Building Growth Machine to Sell Expensive Items - The Easy Way

Selling high value items and services is not an easy job! We’re talking about businesses that sells expensive products & services (>50,000 Rs. per sale). Selling expensive products / services takes lengthy sales cycle. 

But thousands of your competitors are selling out hundreds of these items like hot cakes? So, why not you! Rest assured because we’re going to show you the Winning Formula to get high value clients knocking on your door!

 

Step 1 - Create a Lead Magnet

 

What is a lead Magnet?

 

  • Lead –Your potential customer – high value customers you’re targeting. 

  • Magnet –your irresistible offer you will give them for Free! Free for them, more business for you! Read on! 

So, what exactly is a Lead Magnet? 

A Lead Magnet is free, informative information you can give to your potential customers…eBooks, PDF’s, etc. Think of it an incentive you’re giving to your potential buyers in exchange for their contact information. Here’s some more awesome Lead Magnet examples:

  • Checklist - If you are selling high end lighting, you can write a checklist about how to buy light fixtures to create different types of ambiences. 

  • Report - If you are selling digital marketing services, you can write a report on how digital marketing can help your business with stats. 

  • Online Course - If you are selling software tutorials, you can offer only the introduction part of your tutorials to prospective students to encourage them to join. 

  • Quizzes  - If you are selling premium carpets, you can create a quiz about things relevant to their home such as size, type, etc. This will give you a good idea about which type of carpet will suit them well. 

  • Free trials  - If you are selling brand name makeup, you can give free free samples for lipsticks, etc. to help them see if it is right for their skin. 

  • Cheat sheets - If you are selling video games, you can create cheat sheet about tips and tricks to get ahead of the game. 

  • Webinars  - If you are in the business of creating apps, you can conduct free webinars to help them know how it will be beneficial for them. 

 

What does a Lead Magnet Do? 

Gives your potential customers a strong reason to give you their email address. For example, you can give a short eBook or even write a blog post on “how to clean a Rolex.” And at the end, ask your readers to sign up with their email address for more updates. 

Or instead, you can ask your potential customers to join your email list in exchange for a downloadable video or PDF on the best Persian carpets in the world. And the best thing is that you can use this lead magnet multiple times, and over and over again! 

 

“Did you know that more than 80 percent of people purchase expensive items only from business they trust or familiar already”

What makes a good lead magnet?

5 Key Things

1. Solves a real problem– your lead magnet will not work at all if it doesn’t solve a real problem or if it doesn’t give them something they really want? 

2. Deliver as promised –it should help them achieve whatever it is that you promised in the lead magnet. 

3. Super-specific – provide something that will make your potential customers say WOW, this is great! 

4.Instantly accessible–people love feeling happy instantly, so don’t make them wait or go through a long process to download the lead magnet.

5.Show your expertise–show them you have a lot of knowledge in the products you are offering. This will build Trust! Here’s an example:

 

Step 2  - Create a Lead Qualifier

So, you have created a brilliant lead magnet, and you are getting a large number of responses in the form of contact details, emails etc. But are you going to contact all of the leads you get from your lead magnet? 

No, because not all of them will ever buy your high value products and services. A lead qualifier is a way of checking a lead’s level of seriousness on whether they are willing to buy your products. 

So, you will have to create a lead qualifier to probe further with more questions for the prospective customer and understand their interests.

Approximately 65 percent of prospects from a lead magnet aren’t converted to sales, which is why it is very important to qualify them. 

For example, if you are selling expensive wheels for top brand cars such as Mercedes or BMW, you want to try and make sure the potential lead has the buying or money power. 

This will help you determine whether they can buy those expensive wheels by asking them what type of car they drive whether medium, luxury. etc. 

If you don’t qualify a lead, you may be wasting your precious time on someone who will not buy from you, so here’s how to do it! 

  1. Make a list of qualifying questions - asking your prospect a few basic questions can give you a very good idea about their buying qualities. These qualifying questions can be added to the lead magnet form. Once you get their contact details, you will also be able to judge whether they are good leads to retarget. 

  2. Who is the decision maker? - Checking whether the person you are contacting through your lead magnet has the authority to buy.  This is especially true if you’re selling business to business (B2B). 

