HOW TO SELL WITHOUT FEELING LIKE YOU’RE SELLING
How to Get Affluent Prospects to Understand Your Value, Trust Your Expertise and Want to Talk to You—Before You Ever Have to “Sell” Them
If you’re very good at what you do but hate having to sell yourself, this program was created for you.
Because the solution isn’t necessarily becoming a better salesperson.
It’s creating better marketing.
Marketing that gets the attention of the right affluent prospects.
Marketing that demonstrates your expertise rather than simply claiming it.
Marketing that gives people a compelling reason to choose you over other perfectly competent alternatives.
And marketing that stays in front of interested prospects until they’re ready to take the next step.
The result?
By the time you finally speak with them, there’s considerably less left to sell.
Get immediate access to How to Sell Without Feeling Like You’re Selling for $395.
OR GET IT FREE WHEN YOU SUBSCRIBE TO WHALES NOT MINNOWS
YOU SHOULDN’T HAVE TO DO ALL THE SELLING DURING THE SALES CONVERSATION
Think about what happens when an affluent prospect gets on the phone with you knowing very little about you.
You have to explain what you do.
You have to establish credibility.
You have to demonstrate your value.
You have to explain why you’re different.
You have to justify your fee.
You have to overcome their uncertainty.
And ultimately, you have to persuade them to take the next step.
That’s an enormous amount of work for one conversation.
Now imagine something different.
Before the prospect ever speaks with you, they’ve encountered several of your ideas.
They’ve learned something from you they didn’t know before.
They’ve recognized that you understand the particular problem they’re dealing with.
They’ve seen evidence that you know what you’re doing.
They understand why your approach is different.
And because you’ve continued communicating with them without chasing them, you already feel familiar.
Now the conversation isn't primarily about convincing them.
It's about determining whether the two of you should work together.
That’s the system you’re going to build in this program.
HERE’S WHAT YOU’LL LEARN—AND WHY IT MATTERS
THE FIVE JOBS YOUR MARKETING MUST ACCOMPLISH
You’ll learn my five-part framework:
Attention. Relevance. Credibility. Differentiation. Follow-up.
More importantly, you'll learn how to determine which of those five is currently weak in your business.
The benefit: Instead of randomly doing “more marketing,” you'll be able to identify the specific part of your marketing that's costing you prospects and concentrate your effort where it's most likely to produce a return.
HOW TO GET THE RIGHT PEOPLE’S ATTENTION
You'll learn how to develop ideas specifically designed to make the affluent prospects you want stop and pay attention.
You'll also complete exercises that help you identify the problems, observations and counterintuitive insights that can become your most effective content.
The benefit: You don't need to become famous or attract enormous numbers of followers. You become more visible and interesting to the smaller group of people who could actually become extremely valuable clients.
HOW TO MAKE AFFLUENT PROSPECTS FEEL UNDERSTOOD
You'll learn how to move away from generic marketing about your credentials, company and services and instead demonstrate that you understand the world your ideal prospect actually lives in.
The benefit: The right prospect begins thinking, “This person understands people like me,” which makes everything you subsequently say about your expertise considerably more persuasive.
HOW TO DEMONSTRATE YOUR EXPERTISE WITHOUT BRAGGING
You'll create your own Credibility Inventory and identify the experience, evidence, stories and authority you already possess but may not be making visible.
You'll also learn how to turn your experience into content that lets prospects watch you think like an expert.
The benefit: Instead of asking people to believe you're good because you tell them you are, you give them enough evidence to reach that conclusion themselves.
HOW TO CREATE A DIFFERENCE THAT ACTUALLY MATTERS
You'll use the “So What?” exercise to go beyond meaningless claims such as personalized service, experience, integrity and attention to detail.
You'll identify what genuinely distinguishes you and connect that difference to a consequence your affluent prospect actually cares about.
The benefit: You give prospects a logical and compelling reason to choose you instead of another perfectly competent alternative—and make your fee considerably easier to understand in the context of the value you provide.
HOW TO FOLLOW UP WITHOUT CHASING PEOPLE
You'll build a simple five-touch follow-up system based upon continuing to provide ideas, observations, stories and useful information rather than repeatedly asking:
“Have you made a decision?”
The benefit: Potentially excellent clients who aren't ready today don't simply disappear. You remain visible and valuable so that when their timing changes, you're far more likely to be the person they think of.
