TLDR The conversation focuses on creating high-ticket offers for agencies by repositioning services to align with client's desire for growth and increased revenue. Key points include charging setup and retainer fees, extending contract length, adding revenue share, and using sales hacks for high-value deals. Additionally, the discussion emphasizes the importance of actively listening to clients, creating personalized growth plans, establishing credibility, and leveraging social proof. Pricing high-ticket deals involves being firm, providing two options to create a price anchor, offering a guarantee, using an ROI calculator, and using conservative numbers for B2B sales.
Reposition Your Offer to Guarantee Growth
To command six-figure fees, it's essential to reposition your offer to focus on delivering growth and increased revenue for clients. This involves moving away from delivering services and instead emphasizing outcomes and benefits. By aligning with what clients truly care about, you can stand out and charge significantly more. Guaranteeing this growth and adding stipulations can further strengthen your offer and set you apart in the market.
Establish Respect with Setup Fee and High Retainer Fees
Charging a setup fee helps establish respect and set the tone of the agreement, while higher retainer fees are crucial for maintaining profit margins while scaling the agency. Extending the contract length to 12 months instead of 30 or 90 days allows stacking clients and increasing profits. Adding a revenue share based on the delivered results maximizes earnings and solidifies your value proposition.
Craft Compelling Growth Plans and Establish Credibility
Thoroughly understanding the client's current strategies and pain points is key to crafting a compelling, personalized growth plan. Active listening, asking probing questions, and taking thorough notes are essential in creating a plan that resonates with the client's needs. Establishing credibility through storytelling and proof of expertise further strengthens the client's trust in your capabilities.
Create a Step-by-Step Guarantee, Backed by Social Proof
Breaking services into steps and guaranteeing results over 12 months through a step-by-step plan can create a logical and economic argument. Leveraging unique advantages, transparency, and actively demonstrating your role in the work can further convince potential clients. Justifying prices through a value stack and showcasing social proof strengthens your case and increases buy-in.
Use Psychological Price Anchors and Guarantees to Justify Pricing
Providing two pricing options, with the first being a high-ticket offer and the second being the desired option, creates a psychological price anchor that makes the desired option seem more reasonable. Adding a guarantee to your offer eliminates the risk for the client, significantly increasing your chances of closing the deal. Utilizing an ROI calculator to show potential financial gains for the client further justifies the high price and facilitates agreement.
Employ Conservative Numbers and Custom Sales Plans for B2B Deals
Using conservative numbers to set expectations lower and overdeliver is crucial in B2B sales. Calculating potential revenue, commission, profit, and pricing based on the client's data helps tailor a compelling custom sales plan. Offering a free plan for scaling sales to 100K a month and focusing on closing six-figure deals can set the stage for rapid scaling and success in the B2B market.
What are the key components of a six-figure offer for agencies?
The key components include repositioning the offer to align with what clients want, guaranteeing growth and adding stipulations, focusing on delivering outcomes and benefits, being seen as an internal person in the client's business, and gaining trust to control the business's growth.
What are the key points for charging higher fees and extending contract lengths?
The key points include charging a setup fee, charging higher retainer fees, extending the contract length to 12 months, and adding a revenue share to maximize earnings based on the results delivered.
What strategies are emphasized for booking sales calls and understanding clients' pain points?
The strategies emphasize booking sales calls immediately, actively listening, asking probing questions, taking thorough notes, and crafting a personalized growth plan with a bold headline, impactful outcomes, and identification of the client's pain points.
How can high-ticket deals be priced effectively?
It's important to avoid caving into clients' demands and provide two options, with the first being the high-ticket offer. Adding a guarantee to your offer, using an ROI calculator, and creating a psychological price anchor can significantly increase the chances of closing the deal.
What is the sales strategy for B2B sales and closing six-figure deals?
The strategy involves using conservative numbers, presenting a custom plan during calls, and focusing on closing six-figure deals and scaling quickly. Additionally, there is an emphasis on setting lower expectations and overdelivering.
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