptive to you, reward their trust by offering them a reward. The knee-jerk reaction is often to initiate a sale. Instead of asking for a sale, listen to what they share with you. Once you find where they are having problems, provide a price-specific price for their condition.
When you can identify their problems and stuck-up points, you’ve caught their attention. It’s up to your prospect to psychologically alert them to the fact that you understand them, you can see the complexity of their situation, and you can help them navigate their problem successfully.
It gives you the power to deliver so much value that the prospect deeply connects with you and wants to work with you, no matter how much you charge. When done correctly, with an audience in your specific market, more than 80% of these customers will ask you to work with them right away.
At this point, you have the opportunity to present your offering in a way that is high value, high end and of course highly transformative. That’s what six- and seven-figure customers pay.