YOU’LL BUILD YOUR OWN
AFFLUENT MARKETING FUNNEL
This isn't simply a collection of marketing ideas.
I'll show you how to connect everything into a deliberate path that moves someone from:
STRANGER
↓
ATTENTION
↓
RELEVANCE
↓
CREDIBILITY
↓
DIFFERENTIATION
↓
FOLLOW-UP
↓
CONVERSATION
You'll identify how people discover you, where they should go next, what they need to encounter there, how you'll capture their interest and what happens if they're not ready to speak with you immediately.
The benefit: Your marketing stops being a collection of unrelated activities and begins operating as a system, with each piece deliberately preparing the prospect for the next one.
BUILD YOUR MINIMUM VIABLE FUNNEL
You don't need 14 pieces of software, six social platforms and a marketing department.
I'll help you identify the six basic pieces you need:
Your primary attention source — so you know where to concentrate your visibility efforts rather than trying to be everywhere.
Your bridge — so interested prospects have an easy next step rather than being forced to jump immediately from “interesting” to “contact me.”
Your credibility platform — so prospects can investigate you and quickly discover evidence that you're worth taking seriously.
Your capture mechanism — so interested people don't disappear without giving you an opportunity to stay connected.
Your nurture system — so relationships continue developing even when you're busy serving existing clients.
Your invitation to a conversation — so qualified prospects know exactly how to move forward when they're ready.
The benefit: You end up with a marketing system that's sophisticated enough to attract affluent clients but simple enough that you can actually run it while operating the rest of your business.
KNOW WHAT TO SAY AT EVERY STAGE
One of the biggest marketing problems isn't simply what you say.
It's saying the wrong thing at the wrong time.
You'll learn why the message designed to get a stranger's attention shouldn't be the same message you use to establish credibility—and why neither should sound like the message you use when inviting someone to talk with you.
You'll create your own six-message map covering attention, relevance, credibility, differentiation, invitation and follow-up.
The benefit: You stop trying to make every reel, email, article or website page sell your entire service. Each message has one clear job, making your marketing both easier to create and more natural for the prospect to respond to.
FIND THE LEAKS THAT MAY BE
COSTING YOU GREAT CLIENTS
You'll complete my Less Left to Sell Audit and score your existing marketing on Attention, Relevance, Credibility, Differentiation and Follow-up.
You'll also map your prospect's actual journey and identify where you're asking them to make the biggest leap of faith.
The benefit: Before spending more money generating traffic, followers or leads, you can determine whether you're already attracting good prospects who are simply falling through holes in your existing system.
Fixing the leak may be considerably more profitable than pouring more prospects into the top.
REMOVE THE HIDDEN FRICTION THAT STOPS PEOPLE FROM SAYING YES
Finally, we'll look at what happens when someone appears to like you, trust you and want what you offer...
but still doesn't move forward.
You'll identify the financial, time, complexity, control, social and regret risks that may be creating hesitation.
You'll examine whether your process is clear, whether you're giving people too many choices and whether you're making prospects do unnecessary work.
The benefit: You make yourself easier to say yes to without discounting your fees, creating artificial urgency or resorting to high-pressure closing techniques.
AND YOU WON’T JUST LISTEN. YOU’LL BUILD.
Throughout the program, you'll complete exercises including:
The Stop-and-Pay-Attention Test
The “You Understand Me” List
Your Credibility Inventory
The “So What?” Test
Your Five-Touch Follow-Up
The Less Left to Sell Scorecard
Your Stranger-to-Conversation Path
The Five-Second Website Test
Your Minimum Viable Funnel
Your Six-Message Map
The Friction Inventory
The Cost of Waiting Exercise
Your Final Less Left to Sell Action Plan
The benefit of all these exercises is simple:
You won't finish with a notebook filled with interesting ideas. You'll finish with specific decisions, messages and marketing assets you can begin putting to work in your business.
THE REAL OBJECTIVE
The objective isn't to eliminate persuasion.
It's to move much of that persuasion to a place where it feels natural.
Your prospect encounters an idea.
Then another.
They learn something.
They begin recognizing your expertise.
They see evidence.
They understand your point of difference.
They continue hearing from you.
And gradually their thinking moves from:
“Who is this person?”
to:
“This person understands my situation.”
then:
“This person clearly knows what they're doing.”
and eventually:
“I should probably talk to them.”
They feel as though they're moving toward you rather than being pushed through a sales process.
And particularly with affluent clients, that's an extraordinarily valuable position to occupy.
