Let’s talk about how to reverse engineer your own buying decisions and what you can learn from this. So, this week I made an investment in my business. And usually, at least 1 to 3 months I make an investment in my business. And that could be multiple things: a high-ticket coaching program for the specific level that I’m at, some type of done-for-you work, … But I’m always seeking out mentorship, proximity and you should do the same. It doesn’t matter where you’re at, it doesn’t matter if you’re just starting out, it doesn’t matter if you’re intermediate or doing very well or pulling crazy numbers, … We’re doing well but that makes it just more important to get the right support and mentorship. Even the best people in the world need mentors.
You can learn so much about the psychology of marketing and sales while buying a high-ticket offer
It’s really interesting, whenever I invest into some type of high-ticket offer, I started to be very mindful of what’s happening when I’m making an investment like that. Because there’s so much you can learn when you buy a high-ticket offer or an online course, about the psychology of the marketing and sales. So, let me explain to you what this looked like in this particular case.
The person that I invested in, was someone I didn’t know before, but he happens to have a very specific process that helps with Messenger marketing. And we have a pretty big Messenger marketing list, we have been using it successfully and I’ve been looking for a while to optimize that, to get better results. And I didn’t have anyone in my network until recently, who was really able to help with that. I’m not talking about the technical aspects of Messenger, I’m talking about how to use Messenger combined with Facebook Ads and video marketing to book calls for high-ticket programs. Because that’s exactly what we’re doing. And this person happens to be specialized in exactly that.
Specificity positions you instantly as an authority
The first thing I want you to notice is that specificity really matters. The fact that this person had been speaking exactly about the thing that I had been looking to do for a while now, instantly positioned this person as an authority and someone I’m interested in. If this person would have had general, generic messaging it would have been different.
The importance of organic marketing for building authority
The first thing I did is going to this person’s newsfeed to make sure I’m notified about all the posts. I then went and I scrolled through this person’s Facebook newsfeed and I checked out a whole bunch of posts. I read the posts and I made sure they’re coherent and that they made sense and I made sure that this person knows what he’s talking about.
This proves to you the importance of organic marketing, the importance of putting out content and posts. Because we use posts to quickly determine if what someone’s teaching makes sense or if it applies to us and if it’s helpful. And this person confirmed some things that I know are true, about webinars, about other things, so I was instantly drawn into his posts realizing that this person speaks directly to what I’m trying to do and thing that haven’t worked in the past, etc. So, boom, instant authority through this person’s content.
You could learn a lot by going through the buying process
And we do the same thing with our content by the way, on YouTube and Facebook, but it’s interesting when you’re actually on the other side, when you’re the one that’s going through the buying process versus the one who’s selling. That’s why you want to be very mindful whenever you go through a sale like this. Because you could learn a ton. So, I continued reading the posts, I googled the person and then I reached out on Messenger by saying: ” Hey, interesting stuff that you’re doing. Here are the problems I’m having. Here are some thing I’m trying to do with Messenger and Facebook Ads and stuff like that and I told him I would love to learn more about his process, etc.” and we set up a call.
Case-studies help to speed up the process
Then I asked him to send over case-studies. Because when you don’t know someone it helps speed up the process. And I never realized this and I understood the importance of testimonials and case-studies, but now I understand that it actually helps people speed up the trust building process. Because people don’t want to spend a lot of time and energy researching you, they want to see what other people have gotten from working with you so they don’t’ have to go do all the research and due diligence. It helps people save time, because it instantly builds credibility and trust.
During an enrollment call there’s going to be fear, doubt and insecurity involved
Then, during the call I was very aware of my own doubts, my own resistance that I had and I ended up investing in this person, which is cool. I’m looking forward to that. But during the whole call, I asked certain questions, I gave the person a bit of resistance and things like that. And what you can learn from this is that, no matter who you’re speaking with, to enroll high-ticket clients there’s going to be fear and doubt and insecurity involved.
Even when I invest into high-ticket offers, and I already invested so much into high-ticket programs in the past and I’ve gotten really good results, but still when you invest in something there’s this doubt. “Is this going to work? Is this going to be worth it?” It’s a moment of transformation that happens on these calls. As the person doing the enrollment calls, you need to be able to help the person overcome those doubts, fear and insecurity. And this person was able to do this, successfully.
Be mindful of what’s happening every step along the way
When you’re going through the buying process and you’re investing into a high-ticket offer, try to be super mindful of what’s happening every step along the way. What are the questions you’re having? What’s the things you’re doing? Are you checking out content? Are you asking for case-studies? What are the questions you’re asking on the actual sales call? And when you do this, you can see what your own clients are going through when they’re buying from you. You can feel the emotions people are going through. And then in the future when you’re doing your marketing and sales, you can optimize everything to help people overcome that. And you can also be more compassionate and understanding during your enrollment calls.
When you’re on the other side, your perspective shifts completely
So, there’s a ton to learn about marketing and sales in the high-ticket space, when you’re investing in yourself. Because when you’re on the other side, your perspective shifts completely. You pay attention to different things and it’s a whole other learning experience. So, if you’re mindful and you pay attention to this stuff, it’s a valuable skill for you to learn more about marketing and sales. And specifically, reverse-engineer the psychology of how high-ticket sales really takes place. So, try to do this the next time you’re investing and you’re going to learn a ton. I learn a ton every time I buy something from someone.
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