Best conversion process for high value clients?

banwork · 2nd Jul 2014, 12:11 PM

What do you think is the best way to attract and convert clients spending at least $100/week and usually $1,000/month+ on online business consulting services and internet marketing types of work?

Most of the sales funnels I see on the warrior forum appear to be for people mostly interested in free offers, one time purchases, and membership programs that mostly are under $99/month total or less which consistently feature upsells to thousand plus dollar programs. Most approaches are designed to "funnel" you in.

The problem I see is that the usual funnel approach deters most bigger clients from getting started. I say bigger in the sense of people that could consistently spend thousands. I know this first hand because I never sign up or go through anyone else's email process because when I want to spend my money, I want to make my decision nearly 100% before I have to give anything including an email. I have ordered a few PDF reports just to see what other people do and I end up immediately unsubscribing from their lists to avoid their upsell pitches. When I decide to work with someone, I want to see portfolios with impressive clients or samples of actual work and then talk about it right away. As far as I can tell, most of the highly desirable clients work this way too.

This leads to the idea of sharing value first for free and then minimizing the friction between communicating with big clients. What do you think of this type of conversion process? I have tried to make my website in line with this conversion process and I value your opinion on my website at jerrybanfield.com because there is so much I do not know still. My frustration is that I do not even know what I should learn more about.

I would love your opinion on what you think the best conversion process for high value clients is so that all of us can speed up our learning.

savidge4 · 3rd Jul 2014, 02:53 AM

Jerry,

First let me say that I have watch some of your videos. In particular a video you did on Facebook advertising. Your method has made me money. I have shared the video with others, and THEY have made money. Easy to understand and very to the point. Thank you for that.

Now to your page...

So you want to attract $1000 a month clients... I hate to say it but not with that site! Page development is no more than a glorified Facebook ad. What are the principles behind a solid facebook ad? A solid headline, and a focused solid product pitch. Do you have either?

"What does Jerry Banfield do for you?" is not quite cutting the mustard. "Want to drive insane targetted traffic to your website?" might be a bit more appropriate.

I hate to say it but the page is about YOU. I have this, I do this, My MY MY. what about me the client?

I think you need to separate your personal inspirations away from your business ones. Its ok to introduce your personal site on a business page, but they really should not be the same site. ( I understand your "Center" and that is not what i am referring to, its the Xbox videos! haha )

Your homepage... What do you offer? digging a bit on your own site I see 3 offerings; Facebook ads, Google AdWords, and YouTube advertising. That should be front and center. ( I found that you offer more after writing that, but these are your 3 main topics )

So your home page should consist of a solid headline. Want to Drive Insane Targeted Traffic to Your Site? Right below that your 3 areas of expertise. Click to learn more.

Below that, Testimonials. A list of some of the companies in 30+ countries that trust you to run their campaigns. And that is IT. no videos no blog posts.. save all that for later.

Now you have definition... you have purpose.. you have direction. More importantly You have just created the start of a funnel. On each of those pages pitch your service, what is the value in the service you provide. offer a Video ( ONE Video ) for each topic. Close the deal. get them to sign up for your Newsletter. Again stay focused on the goal.

Here is a phrase I use "1 Page 1 Purpose" the farther you stray from that idea... the lower your conversion. That is the idea right?

Hope that Helps!

banwork · 5th Jul 2014, 10:40 AM

Thank you very much for your feedback on my website! Given that I share so much value, your point that the website seems all about me is very well taken. I have updated the website to be a little more about what I can do for people and a little less about me.

I guess another good thing for me to do would be to hire someone else that does what I do and see how exactly they can convert me?

savidge4 · 6th Jul 2014, 12:12 AM

Jerry,

but what about you making money? Believe me, I understand the part of giving value. but the value in your case is almost self defeating. why would I hire you if I can watch one videos and get decent to great success? ( I got 8000 page likes and 2000 shares from one image recently from ONE $5.00 campaign ) THANKS TO YOU! It was all due to targeting and timing.. it was simply awesome!

You need to find the balance in what it is you want to offer ( that pays the bills and allows you the time to make these videos), with offering value to your readers.

a real rough... Him My name is Jerry Banfield. I have been developing marketing techniques for Facebook, Google Adwords, and Youtube since ####. Blah blah blah so many business' in over 30 countries.

You can look at the services that I provide, and start using my years of experience today. Or if you like you can look over my videos where I get in depth into the methods I use.

You need to be upfront that you do this for a living. These are the services thatI provide. here is what I can do for YOU ( insert testimonials here )

The freeby information needs to go a bit deeper in the site. THIS information IS BAIT... this is the content that will bring in the prospects. There are 2 variables in life. there is time and there is money. there are guys like me that may not really have the time but make it... that will try to figure out marketing tactics, and then there are those, that simply do not have the time or the expirience and would hire a guy like you.

THAT is your target.. that is the language you need to speak. time is a powerful variable. in case studies the use of time beat out the use of money in advertising. IE "Saves you time" was more effective than "Saves you money"

hope that helps!

peekay · 6th Jul 2014, 10:06 AM

Hi banwork

The trouble is you could be right, you could be dead wrong, but you don’t know it.

My opinion, your opinion, anybody else’s opinion on the Warrior forum doesn’t matter.

What matters is what visitors to your website will do.

So my answer to you is quite simply “Test that!”
Yes do a test, don’t go with your gut feeling or what people tell you.

Let your website visitors be the final judges of how you ultimately serve them.

Why not do a 50/50 split test of your current approach versus the one "for people mostly interested in free offers"

Apart from 50/50 split tests, put a survey up on your website and ask visitors for feedback and what they want, you will be surprised by the amount of insight you get.

