What is Status?
A common understanding of status, as defined by Merriam Webster is: Relative rank in a hierarchy of prestige, especially high prestige.
But status is so much more.
All human interaction is motivated by status.
Every action we take is qualified on the merit of how much status a particular action will gain us or cost us.
If someone praises you, your status increases.
If you get scolded, your status decreases.
If you win a $100,000 contract your status increases.
If you lose an important customer your status decreases, and so on.
Behavior changes dramatically depending on how much or how little actual or perceived status an individual has.
What is Low-Status behavior?
When we interact with people of actual or perceived low-status, we start to notice certain behavior patterns.
- They often have a scarcity focused mindset.
- They believe that there is not enough to go around.
- They worry that others will take advantage of them.
- They think that they always get the short end of a stick unless they fight for their rights.
People with a Low-Status mindset can be a huge pain, especially if they are one of your customers.
- They often don’t know what they want.
- They frequently look for free solutions and are unwilling to pay.
- If they have to pay, they always try to get a lower price.
- They always ask for more than initially agreed.
- They are often unhappy about the results and demand for extra gold-plating that is out of scope.
- They frequently ask for refunds.
- Some even try to blackmail and threaten bad reviews.
- They are a pain to work with.
- They almost never tip.
- They don’t refer clients to you.
- If they do, they refer other Low-Status clients to you, if they believe they were able to take advantage of you.
What are High-Status VIP clients?
High-Status VIP clients are very different.
Btw. don’t confuse High-Status with being rich or wealthy. I have met High-Status people from all walks of life. What they all have in common is a very special mindset that allows them to succeed.
- They have an abundance mindset.
- To them, money is never an objection. They see money as an investment and understand that they get what they pay for.
- They are often happy to pay a premium for premium quality.
- They are fun to work with.
- They always pay on time.
- They give tips for incredible service.
- They buy from you again and again and again.
- They refer High-Status VIP clients to you.
- They feel there is more than enough to go around.
- They have a deep-rooted belief that everything in life will eventually work out.
- They feel blessed and are grateful for what they have.
- They know what they want.
- They feel confident in themselves.
What if I told you that everyone can attract these High-Status individuals?
Sounds like an impossible dream?
Well, today, I am sharing with you my secret 10-step system that will help you to attract VIP clients for any business!
By the way, if you prefer watching videos over reading, this article is also available on my YouTube channel. Just click the play button below and listen to my captivating voice. 😉 👇
How To Attract High-Status VIP Clients
If you want to attract VIP clients, you have to first understand the reality of VIP clients.
What’s their reality?
What do they want?
What do they worry about?
How do they think?
How do they make decisions?
What do they value?
What’s it like to live their life?
Once you truly understand what it’s like to live their life, you are going to map out their challenges
Next, we map out High-Status challenges and align them with our product and service offerings that can help them to overcome their challenges and achieve their goals.
Then we are using the power of storytelling to express both a specific challenge and one of our solutions in a language that instantly clicks with High-Status VIP clients.
It’s important to understand how to disqualify Low-Status clients fast, so we are not getting dragged into their scarcity reality and have more time to spend on High-Status projects.
Once found the right language that allows us, to attract High-Status VIP clients, while at the same time repel Low-Status prospects, we create our High-Status sales funnel.
We make it easy for VIPs to get in touch and to schedule a phone call or in-person meeting.
During the initial talk, we confirm that they are indeed a High-Status VIP client and determine their needs.
Instead of writing long-winded, multi-page proposal we focus on a results-oriented plan of action, that clearly communicated our value proposition.
Once we close the deal, we deliver a VIP experience throughout the entire project and get ourselves a customer for life.
Step 1: Understand the reality of VIP clients.
Let’s get started.
How would you act if money is no object?
What would you do if your time is a rare commodity?
If you can invest money wisely to buy quality time that you can then reinvest to make more money?
If you can outsource things that you don’t want to do.
Or things that others are better at than you.
What would your life be like?
What would you do?
How would you get out of bed in the morning?
What’s the first thing you do after breakfast?
How are you making decisions on a day to day basis?
If want to get from A to B. Are you taking the bus or train? Or are you getting a car or taxi?
If you’re at the supermarket. Do you wait until something is on a discount? Or do you buy it anyway without a second thought?
How would you behave towards vendors?
Do you always pay on time?
Do you give tips to ensure that your vendors are happy and always over-delivering the best possible results?
How does it feel when a VIP client walks into a high street store?
You have to feel and understand how it’s like to be VIP first before you can attract them.
Once you have a clear understanding, move on to step 2.
Step 2: Map out VIP clients’ challenges
Now, let’s dive even deeper by creating a list of things that VIP clients want and need.
What things would help them to save time?
What would make their life more enjoyable?
What would give them more status?
What would get them better results?
What are some of the daily challenges of VIP clients?
