There are THREE things to get right…
1) How you STRUCTURE the conversation
2) The OFFER that you make (aka HNB)
3) What happens BEFORE the meeting
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Even if your goal is to book a meeting. Do NOT ask a stranger to marry you on the first date. Start with a Gift.
...What is a B2B Marketing Funnel? It’s simply a way to capture leads, nurture these leads and then convert leads into clients. A typical B2B funnel has more steps than a B2C funnel, and that’s because B2B deals are usually complex and ‘big ticket’. They are heavily influenced by ‘trust’ often above ‘price’. And, that means, they often require a conversation. Every step can now be automated… Except for the meeting
...If you sell knowledge and expertise… And if you are turning over less than $250k… Stop trying to sell courses!!
...What is Anchor Pricing? Well… A product is never really “cheap” or “expensive”. Yep. Value is relative. And it’s almost always possible to influence the ‘perception’ of value by introducing an anchor.
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