Here is a survey tool from Google - Home | Google Consumer Surveys

I am sure when you receive scam emails claiming they would like to transfer 100s of millions of Dollars into your bank account, you just laugh and think to yourself, “who falls for this?”.
Well a former US Congressman did - Former Congressman Duped by Nigerian Scams - ABC News

So-called “bigger clients” do not develop a second head when they go to their offices.
As human beings we are all driven by the same emotions – greed, anger, fear, etc.
these can be exploited irrespective of the individual.

banwork · 10th Jul 2014, 05:25 PM

Originally Posted by savidge4

Jerry,

but what about you making money? Believe me, I understand the part of giving value. but the value in your case is almost self defeating. why would I hire you if I can watch one videos and get decent to great success? ( I got 8000 page likes and 2000 shares from one image recently from ONE $5.00 campaign ) THANKS TO YOU! It was all due to targeting and timing.. it was simply awesome!

You need to find the balance in what it is you want to offer ( that pays the bills and allows you the time to make these videos), with offering value to your readers.

a real rough... Him My name is Jerry Banfield. I have been developing marketing techniques for Facebook, Google Adwords, and Youtube since ####. Blah blah blah so many business' in over 30 countries.

You can look at the services that I provide, and start using my years of experience today. Or if you like you can look over my videos where I get in depth into the methods I use.

You need to be upfront that you do this for a living. These are the services thatI provide. here is what I can do for YOU ( insert testimonials here )

The freeby information needs to go a bit deeper in the site. THIS information IS BAIT... this is the content that will bring in the prospects. There are 2 variables in life. there is time and there is money. there are guys like me that may not really have the time but make it... that will try to figure out marketing tactics, and then there are those, that simply do not have the time or the expirience and would hire a guy like you.

THAT is your target.. that is the language you need to speak. time is a powerful variable. in case studies the use of time beat out the use of money in advertising. IE "Saves you time" was more effective than "Saves you money"

hope that helps!

You have hit right on what has been most challenging for me is striking a balance between free content and getting paid. Before I shared what I did, it was easy to get people to pay me a few hundred to get them likes. After I started sharing what I did for free, nearly everyone figured they should do it themselves which cost a lot. At the same time, more people started asking for bigger help on larger campaigns. I lost a lot of smaller customers but got bigger ones. I adjusted my business to serve mostly larger clients. Then several of my clients stopped running Facebook ads, gave up, or took over themselves.

After a lot of research on the warrior forum, I realized I needed a better conversion strategy for people looking for free or low cost help. My updated business model is to do more email marketing like I swear everyone on this forum told me and everyone else to do and to make sales on my Udemy courses for around $20.

In response largely to your feedback and emails I have received from others, I have made a landing page at Free Digital Marketing and Online Advertising Tutorials to start exercising my other business model.

Thank you very much for your feedback!

Originally Posted by peekay

Hi banwork

The trouble is you could be right, you could be dead wrong, but you don’t know it.

My opinion, your opinion, anybody else’s opinion on the Warrior forum doesn’t matter.

What matters is what visitors to your website will do.

So my answer to you is quite simply “Test that!”
Yes do a test, don’t go with your gut feeling or what people tell you.

Let your website visitors be the final judges of how you ultimately serve them.

Why not do a 50/50 split test of your current approach versus the one "for people mostly interested in free offers"

Apart from 50/50 split tests, put a survey up on your website and ask visitors for feedback and what they want, you will be surprised by the amount of insight you get.

Here is a survey tool from Google - Home | Google Consumer Surveys

I am sure when you receive scam emails claiming they would like to transfer 100s of millions of Dollars into your bank account, you just laugh and think to yourself, “who falls for this?”.
Well a former US Congressman did - Former Congressman Duped by Nigerian Scams - ABC News

So-called “bigger clients” do not develop a second head when they go to their offices.
As human beings we are all driven by the same emotions – greed, anger, fear, etc.
these can be exploited irrespective of the individual.

You are exactly right that the bigger clients are just people too. My biggest client has worked with me nearly since I started and I never would have guessed from his first order of a few hundred Facebook likes that he would turn into giving me more business than most of the rest of my clients combined. I have started using landing pages to give everyone the chance to become anything from an email subscriber to a large client and appreciate your feedback that has encouraged me to push forward with this approach!

savidge4 · 11th Jul 2014, 12:17 AM

Jerry,

If you were a client, this would be some of the changes that I would suggest:

The top Yellow text: "THANK YOU to My 2,000,000+ Viewers"
Top White text: "that have created success using my free digital marketing and online advertising resources!"

Move your Social block up in the blue section inline with your picture.

Right below the blue section in a darker blue try "Get the information you need, at a price you can afford!" ( this is just an idea ) You really need a solid headline, to grab attention

text: You don't have to struggle as long as I did! If you are a coach, consultant, author, speaker, marketer, advertiser, or are working online this FREE information will maximize your success.

High quality free help with Facebook ads, Google AdWords, YouTube advertising, creating a website, optimizing online business systems, generating leads, and making sales online is just a click away!

Button: "Get Your Free Access Now!" ( "Join Us!" is simply not screaming click me )

Text "Your Free Email Access has:" All in the same dark blue.

Numbers: 1,2,3,4, and 5 color in the circle in the yellow used in the top section leaving the number white.

! text box: I would switch this to a simple rounded corner box using the light blue ( header color ) with white text: Access to my community is immediately helpful. Including hundreds of hours of the best free video tutorials, online courses, and how to articles. Start succeeding in digital marketing, online advertising, Facebook ads, Google AdWords, and YouTube advertising.

I would insert 3 testimonials here 1 | 2 | 3 ( if you need one, I personally would be more then please to write one for you! )

Text Dark Blue: "Start learning, and Start Converting Today!"

Button: "Get your Free Access Now!" I might not make the button so big. It looks more like a banner than a button.

Button text: I would try the standard black or white for the text color, or try the new darker blue that has been introduced.

Hope that Helps!

Cam Connor · 11th Jul 2014, 01:50 AM

First of all, are you targeting these people in your marketing efforts? Are you marketing on sites where they'd be?

Secondly, if these auto-responder series offered you genuine value, would you unsub? If yours offered genuine value before going for the juggular, would you unsub?