GET HOW TO SELL WITHOUT
FEELING LIKE YOU’RE SELLING
You can purchase the complete program today for:
$395
You'll receive immediate access to the entire training and all of the exercises so you can begin building your system right away.
OR...
GET THE ENTIRE PROGRAM FREE WITH YOUR WHALES NOT MINNOWS SUBSCRIPTION
If your objective isn't simply solving one marketing problem but consistently attracting more affluent clients, this is the option I'd recommend.
When you subscribe to WHALES NOT MINNOWS, you'll receive How to Sell Without Feeling Like You're Selling at no additional charge.
WHAT EXACTLY IS WHALES NOT MINNOWS?
WHALES NOT MINNOWS is my private marketing intelligence subscription for professionals who want to attract more affluent clients.
Twice each month, I give subscribers a new private briefing focused on a specific strategy, opportunity, problem or system involved in marketing to affluent prospects.
Not generic marketing theory.
Not another collection of motivational ideas.
The emphasis is on specific things you can understand, adapt and put to work in your own business.
One briefing might help you become more referable.
Another might show you how to position yourself as a recognized expert.
Another could focus on your follow-up.
Your messaging.
Your affluent marketing funnel.
Your authority.
Your relationships with gatekeepers.
Your visibility.
Your positioning.
Your conversion process.
The specific subject changes.
The objective doesn't.
Helping you attract more of the clients who can make the biggest difference to your business.
WHY SUBSCRIBE INSTEAD OF SIMPLY BUYING THIS PROGRAM?
Because if you're serious about attracting affluent clients, you don't have one marketing problem.
You'll solve one problem and discover the next one.
You improve your visibility...
and now you need to convert that visibility into inquiries.
You generate more inquiries...
and discover your positioning isn't strong enough.
You improve your positioning...
and realize interested prospects are disappearing because your follow-up isn't good enough.
You improve your follow-up...
and now you want more referral sources feeding prospects into the system.
Marketing is an ongoing process of finding and strengthening the next weak link.
That's why WHALES NOT MINNOWS exists.
Twice every month, I'm putting another affluent-marketing strategy in front of you.
Something to think about.
Something to evaluate.
And most importantly:
Something you can use.
You don't have to invent your affluent marketing strategy from scratch every month.
I'm continually putting new ideas on your desk.
And if attracting more wealthy clients is genuinely important to the future of your business, I think that's an extraordinarily valuable resource to have.
ONE GREAT AFFLUENT CLIENT CAN CHANGE THE ECONOMICS OF YOUR BUSINESS
This is why I created WHALES NOT MINNOWS in the first place.
If you're selling a sophisticated, high-value service, you don't necessarily need hundreds of additional clients.
You need more of the right clients.
One exceptional affluent client can be worth tens of thousands—or considerably more—over the life of the relationship.
And that's before you consider the people they may introduce you to.
Their business partner.
Their attorney.
Their advisor.
Their friends.
Their family.
Other people moving within the same circles of trust.
So the potential payoff from improving the way you attract affluent clients can be dramatically disproportionate to the number of clients you actually need to attract.
You don't need more minnows.
You need a better system for attracting whales.
TWO WAYS TO GET STARTED
If you simply want How to Sell Without Feeling Like You're Selling, you can get immediate access today for:
$395
Or...
GET THE ENTIRE PROGRAM FREE WITH YOUR WHALES NOT MINNOWS SUBSCRIPTION
If you want the program FREE and you'd also like my newest affluent marketing strategies delivered to you twice every month, become a WHALES NOT MINNOWS subscriber.
You'll get immediate access to How to Sell Without Feeling Like You're Selling plus the ongoing private intelligence briefings designed to help you continually improve the way you attract, nurture and convert affluent prospects.
The choice is yours.
But if getting more wealthy clients is an important priority for your business, I'd strongly encourage you to choose the subscription.
Because this program can help you solve the problem in front of you today.
WHALES NOT MINNOWS is designed to help you keep solving the next one.
My products are sold for educational purposes only. Please understand the results I'm sharing with you are not typical. I’m not implying you’ll duplicate them (or achieve anything for that matter). The average person who buys any “how to” information gets little to no results. Everything on this page are references for example purposes only. Your results will vary and depend on many factors …including but not limited to your background, experience, and work ethic. All business entails risk as well as massive and consistent effort and action. If you're not willing to accept that, please do not get this product.