This week I’m joined by Madison Tinder, the waitlist launch strategy queen!
She went from social media manager, to social media consultant to social media coach before finally finding her place as a business coach. While she believes she hasn’t really ninced down, but we think she’s definitely found her place in the market as a pre-launch and waitlist strategy queen.
After running a couple of free challenges that my clients loved, I realized that this model was extremely energy draining for me. I felt like I was going into the launch not operating at my best.
I decided to launch my mastermind as a waitlist just to see who would join. That resulted in my first 70k launch!
On the back of that success, I decided to run a waitlist again for Black Friday. Once again, I had great success. Since then, I've launched with a waitlist six times and that's when I created The Winning Waitlist.
Waitlists are a better way to save your energy for what really matters, which is your product. They’re also a much easier way to convert because your audience is warm and waiting for your offer to go live.
The lower the ticket offer, the shorter amount of time you should leave your waitlist open. If you leave it too long it's going to be too late and they're going to find someone else.
If your offer is below $500 to $700, leave the waitlist open for four days before launch. Anything higher than four days, leave your waitlist open for five to seven days.
Selling is a service and it's an opportunity to really impact your ideal customer. You have a chance to change their lives and solve their business problems.
You have to absolutely LOVE your offer, be confident in it, and know that it's going to provide a transformation for your clients, otherwise you’re not selling from a place of authenticity.
People buy what's in the course, not necessarily the transformation of the course.
If you're selling your $20,000 mastermind, you're selling the transformation and the feeling of progression. You need to let your client know that this is where they will be six months down the line.
A course is different though, because people will want to know what's in it to figure out if it is value-packed and worth their while. When you're selling a course, people buy because they believe in the ROI. You need to know, and by extension, you need to show they how they will get a return on their investment.
Return on investment doesn't always have to be money, especially if you're in the mindset or the fitness industry. It could be how the course going to help you live a better life, rewire your mindset, or something where they can take that course and see a tangible result in their life.
When you’re selling something high-ticket, you’re selling the feeling.
When selling high-ticket, develop an experience with your content. This means changing your content to speak to that ONE PERSON who is your ideal customer.
You want them to know that your offer is the perfect fit for them, and they’re the perfect fit for YOU. You have a permission slip to be picky and work with only dream clients. Now is the time to step into that mindset.
Adjust your language so your audience know’s that it’s going to be a high-ticket price. Use terminology like:
This is not a course
This is a six-month mastermind
This is not going to be a small investment.
This is going to be a higher ticket investment.
Using that terminology weeds out the people who are not looking to invest large amounts of money in themselves.
Then open up the opportunity for your audience to ask questions because unanswered questions hold people back from buying.
Don’t overwhelm the customer. When talking about the price, let them think about it and digest it and then once they respond, you can respond.
An example of what to say when there’s no response:
“Hey, Sarah, I'm just following up on my last message where I told you the price of my program. I wanted to open up the floor and see if you had any questions about the price or if there was any fear associated with the investment. Let me know if you wanted to hop on a short call to chat more about it. I'm looking forward to hearing your response”
Offering a call helps close the gap of missing a personal touch point, especially if it's a high ticket price. You want them to be able to ask you questions and talk through any fears they may have.
What do you do when someone keeps coming back, but when push comes to shove they never progress with you?
I'm no-nonsense, and I try to be as empowering as possible but I don’t particularly enjoy playing games with someone who’s super back and forth. It’s honestly a waste of both our times.
I would say:
“Hey Sarah, you've come to me a few times about my programs and you seem to be going back and forth on the decision-making process. You're either a hell yes, or you're a no and I only take people who are hell yes in my program. Is there anything last minute that I can walk you through to make this decision to decide if it's a yes or no for you?”
You have to spend money to make money.
You have to trust the process and trust that the money is going to come back to you. It's essential to make business investments to grow, educate, and learn to be a better business owner.
You can find Madison over on...