Karan Nijhawan, How to Generate Leads and Drive More Sales Organically – InnovaBuzz 485
Karan Nijhawan, Close Dream Clients
In this episode, I’m really excited to welcome back as my guest, Karan Nijhawan, who helps Coaches generate $15K-$55K/mo with their high-ticket offer, without running paid ads, through Organic Marketing and Elevated Events.
He is the Founder of Close Dream Clients and has hosted over 190+ Human Connection Dinners, Events, Retreats, and Experiences.
Karan was my guest on episode 33 of the InnovaBuzz Podcast, where he shared why traditional networking events are “broken” because they focus so much on transactions, and how we can create events that focus on meaningful conversations and deep connection.
In our discussion, Karan talked to me about:
- Why value ladders and freebies keep people stuck below $10k/mo
- How consistent organic marketing alone can get you to $50K/mo revenue
- The importance of a sales framework for a sales call
Listen to the podcast to find out more.
Listen to the PodcastIt's not that you don't have enough leads. It is that you don't have enough qualified sales calls. @KaranNL on #InnovaBuzz podcast Click To Tweet
Show Notes from this episode with Karan Nijhawan, Founder of Close Dream Clients
Key points and takeaways from this episode include:
- You don’t need 100 Grand a month to live the lifestyle and freedom that you want.
- Everything you want is within your arms’ reach.
- By doing 2% more of the strategic work, you can accomplish 80% of the success that you want to achieve.
- Learn to zoom out of your day to day life and get really clear on not just the business that you want but on creating the lifestyle that you want with your business just being secondary.
- Change is healthy. Change doesn’t always have to be scary. It doesn’t need to be pivotal.
- It’s not the massive leaps but the small incremental steps that essentially shape who you end up becoming.
- There’s no rulebook in business. Someone who falls in love with your content or your podcast can go straight to a high-ticket product if they love what you do and they totally resonate with it.
- Keep it simple. Stop adding more steps and complexity to the funnel. If your goal is to make more money and to make it quickly, then start offering your high-ticket product to clients who already know, like, and trust you, and are ready to buy.
- Customers buy programs and courses for very specific problems. They no longer need a generic “how to build a business” course. They just need one part of their business solved.
- Start posting really good content and follow up with interested parties who engage with it.
- The more content you create, the more you build a consistent following. The more you hone in on your own writing and video skills, the more you start to position yourself as somebody who really knows what you’re talking about.
- It’s not that you don’t have enough leads. It is that you don’t have enough qualified sales calls. There’s a huge network on social media of people who are interested to work with you. The problem is that they don’t know how to get on call with you because all of your posts are either offering a freebie or asking them to buy.
- Make sure that your posts build authority, credibility, and likeability.
- Having a conversation with somebody who has demonstrated engagement on one of your social media posts is a very natural way to find out if they have the intention of buying without being salesy.
- Don’t let your prospect run the entire sales call. Sales is lost not in the last 5 minutes of the call, but in the first 30 seconds because you didn’t take control.
- Start throwing rocks at your industry. Create content that’s so polarising. Identify the things in your industry that you cannot stand and start talking about those topics. This type of content creates clarity because it allows people to be attracted to you but it also repels people that are not aligned with you.
- Instead of asking yourself how you can do more today, ask yourself how you can do less and better. Identify the one thing that you could do today such that by doing it everything else is either unnecessary or irrelevant.
- Build rapport within the first 60 seconds of the call.
- You’re not on the call to make the person feel like you’re best friends. You’re there to qualify or disqualify them into being a possible income source for you.
- Every sales call needs to have a person of authority and a person who expresses a perceived problem.
- Give your prospects an overview of how the call is going to work. Let them know that the goal of the call is to understand where they are today, where they want to go, and how you can help them achieve that.
- If there’s another person that’s involved in the decision making, make sure that that person is present in the sales call as well so that you can handle any of their objections and they have a full understanding of what they’re getting.
- Ask your prospect what motivated them to book the call with you and really listen to them. Dig deeper into why it’s important for them to solve the problem now.
- Recap. Summarise what you’ve heard back to the prospect.
- Go from pains to gains. Articulate the pain and identify the goals, then ask the prospect what they need from you. It doesn’t only stretch the problem but it also clearly lets the other person acknowledge that they need something.
- Articulate your solution in the simplest way possible. Don’t get into the nitty gritty of every single module or key benefit because it only confuses your prospect.
- Make sure that your solution is visible in all of your content. Write your content in a way that lays out your process on how you can help your clients achieve the transformation and success that they seek.
- Always make sure to let the other person ask how much. Stop talking after stating the price and just listen. The biggest thing you can do if you get a price objection is to remain calm.
- Only have one offer. Stop pitching 2-3 different offers.
- 60-80% is a good close percentage. 20% is the average in high ticket sales. If you can close 2 out of 10 sales calls, that’s a good number. But if you’re closing 2 out 3 higher quality prospects, then your percentage can be much higher than 20%.
- You always get better. You get better with every post, with every sales call, and every time someone says it’s too much money. The only way you lose in life is if you just give up. The only way you lose in business is if you stop showing up to swing the bat.
- Success is being able to do what you want when you want it and with whom you want. If you can accomplish those three things, you are beyond rich.
- The ultimate measure of success is how you treat yourself.
- Gratitude has many scientific benefits. Gratefulness has no measure.
- Everyone is deserving of making a lot of money. The only thing holding most people back is themselves.
- Stop living in the past and in the future. The moment you could be at peace with what you have today and know that it’s enough, the happier you would be.
- You should never have to sacrifice your personal life for business. You should never create a business that you’ll ultimately begin to hate. You should never create a business just because the model works for someone else.
The Buzz – Our Innovation Round
Here are Karan’s answers to the questions of our innovation round. Listen to the conversation to get the full scoop.
- #1 thing to be more innovative – Stop following others and create a place for yourself. Do the things that feel aligned to you. Instead of always asking other people what you should do, ask yourself what you want to do.
- Best thing for new ideas – Thinking time. The Road Less Stupid by Keith J. Cunningham
- Favourite tool for innovation – 90 Day Letter; write a letter for my future self every 90 days. Every entrepreneur goes through cycles in their business and life. The moment you become incredibly invested in your clients’ success is the moment where you get a step closer to what it is that you’re here for.
- Keep project/client on track – Do things that most people will tell you are not scalable.
To Be a Leader
Start thinking about how you’re spending your time. Start thinking and questioning yourself why you’re doing certain actions in your business. Are you doing them because that is what was taught to you or because that’s what truly aligns with you? Are you letting somebody other than you dictate how you live your life and how you grow your business? The moment you begin to separate yourself and realise that you are and have always been in control is when you truly begin to create a life of abundance, joy, and happiness, where whether you make 5 or 50K a month, you’re going to feel at peace for the first time in your life. So listen to yourself more.
Karan suggested we have a conversation with Pat Lavergne of the Sales Champ Academy and Cait Donovan author of The Bouncebackability Factor. So Pat and Cait, keep an eye on your inboxes for an invitation from us to the InnovaBuzz Podcast, courtesy of Karan Nijhawan.
- Website – JUBE
- Podcast – Human to Human
- Twitter – @KaranNL
- Facebook – Close Dream Clients
- Facebook Group – High-Ticket Organic Marketing for Coaches & Experts
Learn how to consistently generate new leads and sales calls organically. Get your Profitable Prospecting Plan here.
Cool Things About Karan
- He’s held over 184+ dinners (and virtual dinners) for startups to enhance company culture and for entrepreneurs to build community with their tribe.
- He graduated with a Dean’s List distinction.
- He’s the creator of Stronger Employee Happiness.