I think not.

Third, instead of trading a report for an opt-in, you could test trading it for a full lead, and then following up with that lead over the telephone (old skool I know).

misterme · 14th Jul 2014, 10:35 AM

Originally Posted by banwork

The problem I see is that the usual funnel approach deters most bigger clients from getting started. I say bigger in the sense of people that could consistently spend thousands. I know this first hand because I never sign up or go through anyone else's email process because when I want to spend my money, I want...."

That's what YOU do but your best clients may not behave like you. They may surprise you, just as that first client who surprised you by becoming your biggest client.

Originally Posted by banwork

I have ordered a few PDF reports just to see what other people do and I end up immediately unsubscribing from their lists to avoid their upsell pitches.

No, that's the part you want to study from the succesful outfits doing that so you can see what they figured out to turn free reports into paying clients.

banwork · 19th Jul 2014, 08:33 PM

Originally Posted by savidge4

Jerry,

If you were a client, this would be some of the changes that I would suggest:

The top Yellow text: "THANK YOU to My 2,000,000+ Viewers"
Top White text: "that have created success using my free digital marketing and online advertising resources!"

Move your Social block up in the blue section inline with your picture.

Right below the blue section in a darker blue try "Get the information you need, at a price you can afford!" ( this is just an idea ) You really need a solid headline, to grab attention

text: You don't have to struggle as long as I did! If you are a coach, consultant, author, speaker, marketer, advertiser, or are working online this FREE information will maximize your success.

High quality free help with Facebook ads, Google AdWords, YouTube advertising, creating a website, optimizing online business systems, generating leads, and making sales online is just a click away!

Button: "Get Your Free Access Now!" ( "Join Us!" is simply not screaming click me )

Text "Your Free Email Access has:" All in the same dark blue.

Numbers: 1,2,3,4, and 5 color in the circle in the yellow used in the top section leaving the number white.

! text box: I would switch this to a simple rounded corner box using the light blue ( header color ) with white text: Access to my community is immediately helpful. Including hundreds of hours of the best free video tutorials, online courses, and how to articles. Start succeeding in digital marketing, online advertising, Facebook ads, Google AdWords, and YouTube advertising.

I would insert 3 testimonials here 1 | 2 | 3 ( if you need one, I personally would be more then please to write one for you! )

Text Dark Blue: "Start learning, and Start Converting Today!"

Button: "Get your Free Access Now!" I might not make the button so big. It looks more like a banner than a button.

Button text: I would try the standard black or white for the text color, or try the new darker blue that has been introduced.

Hope that Helps!

Absolutely awesome advice thank you! I will be making all of the changes you recommended on my landing page because they make sense and take what I have already written but put it in a way that is more engaging. I really appreciate your advice here!

Originally Posted by Cam Connor

First of all, are you targeting these people in your marketing efforts? Are you marketing on sites where they'd be?

Secondly, if these auto-responder series offered you genuine value, would you unsub? If yours offered genuine value before going for the juggular, would you unsub?

I think not.

Third, instead of trading a report for an opt-in, you could test trading it for a full lead, and then following up with that lead over the telephone (old skool I know).

I am marketing on websites including warrior forum, Facebook, and many others. I guess I should start looking for an auto responder series that offers value. Since I have not found one yet mainly because I have not tried very many, I could learn a lot by seeing what other people are doing right and integrating that into what I do right. Great suggestion!

Originally Posted by misterme

That's what YOU do but your best clients may not behave like you. They may surprise you, just as that first client who surprised you by becoming your biggest client.

No, that's the part you want to study from the succesful outfits doing that so you can see what they figured out to turn free reports into paying clients.

You are right my clients behave all over the board from just like me to totally different. I will make sure to try participating in some other people's funnels

banwork · 3rd Sep 2014, 09:24 AM

The help you all provided has encouraged me to setup a simple funnel where everyone lands on the page with both free offers and the upsells in a smooth process. I value your feedback on these huge changes I made to my process based on your feedback. My funnel now looks like this:

Free offer (testing many different free offers to see which works best)
Confirmation page
Free offer download plus upsell page

All free offers go to the same page now allowing for big clients to scroll down and see more expensive options. What do you think now?

Raydal · 3rd Sep 2014, 07:53 PM

Originally Posted by banwork

I would love your opinion on what you think the best conversion process for high value clients is so that all of us can speed up our learning.

From a marketing perspective, the rule of thumb is the more work and
expertise that is involved in the service you are offering, then the more
INFORMATION you can give away for free. The reason for this is simple.
The more skills your service requires the less likely is that the prospect
would want to do this for himself BUT he wants to know that YOU
know how to do it.

For example, a lawyer may tell you how to set up a corporation because
he knows that you'll want an expert to make sure that everything is set
up right.

As a copywriter I can give away the farm in terms of information
on copywriting because writing is tough work and most people
want it done for them, even though they may know how to do it
themselves.

So if the information you are giving away are leading people to
EASILY get the same results you are offering, then you are losing
business. So you would want to give away the WHAT but not
the HOW.

As to the expensive clients, you may want to consider a
White Paper approach because they are accustomed to
that approach for selling expensive stuff. In that paper
you can show off your knowledge about social marketing
(giving the WHAT) and invite them to come to you for the
HOW.

Hope this makes sense,

-Ray Edwards

savidge4 · 3rd Sep 2014, 10:43 PM

Let me extend on what Ray has said. There are 3 categories of information. There is product based information, and then there is 2 types of knowledge based information. Those are "free" Information and "valued" information.

Product information is simple. You want to provide as much information about a product to a prospect / customer. Basically this means you are providing information that will answer any question that person may have and place their mind at ease in the purchase of your product. It comes down to the more information you can provide, the better off you are and the customer is. ( A informed purchase is a good purchase )

What you ( Jerry ) share and do falls under the knowledge based information. The 2 types here are "free" and "valued" Free information in general will fall under the idea of being concepts or theory. Sharing enough to more than enough, but not giving away the ranch. Valued information is the flip side of that and it is the detail. How to do something.

