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Most Entrepreneurs Don't Know How To Sell To Rich Buyers - How To Sell High-Ticket Services Ep. 4 - YouTube
Channel: Dan Lok
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share with me what have you talked about
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aha in size questions so that I can take
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a break right okay yes okay charge by
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charging the higher price points yes so
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many those like low paying I guess yes
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so you eliminate that in the only dealer
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plate the high-end coins
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yes eliminate like other risk yes yes
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how old are you 16 16 high school kid
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talking about sales funnel yeah yes yes
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telephone the back
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let's see some on the back awfully quiet
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you guys come on yes coming next call my
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Knicks yes yes a lot of time yes how
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because I actually tried to do some
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research
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yes my research like high net worth
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individuals I was researching the whole
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market yes but then I when I was trying
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to do like primary research yes couldn't
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find anything like about the need for my
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Anish ah what what do what would a
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fluent clients want I like like I
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couldn't find any like access you know
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all I'm talking to people like I just
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like that's not you mean access to to
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the ideal finds that you wanted to high
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net-worth yeah first of all people who
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are high net worth
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they are very what very protected very
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guarded I forgot it and you notice
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you've got to Amazon very few books very
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few authors first of all very few
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entrepreneurs know how to sell to
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affluent individuals very few do you
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know why because they are not want
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themselves we sell to who we are
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comfortable with so it's like a realtor
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well you know yeah I can sell you know a
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half a million condo I can sell selling
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a ten million dollar home I don't even
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know where to start man because I've
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never lived in attending the home so a
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lot entrepreneurs they are not
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comfortable and they don't know how to
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communicate with these people and they
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would very often project their value on
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them okay let me give an example before
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the hour ached I was one of my dream car
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when I was younger and twenty someone
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years old was the our X master I accept
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you remember right yeah two out the red
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and I had it on my online vision board
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and said you know someday I'm gonna get
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the car and I would go to different I
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would go to the master dealership and I
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will try to test-drive the car okay
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and I now will test go to one dealership
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and test drive couple months later go to
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a different dealership of course right
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and you test drive and a test over three
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four five times it violet I could afford
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it I walked into the dealership Burnaby
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on King's way I walked in dealership I
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said I want that car and the the
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salesman was saying well would you like
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to test drive it I said no but like do
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you want me to walk you through the
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features and he was walking through the
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whole well let me show you the the
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engine and this is it I'm ready to buy
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like dude take my money right oh no let
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me walk you through this and this and
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there and then Oh actually no we have
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this option here then it's actually cost
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less like you know you can save some
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money on the you know the the whims and
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the tires I don't want to [聽__聽] save
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money don't you get it give me the best
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oh no no no you don't want to waste
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money on that and I was getting so
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pissed off I said let me talk to your
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manager and the manager was smart they
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may hate sure you know you're licking
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this car good-looking car yes I want to
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buy it I said you know you've got just
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one in the store but not for every
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customer
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slick not for everyone and it's really
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bit more expensive it's got all the
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features and some proven this and there
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and we explained by you know cost a
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little bit more than a usual feature use
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usual model that's the one I would take
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five minutes close myself got paperwork
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right just now financing everything else
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so the sales guy was projecting his
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values on me right
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because I'm not I'm looking to buy a
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sport car I'm driving a minivan he
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doesn't he's not listening to my needs
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so when you sell today I'm going to go
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into some strategies and psychology how
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to sell to affluent clients then that's
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why most entrepreneurs were comfortable
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selling to people at the same level or
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maybe slightly higher and I always say
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if you are it's like there was a the
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other day I was talking to a coach a
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coach there's so many coaches nowadays
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is unbelievable I coach anyway a success
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coach whatever the [聽__聽] that means
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a success coach and he was struggling
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and he's saying you know Dan and I try
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to sell these clients man I try to sell
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them a ten thousand dollar package and
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I've been trying man it just nobody
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would buy I said hmm as I have you
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bought a 10,000 dollar package
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have you ever invested $10,000 in
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coaching yourself so no hell no I'm
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lucky I paid 10 grand so you have not
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done that before you don't know what
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it's like
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this is invest ten thousand in coaching
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then how can you expect you could sell
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someone on the idea to pay your ten
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thousand for coaching it doesn't make
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sense because you have experienced it
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and I said you first thing you got to do
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you better make enough money so you
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invest in somebody right that you know
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what it's like that ten grand you write
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that check you know what it's what
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experience is like it's all that's the
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problem does that make sense
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that is the problem so let's talk about
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self-image for example for a second year
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so most entrepreneurs most of the time
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they are too slow do you want to raise
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their prices and it's more about
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confidence and self image than the
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actual value delivered it has to do a
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lot with self-image because you don't
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believe in such of entrepreneur you
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don't believe you're worth it
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you don't believe or maybe it's not the
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right time or scarcity mindset right
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Thomas oh if I raise my prices all my
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customers they're going to leave me
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they're going to be gone oh my god then
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I'm
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not gonna have money coming in I'm going
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to I can't pay the bills the scarcity
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mindset kicks in if you are most water
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if entrepreneurs if you're afraid to
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raise your prices and you're free
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customers will leave it's not a pricing
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issue it's a marketing issue it means
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your pipeline is not full enough you
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don't have enough people you're talking
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to you're not selling to enough people
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not enough volume that's why you're
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afraid if you're so busy if so much
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business coming in you know if you
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increase your prices you lose 10 20
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percent do you care no because you lose
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that 10 20 percent it will be replaced
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by what better customers so it's a sales
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issue your pipeline is full you don't
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care you do not that's the same thing
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why I tell the the person and it's
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bitching about the 20 bucks that [聽__聽]
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off my goal is to impact a million
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entrepreneurs a million entrepreneurs
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there are a lot of entrepreneurs out
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there I don't have time to care about
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everyone's feeling if this is the big
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picture
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if you think about it right 7 billion
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people on the planet I'm busy move on
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that's how I think so same thing with
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the business if you're busy you don't
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care and always sometimes I check out
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there let me ask you a question out
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there people are there customers within
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your business right now just to picture
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this okay
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are there customers with their business
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right now that you're just like you will
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be happy very happy to get rid of them
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yes
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those are what I call clients from hell
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but why don't you get rid of them
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because they pay you also because what
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fear yes
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they keep coming back right the pink in
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the ass to deal with and they keep
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coming back but think in terms of these
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difficult clients if you get rid of them
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just imagine for a second let's imagine
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for a second okay if you get rid of them
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how would you feel okay and and and how
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much more time that will free you up so
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you could do more for the other clients
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and you can attract better clients so
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it's almost self image it's fear ten
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times your finances ten times your
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business ten times your marketing ten
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times your life hit the subscribe button
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now
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