124. Mastering High Ticket Selling with Jennifer Diepstraten

My guest today, Jennifer Diepstraten, is an expert on getting paid top dollar and closing big sales. She has successfully and rapidly grown her own business to multiple six figures, so she definitely walks the talk! In our conversation, she’ll address various aspects of how to command dramatically higher rates for your services. You’ll learn how to identify your quantum benefits, raise rates for your existing clients, and more.

Find Out More About Jennifer Here:

Jennifer Diepstraten on Facebook
Jennifer Diepstraten on LinkedIn
Jennifer Diepstraten on Twitter
Jennifer Diepstraten on FamilyCo
High Ticket Sales Success

In This Episode:

• [01:18] - Why are people shying away from high-ticket selling and going for lower offers?
• [02:57] - Jennifer takes a moment to talk about all the great things about high-ticket selling, which has a lot to do with the type of clients you get.
• [05:09] - We hear how Jennifer qualifies potential clients or leads and figures out if they’re right for her. She then shares a story to illustrate her point, explaining that successful entrepreneurs are able to “pull apart their toys” and identify the value in their service.
• [11:04] - What would be an example of a quantum benefit that was “buried under the pile” in Jennifer’s metaphor?
• [15:33] - Jennifer talks about the results that her client from the previous example had with raising her rates based on the benefits she offered.
• [16:50] - Stephan thinks it’s important to offer high-ticket items for several reasons, which he explains.
• [18:11] - Jennifer takes a moment to talk with Stephan about why his services are worth so much and his rates are as high as they are.
• [23:43] - Jennifer digs deeper into her discussion about Stephan’s services by asking him how many nuances a second-stringer analyst might make.
• [26:52] - After hearing Stephan’s explanation, Jennifer has heard four quantum benefits already. She explains them in more detail.
• [32:59] - If you want to incorporate these quantum benefits into your signature talk, how would you do so? In answering, Jennifer begins by clarifying what a signature talk is and why you need one.
• [37:10] - The product solves the problem, Jennifer explains.
• [38:09] - How does Jennifer make her potential clients do the “homework” that she assigns to them?
• [40:28] - Jennifer talks in more depth about her homework videos.
• [43:29] - Your quantum benefits are probably already in videos you made before defining what they are, Jennifer explains.
• [46:29] - Jennifer shares her advice on raising fees and having people actually pay you the higher amount.
• [48:26] - Stephan brings up a specific example using his daughter to draw out Jennifer’s wisdom on pricing. Jennifer then offers her advice on how people in positions similar to Stephan’s daughter can increase their income.
• [53:30] - Is there a close technique that works like magic for Jennifer?
• [57:23] - Stephan brings up Jennifer’s One Call Blueprint, and throws in a little plug for Jennifer involving his wife.
• [59:42] - Is Jennifer available if listeners want to work with her directly for a one-on-one coaching or mentoring situation?

Links and Resources:

• Jennifer Diepstraten on Facebook
  
• Jennifer Diepstraten on LinkedIn
  
• Jennifer Diepstraten on Twitter
  
• Jennifer Diepstraten on FamilyCo
  
• High Ticket Sales Success
• The assumptive close
• The Ben Franklin close
• Orion Talmay
• highticketsellingbook.com