Jerry... YOU have given away the Ranch. I looked at you page today and read the comments on your home page. How many times do you read "I followed Jerry's system step by step and got X thousand likes in a day for .01 each" I know I have told you that. I believe there was 2 or 3 on your page RIGHT NOW that are basically saying the same thing.

I know I don't get to say this very often... YOU have a Facebook system that works! The only thing missing at this point is the $7 or the $27 or the $47 or the $97 I didn't have to pay to get the information - because you GAVE IT AWAY.

I understand where your mind and heart is at. I get it. You have to give to receive. I am with you. BUT... The willingness to receive is as integral as the giving.

You are so busy giving... feeding the little fish... EXPECTING the big fish to come and say here do this for me. In the meantime the little fish have become big fish from your knowledge. They, we, me are not coming because we NOW know how - You GAVE us the keys to the kingdom already.

I am going to be dead straight honest with you and tell you that I have incorporated your system into my business. I tell my clients that I need a facebook account and $200 for traffic and I will build and develop their following in 10 days. $450 please. You and I both know we are talking what... 5 hours? maybe...

YOU my friend are a freakin expert. You don't have the methods that might work... THEY DO WORK. and everyone AROUND you is making money but you.

You really need to sit down, think this through, and break your 2 hours worth of facebook material down to 4 or 5 modules, and sell it. I will be the FIRST in line to buy it. Heck I would be the first in line to affiliate and sell it... because as much as I like telling people to watch your video, id rather sell it to them!

Having product in this market place is the difference between being a guy that knows what he is talking about... and a Guy that is getting paid, because he knows what he is talking about.

The attention that YOUR product would produce, would in turn bring in the whale accounts you are looking for. WHY? Because you NOW have a loyal following of a PRODUCT. You have become Validated in the market place as someone that KNOWS what they are talking about.

I hope this helps!

banwork · 8th Sep 2014, 04:46 PM

Originally Posted by Raydal

From a marketing perspective, the rule of thumb is the more work and
expertise that is involved in the service you are offering, then the more
INFORMATION you can give away for free. The reason for this is simple.
The more skills your service requires the less likely is that the prospect
would want to do this for himself BUT he wants to know that YOU
know how to do it.

For example, a lawyer may tell you how to set up a corporation because
he knows that you'll want an expert to make sure that everything is set
up right.

As a copywriter I can give away the farm in terms of information
on copywriting because writing is tough work and most people
want it done for them, even though they may know how to do it
themselves.

So if the information you are giving away are leading people to
EASILY get the same results you are offering, then you are losing
business. So you would want to give away the WHAT but not
the HOW.

As to the expensive clients, you may want to consider a
White Paper approach because they are accustomed to
that approach for selling expensive stuff. In that paper
you can show off your knowledge about social marketing
(giving the WHAT) and invite them to come to you for the
HOW.

Hope this makes sense,

-Ray Edwards

Ray,

Thank you for recommending the term "white paper" since this is such a simple change I can make and now that you mention it, I respect the sounds of a white paper a lot more than a "PDF" or anything else.

You are right about inviting for the how. The challenge I have found is that I can only get people to come for me for the how most effectively if I make direct contact with them. I started my business this way and got big quick by approaching people that needed the what and offering to do the how. Eventually, I just gave up doing that since scaling it took more and more work. That lead to just giving it all away for free and hoping good things would happen.

Originally Posted by savidge4

Let me extend on what Ray has said. There are 3 categories of information. There is product based information, and then there is 2 types of knowledge based information. Those are "free" Information and "valued" information.

Product information is simple. You want to provide as much information about a product to a prospect / customer. Basically this means you are providing information that will answer any question that person may have and place their mind at ease in the purchase of your product. It comes down to the more information you can provide, the better off you are and the customer is. ( A informed purchase is a good purchase )

What you ( Jerry ) share and do falls under the knowledge based information. The 2 types here are "free" and "valued" Free information in general will fall under the idea of being concepts or theory. Sharing enough to more than enough, but not giving away the ranch. Valued information is the flip side of that and it is the detail. How to do something.

Jerry... YOU have given away the Ranch. I looked at you page today and read the comments on your home page. How many times do you read "I followed Jerry's system step by step and got X thousand likes in a day for .01 each" I know I have told you that. I believe there was 2 or 3 on your page RIGHT NOW that are basically saying the same thing.

I know I don't get to say this very often... YOU have a Facebook system that works! The only thing missing at this point is the $7 or the $27 or the $47 or the $97 I didn't have to pay to get the information - because you GAVE IT AWAY.

I understand where your mind and heart is at. I get it. You have to give to receive. I am with you. BUT... The willingness to receive is as integral as the giving.

You are so busy giving... feeding the little fish... EXPECTING the big fish to come and say here do this for me. In the meantime the little fish have become big fish from your knowledge. They, we, me are not coming because we NOW know how - You GAVE us the keys to the kingdom already.

I am going to be dead straight honest with you and tell you that I have incorporated your system into my business. I tell my clients that I need a facebook account and $200 for traffic and I will build and develop their following in 10 days. $450 please. You and I both know we are talking what... 5 hours? maybe...

YOU my friend are a freakin expert. You don't have the methods that might work... THEY DO WORK. and everyone AROUND you is making money but you.

You really need to sit down, think this through, and break your 2 hours worth of facebook material down to 4 or 5 modules, and sell it. I will be the FIRST in line to buy it. Heck I would be the first in line to affiliate and sell it... because as much as I like telling people to watch your video, id rather sell it to them!

Having product in this market place is the difference between being a guy that knows what he is talking about... and a Guy that is getting paid, because he knows what he is talking about.

The attention that YOUR product would produce, would in turn bring in the whale accounts you are looking for. WHY? Because you NOW have a loyal following of a PRODUCT. You have become Validated in the market place as someone that KNOWS what they are talking about.

