Podcasts Business Marketing Speak 124. Mastering High Ticket Selling with Jennifer Diepstraten

124. Mastering High Ticket Selling with Jennifer Diepstraten

Published: March 7, 2018, 1 p.m.

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My guest today, Jennifer Diepstraten, is an expert on getting paid top dollar and closing big sales. She has successfully and rapidly grown her own business to multiple six figures, so she definitely walks the talk! In our conversation, she\\u2019ll address various aspects of how to command dramatically higher rates for your services. You\\u2019ll learn how to identify your quantum benefits, raise rates for your existing clients, and more.

Find Out More About Jennifer Here:

Jennifer Diepstraten on Facebook
 Jennifer Diepstraten on LinkedIn
 Jennifer Diepstraten on Twitter
 Jennifer Diepstraten on FamilyCo
 High Ticket Sales Success

In This Episode:

  • [01:18] - Why are people shying away from high-ticket selling and going for lower offers?
  • [02:57] - Jennifer takes a moment to talk about all the great things about high-ticket selling, which has a lot to do with the type of clients you get.
  • [05:09] - We hear how Jennifer qualifies potential clients or leads and figures out if they\\u2019re right for her. She then shares a story to illustrate her point, explaining that successful entrepreneurs are able to \\u201cpull apart their toys\\u201d and identify the value in their service.
  • [11:04] - What would be an example of a quantum benefit that was \\u201cburied under the pile\\u201d in Jennifer\\u2019s metaphor?
  • [15:33] - Jennifer talks about the results that her client from the previous example had with raising her rates based on the benefits she offered.
  • [16:50] - Stephan thinks it\\u2019s important to offer high-ticket items for several reasons, which he explains.
  • [18:11] - Jennifer takes a moment to talk with Stephan about why his services are worth so much and his rates are as high as they are.
  • [23:43] - Jennifer digs deeper into her discussion about Stephan\\u2019s services by asking him how many nuances a second-stringer analyst might make.
  • [26:52] - After hearing Stephan\\u2019s explanation, Jennifer has heard four quantum benefits already. She explains them in more detail.
  • [32:59] - If you want to incorporate these quantum benefits into your signature talk, how would you do so? In answering, Jennifer begins by clarifying what a signature talk is and why you need one.
  • [37:10] - The product solves the problem, Jennifer explains.
  • [38:09] - How does Jennifer make her potential clients do the \\u201chomework\\u201d that she assigns to them?
  • [40:28] - Jennifer talks in more depth about her homework videos.
  • [43:29] - Your quantum benefits are probably already in videos you made before defining what they are, Jennifer explains.
  • [46:29] - Jennifer shares her advice on raising fees and having people actually pay you the higher amount.
  • [48:26] - Stephan brings up a specific example using his daughter to draw out Jennifer\\u2019s wisdom on pricing. Jennifer then offers her advice on how people in positions similar to Stephan\\u2019s daughter can increase their income.
  • [53:30] - Is there a close technique that works like magic for Jennifer?
  • [57:23] - Stephan brings up Jennifer\\u2019s One Call Blueprint, and throws in a little plug for Jennifer involving his wife.
  • [59:42] - Is Jennifer available if listeners want to work with her directly for a one-on-one coaching or mentoring situation?

Links and Resources:

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