This video is a ROUGH DRAFT of a webinar I'm working on, which will be used to attract clients for a year long program specifically created for consultants/coaches/professional service providers who sell at a premium (or want to.)
These aren't the fancy slides, and I just recorded this version to be transcribed and then turned into a book (which will be the lead magnet.)
The reason I'm showing you this is two fold:
1. To show you what a presentation looks like that's built to attract higher end clients.
2. To walk you through the excercise, which is (in my heavily biased opinion) the most valuable insight I could ever give you.
I think that if you take the time to actually DO this exercise, you'll have greater clarity than 99.9% of all entrepreneurs on the planet. You'll also have a near-INSTANT "shedding" of stress, anxiety, and overwhelm, and you'll have a crystal-clear picture of exactly what you need to do next in order to have the PERFECT BUSINESS that's paying you what you WANT to earn.
Once we walk through the exercise, I show you how the irresistible intrigue process works, and walk you through example copy - showing you EXACTLY WHAT TO SAY :-)
We end with me showing you exactly how to do a collaborative close - which is where you take an interested "big ticket" prospect and convert them into a customer by being amazingly cool and insightful.
Now - you'll notice this presentation is lacking two things:
1. An intro. I skip all the "my name is Frank Kern and here's why you should listen" and really go straight into the content.
I did it this way because nobody is going to see this recording. It's strictly here to be transcribed, edited, and turned into a book for lead magent purposes.
2. The pitch. I skipped the pitch for the same reason.
I'm having a designer make the slides "fancy looking" right now, and will re-record it with a pitch at the end for use in the actual sales process.
I'll be trying someting new in the pitch. Instead of doing an irresisitble intrigue offer where I offer to talk to them one on one, I'm doing an irrersistible intrigue offer where I offer to let them come spend the day with me.
This is called a "preview day" and I learned the concept from Dan Kennedy.
During the preview day, I'll literally be working with a group of 20 people, helping them map out their plans to grow 10X. We'll work on sales copy, funnels, client selection, the works.
At the end of the day, I'll offer to let them enroll in my year-long program, which is $35K.
The "flow" looks like this:
1. They request a lead magnet (which will be the edited transcipts of what you see above).
2. The lead magnet and follow up campaign will "sell" the webinar.
3. The webinar provides excellent value and explains the $35K program, but uses takeaway selling by NOT letting anyone enroll.
4. Instead of allowing someone to enroll, I'll allow them to apply to come to the preview day, and tell them that if they want to stay for a second day (and officiallly join the program), then they can ...after they've experienced a full day and really "gotten" what it's all about.
5. I'll use the same extreme risk reversal as a traditional irresistible intrige offer by telling them that if, at the end of the preview day, they think it was a waste of time ...I'll refund their airfare, their hotel, and give them an extra $1,000 as compensation for the time we spent together.
This will essentially give me:
A: A room full of people who know the cost of the program and have applied to come to the discovery day.
B: The ability to close multiple sales at one time.
I'll let you know how it goes!