I hope this helps!

savidge4,

Thank you for your incredibly positive feedback and kind words! If you want people on my website to see them, the homepage has an option for Facebook comments and I would love people to see what you have to say and then want to find out more about you!

You are exactly right and I finally have put what I do and how I do it into a Udemy course that I offer on my website. After a year of trying to sell my Udemy course, giving up, giving it away, struggling with bad reviews, giving up again, and then doing something about getting the course ready to sell, it finally is selling both through Udemy organic and affiliate traffic. Udemy affiliates can easily sell it with a promo code and I offer an even better package to email subscribers that gives a free code where the person buying access can then accept payment directly and give access to the free code.

In response to my original question of converting high paying clients, I still am unsure how all of this works out. I do know the opportunities I have keep getting better at the same rate that I give other people opportunities to succeed. Your kind feedback is what motivates me to keep going and try harder.

The new funnel I posted above and those I tried recommended by others so far seem to not be doing much. My double opt in process encourages mostly hard core fans and seems to screen out most of any efforts I make to do it the way most people think you should.

I am reading a book called "Youtility" that seems to explain well why sharing both what and how works great for the long time. savidge4, your awesome feedback inspires me to keep going!

livi · 9th Sep 2014, 07:15 AM

This leads to the idea of sharing value first for free and then minimizing the friction between communicating with big clients. What do you think of this type of conversion process? I have tried to make my website in line with this conversion process and I value your opinion on my website at jerrybanfield

cheers

livi

AnthonyCapetola · 9th Sep 2014, 02:01 PM

Call to action? It took me a few moments to realize what you are actually "selling." No matter where someone lands on your page they should know exactly what you do/what you offer and there should be white papers highlighting the success others have had with your product/service.

Needs a professional overhaul, needs to speak to the needs of the user/visitor.

Abhinay Reddy · 18th Sep 2014, 07:30 AM

Alright so here's my suggestion on this.

I've moreover seen two modules people use to sell consulting.

#1 - Free 30 mins consulting - High Ticket Consulting.

Now the key in this type of consulting is never do it without collecting an initial deposit. What you can actually do is to collect an initial deposit worth 50% of your consulting cost.

And then qualify them to be on a consulting call with you, and then give out pure value, if the person buys then charge them the 50% more, if he doesn't then refund his money.

And use another key strategy - OVER DELIVER.

Just because they've ordered a 30 min consulting doesn't mean you have to provide only a 30 minute consulting. Over deliver by giving them some extra time, this builds up reciprocity. Then Do the CTA. If you've given good value and built up a good image, people will buy.

Now, the reason for collecting the initial deposit is that you won't attract freebie seekers, you will attract only serious people who have the cash to pay so this means everything depends on your influence skill.

This is one model. And a tip :- Always price the consulting opportunity high. People associate value with money so they both run parallel to each other, and in the other way people will also know that your time is very precious so this influences them to buy. And you'll get better customers this way.

Model #2 - Tripwire - Product 1 - consulting upsell.

This is not a model i prefer, although it might work.

The headline explains everything lol.

Ab

quadagon · 18th Sep 2014, 09:55 AM

@Abhinay Reddy

Is this a tactic you've sucessfully used? Reason i ask is that taking a deposit for a free consultation seems to be creating friction.

In one if my companies we look for high value clients. In this model you need to use marketing that attracts your ideal customer whilst repelling non ideal customers.

How, i lay out the criteria for working with us. I am upfront that we turn down more enquries than we accept and what it takes to work with us. I also lay out the benefits that qualifying companies can expect. Its essentially reversing the model companies have to sell themselves to me.

I split teste consultations as a lead magnet the offer was the same an initial telephone conversation followed by a 1 hour board room meeting. The difference in the offer was that one was free and the second i charged a discounted rate. Far and away the most succesful campaign was where i charged for the initial consultation. There were less enquiries, higher conversion and a vastly increased lifetime customer value.

So i guess i would be more inclined to try one way or another.

Eric

selfdisciplineacademy · 24th Sep 2014, 09:47 AM

Add more value. Emotion and logic.

Find out what already influences them. Many people that have lots of money are persuaded by charity to donate, (which is great) - Need for contribution

Find there need and fill it

misterme · 25th Sep 2014, 09:28 AM

Jerry,

It seems to me you're sitting on a golden egg.

99.02% of the world's population are giving you testimonials RAVING about how they took your instructions and hit big.

But you want to try and make money doing other things...

When you could take down your videos and sell THEM as a course for do-it-yourselfers. You've got the materials made already, you've got the testimonial proof of solid results that your system works...

...heck, I'll do it if you don't want to!

serpyre · 26th Sep 2014, 04:09 AM

Time - people with money have more time than you - if you rush them they know directly and/or indirectly your service is probably not very good - it is unbalanced. That is actually all it comes down to - how you implement that strategy - well there are 1,000s of ways.

Now there are people with money who technically shouldn't have it - they short term will buy the services irrespective of time but eventually the house of cards falls and they take you with them. The medium and long term players just wait you out - if you crack - they walk away!

HNWI and those services are something we know about!

