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by Mary-Rose Hoja in EPE, Uncategorized

As a consultant, coach or service business owner, you are probably working with CHANGE. You help your clients improve something in their lives or businesses, and you SHIFT them from one state to another.

The EPE method is all about doing this at high-end levels.  To accomplish this, you need to be getting in front of the people that are in charge of changing the status quo and driving the business forward at the highest levels.

To cause true impact and transformation, you need to get in front of the people who really hold the money bags and are in charge of bigger, better deals where you can become a strategic partner and a long-term trusted advisor –  rather than a one-off sparkler.

Prefer a video version of this post? We’ve got you covered!

If you are struggling with getting beyond lower level management – where your current contact might be – or you are getting fobbed off to HR or a department that is not at the level you deserve, you really need to focus on getting in front of the people who are in charge of the long-term deals, the retainers, and so on.

It is crucial to make contact with higher-level people in an organization, otherwise you are handing over control of your own sales process to the wrong person.  Someone who may not understand the actual impact that you have when given the chance, or who does not have the sign-off ability on anything higher than a small amount of money. If you’re only selling to that level of person, you’re only ever going to get a certain level of money.

Today I’m going to share with you five lucrative EPE secrets and five magic words you should use to leap over this barrier!

An important EPE rule is that a major time to make your move is to exploit CHANGE!

Exploit headaches and overwhelm that come at micro-disturbances in an organisation or in a person’s world. Change means headache and overwhelm for most organisations, so an effective inroad for you is for them to perceive and feel that you will remove that headache and overwhelm. So how do you do that? Here comes the juice:

In the EPE Method of High-End Sales and Marketing, it’s all about five lucrative EPE secrets, that we frame as triggers or levers.   In EPE World, a trigger is when you shoot something, lever is when you make something move.

In high-end sales, you need to trigger a pain or an emotion that hits your target right between the eyes.  You want to lever them to feel that sense of urgency, that sense of pervasiveness, that feeling that their problem is very expensive. To make it easy, we pull five triggers:

  1. Health
  2. Money
  3. Relationships
  4. Energy
  5. Time.

To get the big bucks, you need to make them perceive that you will make them or save them one of these five triggers. You need to trigger that emotional process and perception, to then shift or lever them mentally to a different space that is closer to getting rid of their headache – and thus closer to closing the deal.

If you do not achieve this, your expertise and potential will stay at the lower, shallow levels. Imagine the nightmare scenario around that in 6 months’ time! It is very obvious when you have hit a pain point and struck gold using the EPE method because you’ll see when they get the fire in the eyes and you get the head nods. That means you are off to the races.

I know you are itching to get in front of the leaders. But if you are trying to sell to lower-level management, you are relying on them for buy-in and you never want to be doing that. You want to be in charge of your own sales process. You want to be in charge of getting in front of the leaders. That is essential and you’re worth it.

I have a script for you to how to fix this. If a lower level management person, for example, wants to have a meeting with you about a potential project, what you do is you say, “Listen, this is a change issue, and change is a leadership issue. Let’s sit down with the leader.”

Five magic words: Change is a leadership issue.

This tactic will get you meetings with leaders, and then you are face-to-face with the people who can help understand your impact and have the sign-off ability for much higher amounts of money. In addition, you develop your network at that level which allows you to start talking at that level, and you lift the nose on your own plane all around. It becomes your new normal. I love scripts, because they are such an effective EPE technique. Try this script this week! It is a realistic, lucrative script that you can put into action right now.

And if you are struggling to gain traction in a new network of high-paying clients or landing bigger, better deals, head over to expertprofitengine.com and download our free guide there on how to package, price, promote and sell your expertise at higher profit!

 

Get The Ultimate Guide to Package, Promote & Sell High-Fee Services & Programs

Close bigger, better deals.

Bonus strategies!
We will process your data in accordance with our Privacy Policy. You may withdraw this consent at any time by emailing us or updating your preferences.