Today’s episode is another snippet pulled out from the TSE Hustler’s League where we talked about how you can craft a powerful message that’s going to impact your ideal clients, that they will enjoy and that they can resonate well with.
Ways to Craft a Great Message during the Prospecting Stage:
Identify the people involved in the buying process. Those people call the shots, whether it be the VP of Sales, or the CEO, or the procurement department.
Tie it back to something interesting about them. Is there any other nugget that you can use within the conversation?
Find a way to share a problem, a solution, and statistics that you can incorporate to tell a story.
Your next step is not the sale. It’s just to get an appointment to the next step so you can dive in deeper.
As a thanksgiving gift from me to you, get access to all of the TSE Hustler’s League past recordings at a discounted price of $20.
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You’d probably think catering to the luxury market is all glitz and glamor. But the more you’re getting paid, the more is expected of you to bring great value to the table. In today’s episode, Marley Majcher, the events planner to the biggest stars and celebrities, shares with us some tips in dealing with the luxury market and some nuggets about charging what you’re worth.
Going to Georgetown for education she couldn’t manage her own company, she decided to write a book to solve her own problems around chasing revenue instead of profit. Writing her book, But Are You Making Any Money? has put her into a space of business consulting and helping entrepreneurs charge what they’re worth.
Wearing two hats, she runs her business by day and helps other businesses solve their problems by night.[Tweet “@ThePartyGoddess Thank you so much for your great advice on the #TheSalesEvnagelistPodcast W/ @Donaldckelly @TSESales”]
Here are the highlights of my conversation with Marley:
Marley’s coolest experience being the customer was with Ruby Receptionists. Check their website here and see why people and Marley love them so much.
Let Ruby Receptionist know they are loved. Click the tweet link below.
Charging what you’re worth:
Selling to luxury market:
Luxury today is giving your customer:
Shifting how we think about the luxury market
Not judging a book by its cover
Taking yourself out of the equation
Tips in selling to a luxury market:
Knowing your numbers:
How to know if luxury market is for you:
The hardest lessons for small business owners to learn are:
Lesson 1: Saying no to other clients:
Lesson 2: Charging your worth:
Lesson 3: Hyper-focused customer service mentality:
Lesson 4: Firing a customer:
Marley’s Major Takeaways:
Know your numbers.
The way to charge what you’re worth, whether with a luxury client or selling, when your numbers, not only how much it costs to provide your product or service, and even if the service is just you, and you think you don’t have cost. YOU DO!
Know how much time really it takes to service that particular client.
What client is more of a match?
Take Marley’s Productivity Quiz at www.theprofitgoddess.com/tse