2nd Jul 2014, 12:11 PM	#1
banwork Teacher War Room Member Join Date: 2013 Location: Saint Petersburg, FL Posts: 506 Thanks: 75 Thanked 301 Times in 142 Posts Blog Entries: 1	Best conversion process for high value clients? Share on: What do you think is the best way to attract and convert clients spending at least $100/week and usually $1,000/month+ on online business consulting services and internet marketing types of work? Most of the sales funnels I see on the warrior forum appear to be for people mostly interested in free offers, one time purchases, and membership programs that mostly are under $99/month total or less which consistently feature upsells to thousand plus dollar programs. Most approaches are designed to "funnel" you in. The problem I see is that the usual funnel approach deters most bigger clients from getting started. I say bigger in the sense of people that could consistently spend thousands. I know this first hand because I never sign up or go through anyone else's email process because when I want to spend my money, I want to make my decision nearly 100% before I have to give anything including an email. I have ordered a few PDF reports just to see what other people do and I end up immediately unsubscribing from their lists to avoid their upsell pitches. When I decide to work with someone, I want to see portfolios with impressive clients or samples of actual work and then talk about it right away. As far as I can tell, most of the highly desirable clients work this way too. This leads to the idea of sharing value first for free and then minimizing the friction between communicating with big clients. What do you think of this type of conversion process? I have tried to make my website in line with this conversion process and I value your opinion on my website at jerrybanfield.com because there is so much I do not know still. My frustration is that I do not even know what I should learn more about. I would love your opinion on what you think the best conversion process for high value clients is so that all of us can speed up our learning.
	Thank you to the 400+ warriors that chose to buy my Facebook WSO granting lifetime access to my Udemy course!

5th Jul 2014, 10:40 AM	#3
banwork Teacher War Room Member Join Date: 2013 Location: Saint Petersburg, FL Posts: 506 Thanks: 75 Thanked 301 Times in 142 Posts Blog Entries: 1	Re: Best conversion process for high value clients? Share on: Thank you very much for your feedback on my website! Given that I share so much value, your point that the website seems all about me is very well taken. I have updated the website to be a little more about what I can do for people and a little less about me. I guess another good thing for me to do would be to hire someone else that does what I do and see how exactly they can convert me?
	Thank you to the 400+ warriors that chose to buy my Facebook WSO granting lifetime access to my Udemy course!

6th Jul 2014, 12:12 AM	#4
savidge4 Midnight Oil Warrior Join Date: 2013 Location: Bridgeport, WV. Posts: 6,747 Thanks: 3,544 Thanked 6,542 Times in 3,470 Posts	Re: Best conversion process for high value clients? Share on: Jerry, but what about you making money? Believe me, I understand the part of giving value. but the value in your case is almost self defeating. why would I hire you if I can watch one videos and get decent to great success? ( I got 8000 page likes and 2000 shares from one image recently from ONE $5.00 campaign ) THANKS TO YOU! It was all due to targeting and timing.. it was simply awesome! You need to find the balance in what it is you want to offer ( that pays the bills and allows you the time to make these videos), with offering value to your readers. a real rough... Him My name is Jerry Banfield. I have been developing marketing techniques for Facebook, Google Adwords, and Youtube since ####. Blah blah blah so many business' in over 30 countries. You can look at the services that I provide, and start using my years of experience today. Or if you like you can look over my videos where I get in depth into the methods I use. You need to be upfront that you do this for a living. These are the services thatI provide. here is what I can do for YOU ( insert testimonials here ) The freeby information needs to go a bit deeper in the site. THIS information IS BAIT... this is the content that will bring in the prospects. There are 2 variables in life. there is time and there is money. there are guys like me that may not really have the time but make it... that will try to figure out marketing tactics, and then there are those, that simply do not have the time or the expirience and would hire a guy like you. THAT is your target.. that is the language you need to speak. time is a powerful variable. in case studies the use of time beat out the use of money in advertising. IE "Saves you time" was more effective than "Saves you money" hope that helps!

6th Jul 2014, 10:06 AM	#5
peekay HyperActive Warrior Join Date: 2010 Posts: 106 Thanks: 0 Thanked 31 Times in 19 Posts	Re: Best conversion process for high value clients? Share on: Hi banwork The trouble is you could be right, you could be dead wrong, but you don’t know it. My opinion, your opinion, anybody else’s opinion on the Warrior forum doesn’t matter. What matters is what visitors to your website will do. So my answer to you is quite simply “Test that!” Yes do a test, don’t go with your gut feeling or what people tell you. Let your website visitors be the final judges of how you ultimately serve them. Why not do a 50/50 split test of your current approach versus the one "for people mostly interested in free offers" Apart from 50/50 split tests, put a survey up on your website and ask visitors for feedback and what they want, you will be surprised by the amount of insight you get. Here is a survey tool from Google - Home \| Google Consumer Surveys I am sure when you receive scam emails claiming they would like to transfer 100s of millions of Dollars into your bank account, you just laugh and think to yourself, “who falls for this?”. Well a former US Congressman did - Former Congressman Duped by Nigerian Scams - ABC News So-called “bigger clients” do not develop a second head when they go to their offices. As human beings we are all driven by the same emotions – greed, anger, fear, etc. these can be exploited irrespective of the individual.

11th Jul 2014, 12:17 AM	#7
savidge4 Midnight Oil Warrior Join Date: 2013 Location: Bridgeport, WV. Posts: 6,747 Thanks: 3,544 Thanked 6,542 Times in 3,470 Posts	Re: Best conversion process for high value clients? Share on: Jerry, If you were a client, this would be some of the changes that I would suggest: The top Yellow text: "THANK YOU to My 2,000,000+ Viewers" Top White text: "that have created success using my free digital marketing and online advertising resources!" Move your Social block up in the blue section inline with your picture. Right below the blue section in a darker blue try "Get the information you need, at a price you can afford!" ( this is just an idea ) You really need a solid headline, to grab attention text: You don't have to struggle as long as I did! If you are a coach, consultant, author, speaker, marketer, advertiser, or are working online this FREE information will *maximize your success.* High quality free help with Facebook ads, Google AdWords, YouTube advertising, creating a website, optimizing online business systems, generating leads, and making sales online is just a click away! Button: "Get Your Free Access Now!" ( "Join Us!" is simply not screaming click me ) Text "Your Free Email Access has:" All in the same dark blue. Numbers: 1,2,3,4, and 5 color in the circle in the yellow used in the top section leaving the number white. ! text box: I would switch this to a simple rounded corner box using the light blue ( header color ) with white text: Access to my community is immediately helpful. Including hundreds of hours of the best free video tutorials, online courses, and how to articles. Start succeeding in digital marketing, online advertising, Facebook ads, Google AdWords, and YouTube advertising. I would insert 3 testimonials here 1 \| 2 \| 3 ( if you need one, I personally would be more then please to write one for you! ) Text Dark Blue: "Start learning, and Start Converting Today!" Button: "Get your Free Access Now!" I might not make the button so big. It looks more like a banner than a button. Button text: I would try the standard black or white for the text color, or try the new darker blue that has been introduced. Hope that Helps!

