- Discover how to ditch that revenue rollercoaster and get your clients hooked up with your signature offer
- Learn why you don’t need to change your business model and just give the right price
- Understand what the sales and decision acceleration is and how you can increase your price in just three promising ways
- Wanting to Find Out How to Get Leads That Convert? Learn more about how you can attract more and get your clients hooked with your best signature offer: www.thevirtualedge.com
Have you been stuck on the revenue rollercoaster and don’t know when you’re going to reach that peak again?
Are you struggling to get your clients hooked up on your services or products?
Do you want to learn how you can create a signature offer that will guarantee you consistent lead flow?
Matt Clark is the co-founder of the Rainmaker system where he helps coaches, consultants, speakers, and experts to create a signature offer that increases their prices, buys back time, and converts clients effortlessly.
In this episode, Matt talks about how to get off that revenue rollercoaster and create a high-ticket offer that your clients just can’t resist! He also shares his tips and insights on how you can increase your price and charge what you are worth in just three ways.
Check out these episode highlights:
- 01:36 – Matt’s ideal client: “So we work with coaches, consultants, course creators, anyone that’s an expert in their field, and that has got something that they need to get out to the world. And the biggest, most important part about this is that they want to make an impact.”
- 02:05 – Problem Matt helps solve: “The biggest problem that we solve is that we help them to create a signature offer. The reason it’s a problem for them is that most coaches, consultants, course creators are either charging too little or are charging hourly for their services.”
- 03:08 – Typical symptoms that clients do before reaching out to Matt: “So I mean, I look at someone that I was speaking to yesterday. And his big challenge is that he’s a consultant. He’s an expert at what he does.”
- 05:02 – Common mistakes that people make before they find Matt’s solution: “The biggest thing is that they try and they look at other people, and then they kind of try and price themselves somewhere in between there. There’s nothing that distinguishes them from anybody else, you know.”
- 06:08 – Matt’s Valuable Free Action (VFA): “So one thing that can set you apart from everyone else, and I like to call this “sales acceleration” or “decision acceleration” is that when you take a look at your offer, you want to, number one – is three ways you can make more money.”
- 07:08 – Matt’s Valuable Free Resource (VFR): Check out Matt’s Website: www.thevirtualedge.com
- 07:39 – Q: Why don’t more people focus on the offers the first thing they do? A: Because everyone out there is talking about leads, is talking about sales. And everyone thinks that you need more leads and you need more sales, but the truth is that most people have already got leads.
Tweetable Takeaways from this Episode:“Instead of changing the entire business model and everything there, let's take a look at the offer. Let's simplify it.” -Matt Clark Click To Tweet
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)
Tom Poland 00:10
Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Matt Clark. Matt, good day, sir. Where are you based? Where are you hanging out?
Matt Clark 00:23
Hey, Tom. Good to see everyone listening. I am in Johannesburg, South Africa and it has been raining for the past two days, like pouring!
Tom Poland 00:30
Must be the same cloud we’ve got here in Australia because we’ve been raining too!
Matt Clark 00:34
It’s like someone’s standing throwing buckets on us. It’s nuts!
Tom Poland 00:37
Alright. Okay, but good for the garden or good for the farmers or something. Folks, moving off to geography and climate. Matt’s the co-founder, funnily enough, ironically enough, of the Rainmaker system, where he helps coaches, consultants, speakers- exactly our audience- and experts create a signature offer. So there’s a lot to crafting an offer. So he helps folks with that! A signature offer that increases their prices, buys back time, and converts clients effortlessly. Music to my ears! Matt and his business partner, Wes, have helped over 1500 clients in 26 countries and counting to grow their revenue and profit exponentially while enjoying less time working and more time living life. Sounds terrific, Matt! A pleasure to have you on the show. Our title today is, “How to Get Consistent Lead Flow Without Needing to Become a Marketing Expert”. You could share with us how to do that. Our seven minutes starts now, sir. Question number one is who is your ideal client?
Matt Clark 01:36
Thanks, Tom. So we work with coaches, consultants, course creators, anyone that’s an expert in their field, and that has got something that they need to get out to the world. And the biggest, most important part about this is that they want to make an impact. You know, they’re not just starting a business to make money, they want to do something bigger and better than just making money. They want to change something in the world.
Tom Poland 01:58
Purpose and profit! Fair enough.
Matt Clark 02:00
Purpose and profit, yeah.
Tom Poland 02:02
Well, question number two, let’s talk about what’s the problem you solve for these folks?
Matt Clark 02:05
The biggest problem that we solve is that we help them to create a signature offer. The reason it’s a problem for them is that most coaches, consultants, course creators are either charging too little or are charging hourly for their services. So what ends up happening is they’re constantly on the hunt for new clients. They’re on a revenue rollercoaster where they’re either marketing and selling or delivering. And, you know, they can go from 5k to 30k, down to zero. And so we help them, really, to create an offer that increases their value, so they increase their prices, that buys back time. So they don’t create themselves a glorified job and become a slave to their business and converts clients effortlessly, right? And building a monthly recurring revenue, so they don’t constantly have to be on the hunt for new clients.
