Careful You Don't Get Sand In Your Laptop
Mar 30, 2021
In the online business world, there are 2 very seductive words: PASSIVE INCOME
That Nirvana where you prop your laptop on your lap as you sprawl out on your sun lounger – your biggest problem of the day being how to stop sand getting into your mac while you take a dip in the warm water.
Though, to be honest, it wouldn’t really matter if it did, I mean all you’re doing is scrolling social media and shopping like an influencer on speed. It’s not like you have any actual work to do.
Your passive income just miraculously appears in your bank account day after day, right?
Hello?? Are you nuts??
THIS IS NOT A REAL THING. (sorry - getting a bit ranty aren't I!)
Here's the thing, it’s totally possible to create a profitable business model with an element of passive income, and for the 7 figure++ businesses it's possible to have an entire team managing ALL the things so that for YOU it’s passive income.
But for the vast majority of online business owners there’s hard work involved.
Of course, if you’ve created the right business model, it doesn’t necessarily FEEL like hard work because you’re doing what you love.
The Right Business Model
I encourage my coaching, consulting & course creating clients to create a business model based on my Pyramid approach. Yes, there’s a place for passive income at the bottom of that pyramid, but a well-rounded coaching / consulting practice has mid-tier programs & packages, and top tier, high ticket 1:1 services.
To sell your top tier services (and maybe your mid-tier too) you need to GET ON THE PHONE with your ideal clients.
Clients who are going to invest a significant amount of money to work with you want to be 100% sure that they feel comfortable with you, trust you, and most importantly, believe you can bring about the transformation they're seeking.
Understanding how to convert a discovery call into a sales call is crucial for you to sell higher ticket offers.
How to Convert a Discovery Call into a Sales Call
You need to master 3 things:
1. How to prepare (internally & externally) for a discovery call.
2. How to structure the call (there are 4 stages you need to move through – miss one and the call won’t convert to an enrolment)
3. How to sell (how to present your offer as the solution the client is looking for) AND how to overcome objections.
If just one of these elements is out of alignment you're going to end up having lots of nice chats with lots of lovely people, but they won't become PAYING CLIENTS.
No paying clients = no business.
Remember, your high ticket offers, where your clients get some 1:1 time with you, are the ones that create the most impact for the clients.
In the Bain & Co 'Elements of Value Pyramid' they are the services which fall under 'life changing'.
Your clients NEED the transformation that working with you will bring them and it's your duty to demonstrate that to them on the call.
There really is an art to the perfect discovery / sales call which, once mastered, uncaps your earning potential like nothing else.
If you'd like some help, apply HERE for a free strategy session.
Suggested Listening
#034 - How To Plan Like You Mean It with Sara Hartary
#031 - Looking Within to Stand Out Online with Hayley Maxwell
