Hey there

Here's something you might not have known about me:

I.

Love.

Sex.

It's the single most wonderful thing to me...

Second only to God, Power and Family

Butt...

There's a butt (pun intended) .....

A big one. (hehehe)

I only like sex with my wife...

FYI: She's the only one I've ever had sex with.

Anyways..

Sex with Vivian is amazing.

Butt....(yup another one)

IN the beginning I didn't understand that there are psychological phases that she has to pass through or the experience isn't as great for both of us as it could be..

It's like going on a journey and having a map to travel with.

The difference is that the journey is in her mind.

Over the years I've gotten incredibly good at reading that "map" and our love making is all the better for it.

What's that got to do with you?

Well...

Moving a prospect along from Stranger to Happy Client is a journey that has a beginning, a middle and an end.

This journey takes place in your client’s mind.

There are psychological stages they MUST pass through, or they won’t buy.

When you know these stages and build your marketing and selling system around them....

They'll see you pretty much the same way Vivian sees me, after I read her "map" thoroughly... hehehe

When you don’t...

It feels worse than trekking all over Calabar in shoes that don't fit and are extremely tight...been there...done that...left the t-shirt alone.

Think about it.

In all but the easiest sales, your clients knows what they want.

They wants to continue on with their life...

Deal with their problems or avoid them..

They know their obstacles, frustrations and aspirations.

And like every one else...

They're literally going to continue on that path until they find a really good reason to do something different.

So basically their default decision for anything that doesn't give them a good reason to jump paths is very clear: DON'T BUY.

And here you are.

You want them to move from what they know and buy your product or service.

But your product introduces questions, worries and uncertainties where just a few minutes ago they were okay...

Hian!

There is a process for buying...

And...

There's a process for NOT buying.

Before you show up, your client clearly sees the process for not buying.

In order to make a sale, you need to make the process for buying even clearer and more enticing.

Remember what Vivian did in the story I shared yesterday?

(If you haven't read that....#sideeye)

The ONLY way you’re going to do this is if your understanding of your client’s needs, wants, aspirations, fears, etc. is clear, deep and specific.

Most people really don't understand their clients...

Worse yet...

They make pretty bad guesses about what their clients are actually about...

Here's the thing...

If you’re making shallow guesses and broad generalizations...

You won’t really know what to do and say.

When you make a sale, it’ll be more luck than design.

The unfortunate thing about lucky sales is that they’re few and far between.

And you can’t systematize them and build leverage into your business.

So let's wrap this up...

In order for this client to buy from you, they need to clearly see that your product or service is exactly what they want.

For this to happen, there are several psychological stages they need to pass through.

They may not know it consciously.

But YOU need to see them and base every action, question, response on where they are on “map” and what the next step needs to be.

And in case you're wondering: CTM you haven't told me anything about this map specifically...

Don't worry I will...

Just.

Not.

Today. #evillaugh

In the end, whoever is clearer will walk away with the money.

If your prospect is clearer on the process of NOT buying...

They’ll walk away with your money still in their bank account.

If you are clearer on the process of buying...

They’ll happily trade their money for what you're offering.

Few people ever see their client’s world that clearly.

But you...you’re reading this.

You’re different.

Tomorrow I'll share with you the one thing you need to be clear about to be ahead of 90% of your competition.

Till then...

Play a bigger game.

CTM

PS:

• Inside The Circle on HPEN yesterday I shared about what the community is going to be looking like going forward. I shared about our daily themes, weekly virtual training/hangouts and a few juicy tidbits. Check it out by CLICKING HERE in order to know what to expect come September.

• Last night just before I went to bed I shared a few thoughts about building a practice that's in alignment with who you are and how I signed up a new client for my Performance Consulting practice at $48,000 for the year without social media posts, ads or even a hint of it on my website. CLICK HERE to read it and don't forget to share your thoughts.

• The 97 Day Challenge is a step by step plan that helps coaches and consultants create, sell and deliver a high ticket transformational program online. It takes you from a blank canvas with just an idea, to clients booking into a you high ticket program. The goal is to get you to $10,000 per month within 97 days. The investment? N900,000. If you'd like to join us, hit reply and let's talk. It's the last one for the year.