How to Increase Lead Conversions on High-Value Deals

You're in discussions with a corporate client about facilitating a workshop. They are excited because your expertise aligns perfectly with their needs.

However, the moment you mention your pricing, the energy shifts. The conversation stalls, and you can sense their hesitation. It's a familiar scenario – your value is apparent, yet the price tag becomes a stumbling block

The key to overcoming this challenge lies not in the sales call itself, but in what precedes it.

Building trust and establishing your expertise through content before the first interaction is crucial.

This pre-call content shapes their perception, sets the stage for the value you offer, and addresses any reservations.

Unlike the traditional approach of relying solely on direct sales pitches, the focus here is creating a rich library of content that potential clients can binge on.

It's about becoming that trusted advisor they turn to when they need advice, not just another pitch knocking on their door.

Build these five different types of assets as part of your LinkedIn sales ecosystem:

1. Educational Blog Posts and Articles: Write in-depth pieces that show common challenges and solutions relevant to your workshop topics. Use real-world examples and data to reinforce your points. This is your chance to show off your expertise and how it applies in the real world, making abstract concepts tangible and relatable.

2. Video Series: Create a series of short, engaging videos that provide valuable insights. These could be tips, case studies, or mini-lessons related to your expertise. Think of it as giving your audience a sneak peek into your workshop, enticing them with the value you offer.

3. LinkedIn Live Events and Online Workshops: Host free LinkedIn live events that offer a taste of what your paid workshops entail. Focus on delivering real value, not just a sales pitch. This is your stage to shine and show your audience the transformative experience your workshops can provide.

4. LinkedIn Newsletters: Develop comprehensive guides or reports that go deeper into subjects of your expertise. Make these sharable to expand your reach and create viral loops within your network. It's about giving your audience something so valuable they can't help but share it, bringing even more eyes to your work.

5. Podcasts or Interviews: Participate in podcasts where you discuss relevant topics, share stories, and answer common questions. This medium allows you to connect personally, sharing your journey, the obstacles you've overcome, and the successes you've achieved. It's about humanizing your brand and making your audience feel part of your story.

By the time potential clients reach out to you, they are already familiar with your insights and methodologies. They've seen your expertise in action and feel connected to your journey.

They have consumed your content and seen the value you can provide. They're not just buying a service… they're buying into a relationship with someone they trust and respect.

This familiarity breeds trust, making discussing your workshop and its pricing a natural next step rather than a barrier.

I work with you to build your LinkedIn sales eco-system in my 6-week 1-on-1 intensive.

This program is designed for consultants, coaches, and industry experts looking to make an additional six figures per year from doing a small number of workshops and/or consulting engagements with corporations and organizations so they can make more money while working fewer hours.

We work on creating or tweaking your offer description using my proprietary framework (which can include tweaking some things about the actual offer/solution itself) to make it more attractive and highly valuable to your right-fit client.

(and in the process, we even get clearer about who that intended client is in ways that completely change your business).

We start by working on the foundations that will allow you to command a higher fee (for example, turning your 5k offer into a 10k or 15k 90-minute workshop).

These foundations include getting specific on what industry/company type will need your help the most, understanding what department would be best to pitch your expertise, and understanding the four categories of problems that corporates want to solve and which one best fits your expertise.

It is also about helping you take the service you already provide and turn it into something that corporates want. In most cases, this is a workshop or speaking engagement (which can turn into longer-term projects at higher fees).

Some people who sign up for this program are more interested in my help implementing my "trust building" content framework that turns followers into buyers. Others are ready to accelerate their already existing lead and client generation strategies..... And some are equally interested in both.

I also offer some bonus topics (only if needed/wanted), like helping you with a strategy to grow your LinkedIn network and developing messaging to attract referral partners.

The investment for this program is $9K - quite modest considering the hours I dedicate to meticulously analyzing your current marketing, insights from working with decision-makers and in these decision-making roles, the acute ability I've developed to identify opportunities and areas for improvement with unparalleled speed, and the results that kind of precision can get.

Past clients have added multiple six figures to their revenue due to the clarity they've gotten on how to position and communicate what they do, leading to increased inquiries, higher fees, and a better level of clients to work with.

Send me an email to dashley@thrivoo.com or DM me, and let’s make your solution the one they can’t afford to pass up.