3rd Jul 2014, 02:53 AM	#2
savidge4 Midnight Oil Warrior Join Date: 2013 Location: Bridgeport, WV. Posts: 6,747 Thanks: 3,544 Thanked 6,542 Times in 3,470 Posts	Re: Best conversion process for high value clients? Share on: Jerry, First let me say that I have watch some of your videos. In particular a video you did on Facebook advertising. Your method has made me money. I have shared the video with others, and THEY have made money. Easy to understand and very to the point. Thank you for that. Now to your page... So you want to attract $1000 a month clients... I hate to say it but not with that site! Page development is no more than a glorified Facebook ad. What are the principles behind a solid facebook ad? A solid headline, and a focused solid product pitch. Do you have either? "What does Jerry Banfield do for you?" is not quite cutting the mustard. "Want to drive insane targetted traffic to your website?" might be a bit more appropriate. I hate to say it but the page is about YOU. I have this, I do this, My MY MY. what about me the client? I think you need to separate your personal inspirations away from your business ones. Its ok to introduce your personal site on a business page, but they really should not be the same site. ( I understand your "Center" and that is not what i am referring to, its the Xbox videos! haha ) Your homepage... What do you offer? digging a bit on your own site I see 3 offerings; Facebook ads, Google AdWords, and YouTube advertising. That should be front and center. ( I found that you offer more after writing that, but these are your 3 main topics ) So your home page should consist of a solid headline. Want to Drive Insane Targeted Traffic to Your Site? Right below that your 3 areas of expertise. Click to learn more. Below that, Testimonials. A list of some of the companies in 30+ countries that trust you to run their campaigns. And that is IT. no videos no blog posts.. save all that for later. Now you have definition... you have purpose.. you have direction. More importantly You have just created the start of a funnel. On each of those pages pitch your service, what is the value in the service you provide. offer a Video ( ONE Video ) for each topic. Close the deal. get them to sign up for your Newsletter. Again stay focused on the goal. Here is a phrase I use "1 Page 1 Purpose" the farther you stray from that idea... the lower your conversion. That is the idea right? Hope that Helps!

11th Jul 2014, 01:50 AM	#8
Cam Connor Moderator War Room Member Join Date: 2011 Location: The U.S.A Posts: 1,152 Thanks: 866 Thanked 439 Times in 307 Posts	Re: Best conversion process for high value clients? Share on: First of all, are you targeting these people in your marketing efforts? Are you marketing on sites where they'd be? Secondly, if these auto-responder series offered you genuine value, would you unsub? If yours offered genuine value before going for the juggular, would you unsub? I think not. Third, instead of trading a report for an opt-in, you could test trading it for a full lead, and then following up with that lead over the telephone (old skool I know).

3rd Sep 2014, 09:24 AM	#11
banwork Teacher War Room Member Join Date: 2013 Location: Saint Petersburg, FL Posts: 506 Thanks: 75 Thanked 301 Times in 142 Posts Blog Entries: 1	Re: Best conversion process for high value clients? Share on: The help you all provided has encouraged me to setup a simple funnel where everyone lands on the page with both free offers and the upsells in a smooth process. I value your feedback on these huge changes I made to my process based on your feedback. My funnel now looks like this: Free offer (testing many different free offers to see which works best) Confirmation page Free offer download plus upsell page All free offers go to the same page now allowing for big clients to scroll down and see more expensive options. What do you think now?
	Thank you to the 400+ warriors that chose to buy my Facebook WSO granting lifetime access to my Udemy course!

3rd Sep 2014, 10:43 PM	#13
savidge4 Midnight Oil Warrior Join Date: 2013 Location: Bridgeport, WV. Posts: 6,747 Thanks: 3,544 Thanked 6,542 Times in 3,470 Posts	Re: Best conversion process for high value clients? Share on: Let me extend on what Ray has said. There are 3 categories of information. There is product based information, and then there is 2 types of knowledge based information. Those are "free" Information and "valued" information. Product information is simple. You want to provide as much information about a product to a prospect / customer. Basically this means you are providing information that will answer any question that person may have and place their mind at ease in the purchase of your product. It comes down to the more information you can provide, the better off you are and the customer is. ( A informed purchase is a good purchase ) What you ( Jerry ) share and do falls under the knowledge based information. The 2 types here are "free" and "valued" Free information in general will fall under the idea of being concepts or theory. Sharing enough to more than enough, but not giving away the ranch. Valued information is the flip side of that and it is the detail. How to do something. Jerry... YOU have given away the Ranch. I looked at you page today and read the comments on your home page. How many times do you read "I followed Jerry's system step by step and got X thousand likes in a day for .01 each" I know I have told you that. I believe there was 2 or 3 on your page RIGHT NOW that are basically saying the same thing. I know I don't get to say this very often... YOU have a Facebook system that works! The only thing missing at this point is the $7 or the $27 or the $47 or the $97 I didn't have to pay to get the information - because you GAVE IT AWAY. I understand where your mind and heart is at. I get it. You have to give to receive. I am with you. BUT... The willingness to receive is as integral as the giving. You are so busy giving... feeding the little fish... EXPECTING the big fish to come and say here do this for me. In the meantime the little fish have become big fish from your knowledge. They, we, me are not coming because we NOW know how - You GAVE us the keys to the kingdom already. I am going to be dead straight honest with you and tell you that I have incorporated your system into my business. I tell my clients that I need a facebook account and $200 for traffic and I will build and develop their following in 10 days. $450 please. You and I both know we are talking what... 5 hours? maybe... YOU my friend are a freakin expert. You don't have the methods that might work... THEY DO WORK. and everyone AROUND you is making money but you. You really need to sit down, think this through, and break your 2 hours worth of facebook material down to 4 or 5 modules, and sell it. I will be the FIRST in line to buy it. Heck I would be the first in line to affiliate and sell it... because as much as I like telling people to watch your video, id rather sell it to them! Having product in this market place is the difference between being a guy that knows what he is talking about... and a Guy that is getting paid, because he knows what he is talking about. The attention that YOUR product would produce, would in turn bring in the whale accounts you are looking for. WHY? Because you NOW have a loyal following of a PRODUCT. You have become Validated in the market place as someone that KNOWS what they are talking about. I hope this helps!