  3. When do they Qualify - Your prospective clients by answering your questions on the lead magnet form to your satisfaction have shown interest in your products, This gives you a good sign that they will probably buy one or many of your expensive products or services. 

Step 3  - Retargeting Hot Leads 

Now you have a lot of information about your customers through your lead qualifying questions. So, you now know exactly the group of people that are very likely to buy your products and services. 

Your goal from step 1 - “giving your lead magnet for free” in return for customer information is to reach this specific group of people. 

These prospective customers have accepted your lead magnet and have answered your lead magnet questions. Now you have a good idea of your high value products, so they will be more willing to buy from you.

Should you call your leads? 

You can, and here’s who to call? There are also some customers who will visit your website to learn more about your products and services. They will also be happy to talk to you because they have already interacted with your lead magnet and lead qualifying questions.

Using Facebook Ads 

Facebook ads are a great way to retarget your potential leads

Using Facebook Pixel :

Facebook pixel is  a code that you place on your website.  To say it in simple terms, It helps you to show ads ONLY to people who have already taken some kind of action on your website. 

Using Facebook Custom Audiences:

With Custom Audiences, you can reach customers you already know with ads on Facebook. Just upload a list of contact info like email addresses or phone that you have collected using lead form.

 

You are in the business of selling high value items and services, and need people with big money to buy from you. By following these three steps, you can close more deals with 80 % of your leads into paying customers. If you’d like more information, please be sure to subscribe to my YouTube channel.

Comments:

Marie Carlson
15 Nov 19 11:03 PM

Hello Sir , I've been watching some of your tutorials and I must confess that I am amazed . I am recently starting a job in the business development industry and I was feeling a bit insecure about it but after watching some of... Read More

Jaya seth
15 Nov 19 10:55 PM

I agree with you at every point but I think giving something free will not work . First of all you should never give anything free in which you are good at . You can start from $10 and then to $1000 in some months .The most... Read More

Ashish singh
15 Nov 19 10:47 PM

I totally agree with you . I am a graphic designer and I just started freelancing on upwork . But I stuck on making the correct bids and strategies and what additional thing I can provide . Please help me what can I provide as... Read More

Nishtha gupta
15 Nov 19 10:13 PM

So much genuine information . It was so precious valuable for me as I am in real estate business Selling high value items and services is not an easy job! But the formula of lead magnet was great , I don't know why I was not... Read More

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Building Growth Machine to Sell Expensive Items - The Easy Way

Selling high value items and services is not an easy job! We’re talking about businesses that sells expensive products & services (>50,000 Rs. per sale). Selling expensive products / services takes lengthy sales cycle. 

But thousands of your competitors are selling out hundreds of these items like hot cakes? So, why not you! Rest assured because we’re going to show you the Winning Formula to get high value clients knocking on your door!

 

Step 1 - Create a Lead Magnet

 

What is a lead Magnet?

 

  • Lead –Your potential customer – high value customers you’re targeting. 

  • Magnet –your irresistible offer you will give them for Free! Free for them, more business for you! Read on! 

So, what exactly is a Lead Magnet? 

A Lead Magnet is free, informative information you can give to your potential customers…eBooks, PDF’s, etc. Think of it an incentive you’re giving to your potential buyers in exchange for their contact information. Here’s some more awesome Lead Magnet examples:

  • Checklist - If you are selling high end lighting, you can write a checklist about how to buy light fixtures to create different types of ambiences. 

  • Report - If you are selling digital marketing services, you can write a report on how digital marketing can help your business with stats. 

  • Online Course - If you are selling software tutorials, you can offer only the introduction part of your tutorials to prospective students to encourage them to join. 

  • Quizzes  - If you are selling premium carpets, you can create a quiz about things relevant to their home such as size, type, etc. This will give you a good idea about which type of carpet will suit them well. 

  • Free trials  - If you are selling brand name makeup, you can give free free samples for lipsticks, etc. to help them see if it is right for their skin. 

  • Cheat sheets - If you are selling video games, you can create cheat sheet about tips and tricks to get ahead of the game. 

