If you’ve never closed a six or seven-figure deal before, take a moment and imagine what it would feel like. What would be the thoughts running through your head? Who would be the first person you’d tell? How would you celebrate? And what would it feel like if that were just your average Tuesday?
Now, keeping with that vision, what do you think it took for you to close that deal?
A long, detailed, perfectly designed sales page?
A sales video or (worse) a series of sales videos?
Tons of free content and lead magnets to showcase your worth?
How surprised would you be to find out that you don’t need any of it?
There are so many misconceptions about what it actually takes to close a six or seven-figure deal.
While these tactics will help you build your personal brand online and grow your email list, these aren’t the things that will close six and seven-figure deals. Closing those kinds of contracts comes down to two things: connection and value.
It’s electric
Connecting with the right people makes all of the difference. And how you connect with them will take you even further. Markets are changing rapidly and in order to attract the right clients, it’s important that you’re communicating in a way that draws them in. Tactics and strategies are quickly becoming outdated. What worked two years ago is not necessarily the same thing that will work today. However, the one thing that will always work, no matter what happens in the market, is the power of genuine connection.
When you prioritize building a relationship and communicating in a value-focused manner first, your prospect will feel how much you care. This allows them to naturally put their guard down so they can be open to what you have to say. Which is perfect to prime your prospect for the two-sentence messaging method.
“We are wired for connection. But the key is that, in any given moment of it, it has to be real.” – Brené Brown
Sentence one
When starting a conversation with a potential prospect or lead, focus on them. Introduce yourself and then start the conversation talking about something memorable. This could be a blog post, an article, a recent post they made, or an achievement the person you want to engage with is celebrating. This shows your prospect that you’re genuinely interested in who they are, that you’re paying attention to what’s going on in their world, and that you’re open to a more intimate conversation instead of staying surface level with it.
For example, let’s say you wanted to make a deal with Cindy, a luxury cosmetics brand owner. Cindy was just featured in Allure, being praised for the work she’s doing for women’s mental health as an extension of her cosmetics company. This conversation might look something like:
“Hi, Cindy. My name is Hannah. I read your feature in Allure last week, and I wanted to thank you for the work you’re doing. I lost someone close to me due to mental health issues, and work like yours could have saved their life.”
To be clear, only say things that are true. And when you find something to comment on while making a point of connection, you are going to stand out and be memorable. This makes all of the difference in the conversation that follows.
When you start with opening the door to intimacy and vulnerability, then the other person is more likely to follow suit.
Now you’re ready for sentence two!
Sentence two
Now that you’re engaged in a conversation where the other person is open and receptive to you, reward their trust by giving. The knee-jerk response is often to start to sell. Instead of asking for the sale, listen to what they share with you. Once you find where they’re experiencing problems, offer value—specific value to their situation.
When you can identify their problems and stuck points, you’ve grabbed their attention. What this does psychologically to your prospect is alert them to the fact that you understand them, you can see the complexity of their situation, and you can help them navigate their problem successfully.
This gives you the power to provide so much value that the prospect deeply connects with you and wants to work with you regardless of how much you charge. When done right, with the audience in your specific market, more than 80% of the time these clients will instantly ask you to work with them.
At this point, you have the opportunity to position your offer in a way that’s high value, high-end, and of course, highly transformational. That’s what six and seven-figure clients pay for.
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