9th Sep 2014, 07:15 AM	#15
livi Warrior Member Join Date: 2014 Posts: 19 Thanks: 13 Thanked 1 Time in 1 Post	Re: Best conversion process for high value clients? Share on: This leads to the idea of sharing value first for free and then minimizing the friction between communicating with big clients. What do you think of this type of conversion process? I have tried to make my website in line with this conversion process and I value your opinion on my website at jerrybanfield cheers livi

9th Sep 2014, 02:01 PM	#16
AnthonyCapetola Google Certified Partner Join Date: 2014 Location: New York Posts: 172 Thanks: 2 Thanked 27 Times in 25 Posts	Re: Best conversion process for high value clients? Share on: Call to action? It took me a few moments to realize what you are actually "selling." No matter where someone lands on your page they should know exactly what you do/what you offer and there should be white papers highlighting the success others have had with your product/service. Needs a professional overhaul, needs to speak to the needs of the user/visitor.
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18th Sep 2014, 07:30 AM	#17
Abhinay Reddy Helping people succeed. Join Date: 2014 Posts: 50 Thanks: 13 Thanked 14 Times in 11 Posts	Re: Best conversion process for high value clients? Share on: Alright so here's my suggestion on this. I've moreover seen two modules people use to sell consulting. #1 - Free 30 mins consulting - High Ticket Consulting. Now the key in this type of consulting is never do it without collecting an initial deposit. What you can actually do is to collect an initial deposit worth 50% of your consulting cost. And then qualify them to be on a consulting call with you, and then give out pure value, if the person buys then charge them the 50% more, if he doesn't then refund his money. And use another key strategy - OVER DELIVER. Just because they've ordered a 30 min consulting doesn't mean you have to provide only a 30 minute consulting. Over deliver by giving them some extra time, this builds up reciprocity. Then Do the CTA. If you've given good value and built up a good image, people will buy. Now, the reason for collecting the initial deposit is that you won't attract freebie seekers, you will attract only serious people who have the cash to pay so this means everything depends on your influence skill. This is one model. And a tip :- Always price the consulting opportunity high. People associate value with money so they both run parallel to each other, and in the other way people will also know that your time is very precious so this influences them to buy. And you'll get better customers this way. Model #2 - Tripwire - Product 1 - consulting upsell. This is not a model i prefer, although it might work. The headline explains everything lol. Ab
	Get Free Access to the exact same traffic strategies that brings me in over 365,000 highly targeted visitors a day. www.therichnation.biz

18th Sep 2014, 09:55 AM	#18
quadagon Advanced Warrior Join Date: 2014 Posts: 810 Thanks: 154 Thanked 572 Times in 340 Posts	Re: Best conversion process for high value clients? Share on: @Abhinay Reddy Is this a tactic you've sucessfully used? Reason i ask is that taking a deposit for a free consultation seems to be creating friction. In one if my companies we look for high value clients. In this model you need to use marketing that attracts your ideal customer whilst repelling non ideal customers. How, i lay out the criteria for working with us. I am upfront that we turn down more enquries than we accept and what it takes to work with us. I also lay out the benefits that qualifying companies can expect. Its essentially reversing the model companies have to sell themselves to me. I split teste consultations as a lead magnet the offer was the same an initial telephone conversation followed by a 1 hour board room meeting. The difference in the offer was that one was free and the second i charged a discounted rate. Far and away the most succesful campaign was where i charged for the initial consultation. There were less enquiries, higher conversion and a vastly increased lifetime customer value. So i guess i would be more inclined to try one way or another. Eric

24th Sep 2014, 09:47 AM	#19
selfdisciplineacademy Senior Warrior Member Join Date: 2014 Location: United Kingdom Posts: 1,163 Thanks: 0 Thanked 163 Times in 150 Posts	Re: Best conversion process for high value clients? Share on: Add more value. Emotion and logic. Find out what already influences them. Many people that have lots of money are persuaded by charity to donate, (which is great) - Need for contribution Find there need and fill it
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25th Sep 2014, 09:28 AM	#20
misterme Mood: Feeling Intolerant. Join Date: 2011 Location: NYC Posts: 1,379 Thanks: 366 Thanked 1,298 Times in 703 Posts	Re: Best conversion process for high value clients? Share on: Jerry, It seems to me you're sitting on a golden egg. 99.02% of the world's population are giving you testimonials RAVING about how they took your instructions and hit big. But you want to try and make money doing other things... When you could take down your videos and sell THEM as a course for do-it-yourselfers. You've got the materials made already, you've got the testimonial proof of solid results that your system works... ...heck, I'll do it if you don't want to!

26th Sep 2014, 04:09 AM	#21
serpyre HyperActive Warrior Join Date: 2014 Posts: 317 Thanks: 7 Thanked 40 Times in 37 Posts	Re: Best conversion process for high value clients? Share on: Time - people with money have more time than you - if you rush them they know directly and/or indirectly your service is probably not very good - it is unbalanced. That is actually all it comes down to - how you implement that strategy - well there are 1,000s of ways. Now there are people with money who technically shouldn't have it - they short term will buy the services irrespective of time but eventually the house of cards falls and they take you with them. The medium and long term players just wait you out - if you crack - they walk away! HNWI and those services are something we know about!