In my blog a few weeks ago, I talked about how if you are only trying to save money (If Your Brand is Only Helping People *Save Money*…), you are missing out. Some people want a “fast pass” option. Some people want Tiffany’s, some people want Target. Some people want Manolo Blahniks, some people want Birkenstocks. Once you are starting to regularly attract some ideal clients, you may want to have a couple of options for them to choose from.

 

#1 rule of sales: Too many options and the buyer says “no.”

Don’t have a million options.

Maybe start with two. Big Kahuna and “Basic” Option (whatever, the title isn’t important).

Big Kahuna needs to include everything that – in your expertise – someone who needs to have to get the result they want: best, fastest, easiest, most deeply, most sustainably.

One of my clients sells family trips so her Big Kahuna includes: family t-shirts, video, every detail of the trip taken care of, excursions planned for everyone to love, etc, etc. The end result they want: an amazing family bonding experience. She gets really creative in all the ways she can help them achieve that result before and after they get on the airplane for their destination (how fun, right?!)

Now, not everyone values all of that so she also offers a “Basic” option: book hotels, airplane and rental car.

 

How do you apply this to your business?

When you talk to your prospects, don’t start by asking their budget. Start by asking what they WANT. And then tell them how much that costs. They can adjust their desires from there. If they tell you they want”Manolo Blahniks”, don’t shield them from the Manolo Blahniks price tag. If it is out of their budget, you can still offer them Birkenstocks later. Maybe they can only afford the Birkenstocks today but, if they really want the Manolo Blahniks they will save up, ask for that raise they have been putting off, etc, etc. Don’t try to protect them from the Manolo Blahniks price – or discount it because you think they cannot afford it.

Maybe they don’t even know Manolo Blahniks exist. But once they see it, ooooooo they want it. Don’t be afraid to show them Manolo Blahniks. Don’t protect them from wanting. No one will be upset at the price tag of the Manolo Blahniks unless they want it and think they cannot have it. If they don’t want it, they could care less about the price.

 

Here is how this might play out in a sales conversation with my travel client

Customer: “I want to go on an amaziiiiing destination with my spouse, trip of a lifetime for a weekend”

You: “Awesome….tell me more about what amazing looks like for you”

Customer: “explains….”

You: “Wow that sounds great, in my experience a 5 star experience like that is going to cost around $30-$40k” (ballpark it + add your Big Kahuna fee)

Customer: “Wow that seems like a lot, I didn’t expect it to cost that much”

You: “Well you said you wanted XYZ, and here is what I can offer you – this estimate includes hotels, activities, my fee – do you want to move forward?”

Customer: “Oh, ok great! What is the next step??”

OR:

Customer: “That is more than I wanted to spend”

You: “How much did you want to spend?”

Customer: “10k”

You: “Ok great, so for that you can expect ___ kinds of hotels, ____ flights, ____ activities, etc, etc. and you can research all that on a resource like Expedia – is that more what you are looking for?”

Customer: “Yes”

You: “Ok great – if you find you get stuck, I do have hourly consulting packages I can help with some _____, + if you get a 5 hour package today for $____ I can research some amazing hotels for you in your budget. How does that sound?”

OR they might say:

You: “Ok great, so for that you can expect ___ kinds of hotels, ____ flights, ____ activities, etc, etc. and you can research all that on a resource like Expedia – is that more what you are looking for?”

Customer: “No”

You: “Well if you can increase your budget to $20k, I can do XYZ for you so the whole trip and experience are taken care of”

Customer: “Ok”

or….

You: “Well if you can increase your budget to $20k, I can do XYZ for you so the whole trip and experience are taken care of”

Customer: “But I can spend that extra $10k on hotels etc. if I do it myself”

You: “True, but many of my customers find that it is worth it to them not to have the hassle and feel 100% taken care of once they are there – the choice is yours”

Do you see how you aren’t leaving any money on the table, but just telling them the TRUTH??? Then, THEY get to decide what they VALUE and want to pay for vs you trying to figure it out for them or shielding them from the truth.

 

All of this requires that you have a lot of confidence in your area of expertise…

All of this requires that you have a lot of confidence in your area of expertise and really know, see, and believe in the value you have to offer. If this feels daunting, it means you need to work with the Inner Ideal Client (Finding Your Inner Ideal Client) to be able to have these kinds of conversations.

What is your Big Kahuna? What is your Basic? Do you have the confidence to recommend your Big Kahuna to your prospects?

Need help figuring it out or cultivating the confidence? Listen to my full training here, and if YOU want help creating this dream business: easier, faster, better, more deeply, more sustainably – make sure you check out my private coaching options (90 Days to an Extra $5k/mo) and let’s chat today. Don’t wait.