In which areas would they want to get better results?
Step 3: VIP Storytelling
Now that you understand what it’s like to be a VIP client yourself, and you made a list of their daily challenges, we’re going to explore how we can use storytelling to communicate to them that what they want or what they’re worried about can be resolved with your services and your products.
We are using storytelling to get them from A to B.
A is their current state of mind.
B is the realization that we are the perfect person who can help them to get what they want.
Storytelling allows us to communicate with their subconscious without being salesy.
We use our understanding of their VIP experience from step 1 and their VIP challenges from step 2 to demonstrate our understanding of what it’s like to live their life.
This creates instant trust and makes it more likely that VIP clients are willing to buy from you.
By demonstrating our understanding of their reality and by using their language and words, you can make them feel that you are just the right person because you “get them” and understand what’s going on in their life.
By showing them that you are one of them, you create trust and reduce potential frictions that might have prevented them from becoming a customer.
Step 4: Disqualify non-VIP clients fast
It’s equally important to use our language and words wisely to keep some of the non-VIP people away.
Time is a very limited commodity.
You have to make sure that you’re spending your time wisely.
If you spend hours on the phone, talking to people who might take up your time, who want to get free advice, can’t afford your premium services or don’t want to buy anyway, you don’t have any time left for the important things such as helping your VIP clients and creating a VIP experience for them.
You can do this by being polarizing.
Clearly communicate that you are only able to help High-Status VIP clients, but not anyone else.
This will help you to get much better inquiries.
Step 5: Create Digital VIP experience
Now let’s create a VIP funnel that allows us to convert VIP prospects to happy VIP clients who are willing to buy from you again and again and again.
VIP clients are different than regular clients.
They are willing to pay a premium for premium quality and results.
And they’re expecting a premium experience throughout the entire buying circle.
Your website and social media accounts should reflect the fact that you are living in their reality.
You can do this by using the same language that VIPs are used to on your website.
Show them and highlight how well you are understanding their day to day life and their challenges.
And then make it easy for them to get in touch.
Share your contact information on your website or embed a contact form to capture their details.
Step 6: One-on-one selling
You want to get VIPs on the phone or meet them in person as quickly as possible. That means one-on-one time.
Make sure that even your meeting is giving them a VIP experience.
Don’t meet VIPs in a public coffee shop.
Book a nice meeting room instead.
Serve them their favorite drink.
Turn your meeting into an experience.
It’s all about them having a great experience from start to end.
Remember, money is no objective for VIPs.
They care much more about the experience of working with you.
Can you deliver the results they want?
Is it enjoyable to spend time with you? and to work with you?
Make sure that they are happy from beginning to end.
Step 7: Determine their needs
Find out what is it specifically that made them reach out to you?
What are they trying to achieve?
Where do they want to go?
What are some of the challenges they are facing and how you can help them to overcome them?
If possible identify their core needs.
Those are the needs behind the need.
You can do so by asking why questions.
I want to do X.
What will achieving X allow you to do? / How will you feel when you achieve X?
Understanding their “why” behind their “why” will allow you to better align what you have to offer with what they really want.
Step 8: Create a plan that focuses on results.
Remember, VIPs don’t care about the money, so don’t try to explain the pricing.
It’s much more important that you focus on results.
It’s also very important that you understand that their time is their most precious commodity.
So don’t write a 20-page proposal.
Focus on getting the key results on 1 page!
Only give them an executive summary so they can quickly understand all the different benefits that working with you will have for their business.
Step 9: Close the deal.
Once everyone is happy, get them the contract, send them the invoice, and then start working.
Make it as easy as possible for them to commit.
There shouldn’t be a lot of back and forth.
Explain the process again.
Schedule the project workflow.
Set the right expectations.
If your client communication is getting out of sync at some point, focus on re-syncing the right expectations.
Step 10: Customers for life.
If you deliver great results and are fun to work with you found yourself a customer for life who is happy to pay a premium again and again and again.
Make sure that your new customer stays happy, even long after your work is done.
Remember their birthday and think of them when planning for important holidays.
Follow their activities on LinkedIn and leave meaningful comments.
By staying connected you stay at the back of their mind.
The next time they face a challenge, they will call you.
And the next time one of their High-Status VIP friends is facing a challenge, they will recommend you! 🙂
What are your thoughts?
If you want to learn more about how to create a following on LinkedIn to attract VIP clients, check out this video over here where I share 50 of my best-kept secrets on how to build a LinkedIn following from zero to 10,000 followers in 2020.
And if you want to learn more about videos, about marketing strategies to attract VIP clients, make sure that you subscribe to my YouTube channel and turn the notification bell on.
And let me know in the comments, do you have VIP clients? Which tip has helped you the most to attract the right clients? And if you have any questions about getting VIP clients, make sure that you check out the description below.