Tom Poland 02:48
This is kind of the way it should be, right? I mean, the other way, it’s not the way! This is the way it should be. So tell us about the typical symptoms, if you would, that one of the people who’s not a client quite yet, what are they going to be experiencing? What are they going to be noticing in their life or their business that gives them kind of a heads up that they need to find out more about what you do? Five and a half minutes left.
Matt Clark 03:08
Yeah. So I mean, I look at someone that I was speaking to yesterday. And his big challenge is that he’s a consultant. He’s an expert at what he does. He’s gone from working in corporate to now starting his coaching or consulting business. He doesn’t know how to price himself, so he kind of takes a look at everyone in the market and finds a swipe box somewhere, and then places himself. The problem is that he hasn’t stood out from the crowd. He looks the same as everybody else. And his message is also very vanilla– doesn’t have a name for his system. And now what’s happening, as a result, is he’s kind of grown his business to like 10-15k a month, and he’s stuck. The only way he can grow is by putting more of his time in, right? And even when he does, it becomes a glorified job instead of a business that gives him the control, the security, the time, and location freedom, which is ultimately what he’s looking for. So those are the kind of people under the 250 cap. The people who are above 300k a month to about a million a month, their biggest challenge is that they need to scale. And they’ve positioned their offer in a way where it hits a plateau. And they either need to bring more people in, or they’ve got to change the entire business model to be able to scale. So we look at it and we say, “Cool, well, let’s just look at the offer. Instead of changing the entire business model and everything there, let’s take a look at the offer. Let’s simplify it. Let’s increase your prices. And let’s structure this in a way that actually gives you leverage so that you’re not delivering 24/7.” I mean, I’ve got a client where we took it from $175 an hour. We turned it into a $60,000 for the year offer. We get paid regularly and he delivers in one hour a week. That’s it.
Tom Poland 04:45
Perfect. Beautiful. Wow! Creative. Profitable! So let’s talk about- thank you, sir, for that. That’s a good example. What are some of the common mistakes that people make when they’re trying to scale and, you know, they’ve got another offer? What are they doing that you think might be wasting their time and money? We’ve got three and a half minutes left.
Matt Clark 05:02
Perfect. The biggest thing is that they try and they look at other people, and then they kind of try and price themselves somewhere in between there. There’s nothing that distinguishes them from anybody else, you know. There’s no value in being the second cheapest or the second most expensive, right? You want to not compete against everyone else that’s out there. You want to set yourself apart. So that even if there are big companies vying for the same business, you’re solving such a different problem. So the biggest mistake I see is that people look vanilla. They don’t charge their worth. They undercharged themselves. And then they also believe that they need to put more of themselves into the business to be able to get their clients the results, where that’s not actually good. And then add one more thing to it is that they’d say, as I said, that they limit their own growth because they believe that they need to have achieved those results so that they can help their clients achieve the results. It’s not what a coach doe.,
Tom Poland 05:57
Well said! Thank you for that, sir. Two and a half minutes left. Question five, let’s talk about one step that someone can take– a valuable free action. It’s not going to solve the whole problem, but it might start them in the right direction.
Matt Clark 06:08
Perfect! So one thing that can set you apart from everyone else, and I like to call this “sales acceleration” or “decision acceleration” is that when you take a look at your offer, you want to, number one – is three ways you can make more money. The first way is just to increase your pricing, okay? Double your pricing, or even at 50% to it. Then put in scarcity, urgency, bonuses, and a guarantee that will make your ideal client super excited and remove the objections. Because creating an offer is very simple. It solves your ideal client’s unique problem in a unique way that removes their objection. So I would say that is a simple thing that’ll get people making decisions a lot faster.
Tom Poland 06:51
Fantastic. A reason to move forward now, some sort of bonus or scarcity, something they might lose or something they’re going to get if they make a decision now, and a price increase, we’ve got the second one. And question number six, Matt, is one valuable free resource. Where could we direct people to that’s going to help them even more?
Matt Clark 07:08
So Tom, you know, we send people to my website, which is www.thevirtualedge.com. At the moment, we’ve got a resource on there that will be the “20-minute Profile Makeover Using LinkedIn.” But I think I’m actually going to change that so by the time people get it, I’m going to have your “Offer Creation Checklist” that’s going to be up there. So, www.thevirtualedge.com and go and grab that. It is power!
Tom Poland 07:34
Thank you, sir. And 35 seconds left. Question number seven, what’s the one question I should have asked you but didn’t?
Matt Clark 07:39
Why don’t more people focus on the offers the first thing they do?
Tom Poland 0 7:42
You know, why don’t they? 25 seconds.
Matt Clark 07:44
Because everyone out there is talking about leads, is talking about sales. And everyone thinks that you need more leads and you need more sales, but the truth is that most people have already got leads. They’ve got a network, but they’re not converting the leads that come to them.
Tom Poland 07:58
Perfect! Matt Clark, thank you so much for your time, your wisdom, and your insights.
Matt Clark 08:03
Tom Poland 08:04
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.