Everybody knows that some clients are better than others …

And that if you want to attract higher ticket prospects, you’re going to have to close them with some form of human interaction.

But, you never, ever, ever want to talk to anyone in a sales environment unless they know:

• What you do.


• How much you charge, and


• they Meet your ideal client criteria.

Otherwise, you’re always going to be chasing a maybe.

And there’s a FORMULA for switching that perspective.

Here’s how it works…

Step 1: Mirroring

This is just a simple way of saying, "we need to understand who our client is and what their value is to us" and then, simply demonstrating through our actions that we are on the same level as them.

And this is where a lot of strategists get stuck because they’re still thinking of the customer’s money as the prize — so they create this imaginary “status” separation between them and their clients, which of course results in either taking a subservient stance to that client, and giving the client all the power, OR WORSE, only taking on clients who really don’t fit their ideal client criteria.

Step 2: Evaluation

Even if you find a bunch of new clients who all fit your pricing, they won’t all be the right fit for your business.

They also need to demonstrate that they will be easy to work with and manageable, as in, “willing to work within your processes and able to be managed” from a project/client perspective.

Step 3: Closing

The prescription to fix what ails them. Using everything you've gathered from them on the call. Of course, they’re going to say yes, they just designed the plan WITH you! You didn’t just pull this stuff out of a hat, it came from them. 

Get the worksheet here.

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