  • Webinars  - If you are in the business of creating apps, you can conduct free webinars to help them know how it will be beneficial for them. 

 

What does a Lead Magnet Do? 

Gives your potential customers a strong reason to give you their email address. For example, you can give a short eBook or even write a blog post on “how to clean a Rolex.” And at the end, ask your readers to sign up with their email address for more updates. 

Or instead, you can ask your potential customers to join your email list in exchange for a downloadable video or PDF on the best Persian carpets in the world. And the best thing is that you can use this lead magnet multiple times, and over and over again! 

 

“Did you know that more than 80 percent of people purchase expensive items only from business they trust or familiar already”

What makes a good lead magnet?

5 Key Things

1. Solves a real problem– your lead magnet will not work at all if it doesn’t solve a real problem or if it doesn’t give them something they really want? 

2. Deliver as promised –it should help them achieve whatever it is that you promised in the lead magnet. 

3. Super-specific – provide something that will make your potential customers say WOW, this is great! 

4.Instantly accessible–people love feeling happy instantly, so don’t make them wait or go through a long process to download the lead magnet.

5.Show your expertise–show them you have a lot of knowledge in the products you are offering. This will build Trust! Here’s an example:

 

Step 2  - Create a Lead Qualifier

So, you have created a brilliant lead magnet, and you are getting a large number of responses in the form of contact details, emails etc. But are you going to contact all of the leads you get from your lead magnet? 

No, because not all of them will ever buy your high value products and services. A lead qualifier is a way of checking a lead’s level of seriousness on whether they are willing to buy your products. 

So, you will have to create a lead qualifier to probe further with more questions for the prospective customer and understand their interests.

Approximately 65 percent of prospects from a lead magnet aren’t converted to sales, which is why it is very important to qualify them. 

For example, if you are selling expensive wheels for top brand cars such as Mercedes or BMW, you want to try and make sure the potential lead has the buying or money power. 

This will help you determine whether they can buy those expensive wheels by asking them what type of car they drive whether medium, luxury. etc. 

If you don’t qualify a lead, you may be wasting your precious time on someone who will not buy from you, so here’s how to do it! 

  1. Make a list of qualifying questions - asking your prospect a few basic questions can give you a very good idea about their buying qualities. These qualifying questions can be added to the lead magnet form. Once you get their contact details, you will also be able to judge whether they are good leads to retarget. 

  2. Who is the decision maker? - Checking whether the person you are contacting through your lead magnet has the authority to buy.  This is especially true if you’re selling business to business (B2B). 

  3. When do they Qualify - Your prospective clients by answering your questions on the lead magnet form to your satisfaction have shown interest in your products, This gives you a good sign that they will probably buy one or many of your expensive products or services. 

Step 3  - Retargeting Hot Leads 

Now you have a lot of information about your customers through your lead qualifying questions. So, you now know exactly the group of people that are very likely to buy your products and services. 

Your goal from step 1 - “giving your lead magnet for free” in return for customer information is to reach this specific group of people. 

These prospective customers have accepted your lead magnet and have answered your lead magnet questions. Now you have a good idea of your high value products, so they will be more willing to buy from you.

Should you call your leads? 

You can, and here’s who to call? There are also some customers who will visit your website to learn more about your products and services. They will also be happy to talk to you because they have already interacted with your lead magnet and lead qualifying questions.

Using Facebook Ads 

Facebook ads are a great way to retarget your potential leads

Using Facebook Pixel :

Facebook pixel is  a code that you place on your website.  To say it in simple terms, It helps you to show ads ONLY to people who have already taken some kind of action on your website. 

Using Facebook Custom Audiences:

With Custom Audiences, you can reach customers you already know with ads on Facebook. Just upload a list of contact info like email addresses or phone that you have collected using lead form.

 

You are in the business of selling high value items and services, and need people with big money to buy from you. By following these three steps, you can close more deals with 80 % of your leads into paying customers. If you’d like more information, please be sure to subscribe to my YouTube channel.

Want to Grow Your Business?

Join My Email Newsletter

Subscribe Newsletter

Enter your email to start receiving only the very best growth strategies to grow your customers. Learn to build your sales and revenue by leveraging digital marketing.