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Positioning Yourself As The Absolute Expert

by DesmondTan
10 replies
Hi All,

i believe this way provides the best opportunity for anyone to sell high ticket offline internet marketing services like web design, SEO etc...

Dress professionally (long sleeves and pants for guys, smart office wear for girls), invite the client out to a high class cafe (best is probably Starbucks- that is the standard in my country, you have to decide for yourself in your respective countries as Starbucks may not be the best there)

Tell them you are inviting them out for a coffee treat. The client's first impression will drastically improve when they see you dressed smartly and also coffee in a high class, posh environment will help to improve the client's impression of you.

The next tip is to learn sales techniques and be proficient with all the lingo of your trade. Speak in the language of your customer also helps to make the client think that you know what you are talking about. Don't do any hard selling but present with facts and testimonials/case studies of people who have used your service in the past.

You will not close everyone but realistically speaking, 1 in 4 is a good bet. Qualifying the prospect beforehand is also a good way to improve conversion rate..
#guaranteed #sales
  • Profile picture of the author ewenmack
    Here's some specifics, rather than general stuff...

    http://www.warriorforum.com/offline-...5k-2-days.html

    http://www.warriorforum.com/offline-...old-again.html

    Best,
    Ewen
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  • Profile picture of the author misterme
    Get someone else to say you're the expert.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      Get someone else to say you're the expert.
      Yup. And then act like you have too many clients now...but you may take their project if it's interesting enough. saying it that way completely changes your positioning.


      Then they pitch you. OH, and don't break into a goofy grin while they are pitching you on taking their money.

      I started using that phrase "Interesting enough" after I kept hearing actors talk about why they took a roll. I love actor Michael Caine saying "I made a lot of crap for the money". That's honesty.
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  • Profile picture of the author iAmNameLess
    Experts don't waste their time on meeting for coffee. Starbucks is not high class, and dressing "smartly" doesn't make you an expert. I believe in being comfortable, don't dress like a douche, but wear what you want. Shorts, flip flops, its all good, it works for me but then again I don't waste my time meeting most people.
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    • Profile picture of the author ADukes81
      Originally Posted by iAmNameLess View Post

      Experts don't waste their time on meeting for coffee. Starbucks is not high class, and dressing "smartly" doesn't make you an expert. I believe in being comfortable, don't dress like a douche, but wear what you want. Shorts, flip flops, its all good, it works for me but then again I don't waste my time meeting most people.
      I agree with you 100% and that is how I operated last year. A lot of people (some on here) told me I was crazy, but it's kind of our image. I (folded) and now dress up (slacks and a polo). Part of me feels like I am putting on a front because dressing up is not me.

      I went to a networking event last Friday night with a hat, jeans (with holes) and Nikes. Underdressed was an understatement, but that is what I wear. That is what I am comfortable with.

      I FINALLY got to see Gary Vaynerhcuk do a live keynote this past Monday and he walked out with jeans, a flannel and Nikes. He represents Oprah, the NFL, NHL, Campbell soup among others. You think he cares what they think?

      I am looking into doing some speaking gigs and plan to dress "down" (jeans, a polo and Nikes).

      On the expert part, write a book. Amazing at the opportunities when you can tell someone you're a "published author". Trust me.
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    • Profile picture of the author socialbacklink
      Originally Posted by iAmNameLess View Post

      Experts don't waste their time on meeting for coffee. Starbucks is not high class, and dressing "smartly" doesn't make you an expert. I believe in being comfortable, don't dress like a douche, but wear what you want. Shorts, flip flops, its all good, it works for me but then again I don't waste my time meeting most people.
      I agree. I closed plenty of high dollar sales this week without ever meeting anyone in person. In fact, my closest client is about 500 miles from me. And 1 in 4? If I get them on the phone I'm at minimum 50%. Normally 65-75%. Most business owners are too busy for that stuff anyway. The ones I work with anyway. (I'm too busy for that stuff)
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  • Profile picture of the author vndnbrgj
    I agree with Adukes and Nameless.
    Be yourself. I wear jeans with holes in the knees, a t-shirt, and a camo Budwieser hat.

    If one of my clients sees me out during the day, I might give the wrong impression if I am dressed up for him, and dressed down at other times. Like I am two different people.

    I am me. I will represent me. Not everyone is going to like me, and that's okay.

    Oh, and Starbucks isn't all that classy. I actually prefer Biggby because the coffee is cheaper and the WiFi usually works better. Either that or Krispy Kreme!
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  • Profile picture of the author Baadier Sydow
    A lot of what I see as a business model boils down to selling and then outsourcing with the marketer in question not knowing too much about his offering. I disagree with this strongly. You need to be an expert to pitch confidently and with a good success rate. This does not mean you need to posess degrees etc but as a bare minumum a working knowledge of the subject along with current trends within the field. Starbucks is hardly classy and dressing the part but speaking with very little knowledge or confidence will not get you the sale or expert status in your prospects eyes.
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    Baadier Sydow
    Budget Furniture

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  • Profile picture of the author gustoking
    hmmm... I don't think you should feel to qualify yourself by dressing or acting in a particular client. For high ticket, just be you because thats what you selling at the end of the day. Be proud, and make no excuses... maverick all the way.

    Also, by pre qualifying a potential high ticket prospect, I would have them purchase a semi high ticket product which would lead into or compliment the program.

    This way they are already warm to your style and would be easier to sell on that basis.
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  • Profile picture of the author sundaymorning
    I so agree with the being yourself part. Like you have to otherwise it would just feel fake. Like I know that I'm a pretty laid back person. Plus I want my clients to feel laid back as well. I don't want to work with someone who has a stick up their butt. You have to be comfortable when you meet these people otherwise you are going to come across as fake and believe me nobody likes a fake person.
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