Cracking the Code: Uncovering the Psychology of Online Buyers

In this podcast episode, Dorothy discusses the importance of having a high ticket offer as an entrepreneur to create a sustainable business. She emphasizes the need to protect time, freedom, and creativity while developing a signature system that fits into the four tiers of wealth that every entrepreneur needs. Dorothy encourages online entrepreneurs to focus on high value instead of high volume and to create high ticket offers that focus on delivering outstanding value rather than delivering a lower-cost offer that requires a lot of volume to create a return on investment. By creating a high ticket signature offer, coaches, experts, and course creators can simplify their sales process, reduce the number of days they work, and have more time for leisure which ensures they don't burn out and stay creative and productive when needed.

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Instagram @dorothyvilleneuvecoaching
• More info + free resources: wildlyconfidentsales.com

 
 Why a High Ticket Offer is Crucial for Your Business (00:01:42)

Discover the significance of having a high ticket offer to establish a sustainable business. Learn how to create a signature system and where your high ticket offer fits in the four tiers of wealth that every entrepreneur needs.

The Importance of Margin in Your Business (00:02:36)

Explore the value of having margin in your business and the space it creates for creativity. Find out how to break free from the income roller coaster by selling and marketing less but earning more.

The Four Tiers of Wealth (00:05:18)

Get insights into the four tiers of wealth that every entrepreneur needs. Learn how to diversify your business and how your high ticket offer can give you back time and enable you to grow your business sustainably.

Building Your Ideal Business (00:08:53)

Learn why building a high ticket offer should be your first step in creating an ideal business. Discover how to reverse engineer other items in your business.

The Wealth Model: Four Tiers (00:09:46)

Dive into exactly what the four tiers of wealth represent that every entrepreneur needs, including the entry-level offer, high ticket offer, monthly recurring revenue, and VIP offer. Learn how to design and implement each level.

The Value of Creativity and Downtime (00:14:14)

Understand the importance of creativity and downtime for entrepreneurs. Discover how having a high ticket offer can provide the space for creativity and allow entrepreneurs to work less but earn more.

Benefits of a High Ticket Offer (00:17:15)

Explore the advantages of having a high ticket offer, such as offering more value for a good price, focusing on less marketing, and having fewer sales conversations.

Developing Your Signature System (00:18:10)

Learn why developing a signature system is crucial, as it simplifies the selling process and reduces the number of days worked per week.

The Value of Doing Nothing (00:19:55)

Re-examine the value of leaving space for doing nothing, as it allows for increased creativity and productivity. Discover the benefits of focusing on high value instead of high volume.

I'm so excited to share our latest podcast episode with you! In this episode, I dive into the world of online sales pages and how to make them truly shine and convert. We all know that creating a successful sales page can be a daunting task, but I'm here to help! I'll walk you through the foundational pieces you must have BEFORE you even start your sales page, which I can my TAO of business. 

But that's not all! We also discuss the importance of making sure your sales page is an enjoyable experience for readers. After all, you want your potential customers to stick around and engage with your content. And did you know that the first five seconds of a sales page are critical? You'll hear valuable insights and practical, actionable tips for improving your sales pages and increasing conversions.

I believe that sharing is caring, don't you? So I'd love to encourage you to share this episode with others who may benefit from this valuable information. And as a special thank you, I'm offering my free guide to creating a High-Converting Sales Page that walks you through the 14 key elements and 4 bonus elements that will ensure your sales page actually sells! Tune in now and start creating sales pages that truly stand out!

Grab your High Converting Sales Page Guide here: https://learn.dorothyvilleneuve.com/high-converting-sales-page

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Instagram @dorothyvilleneuvecoaching
• More info + free resources: wildlyconfidentsales.com

The TAO of Sales (00:01:03)

The importance of having traffic, audience, and offer in place to create sales, and how to validate an offer with the audience.

Importance of Engaging Copy that Connects and Flows (00:05:27)

The significance of having an enjoyable experience for readers on the sales page, and how each line of copy needs to be interesting enough to keep the reader reading.

Tackling Misconceptions and Objections (00:06:58)

The job of a great sales page is to carefully and clearly tackle all misconceptions and objections to help buyers know that the offer is the best possible solution to their problem.

Importance of Your Hook (00:08:54)

The speaker emphasizes the importance of having a strong hook in the first five seconds of a sales page to keep potential clients engaged.

Types of Buyers (00:09:50)

Dorothy discusses the different types of buyers and how to effectively market to each group, including warm clients and those who need authentic urgency to take action.

Using Authentic Urgency (00:11:22)

Dorothy discusses how to use authentic urgency to increase sales, including offering limited-time bonuses and opening and closing doors on certain dates.

 The Importance of a Problem-Centric Niche (00:16:59)

Dorothy emphasizes the importance of having a specific niche that solves a particular problem and how to use market research to communicate with potential clients.

Using Proof to Back Up Claims (00:18:48)

Dorothy explains the importance of using proof to back up claims made on sales pages, such as testimonials and case studies.

Recap of Key Points (00:19:53)

Dorothy recaps the three foundational pillars of sales (traffic, audience, and offer) and the three tips to increase conversions on sales pages (great copy, authentic urgency, and leveraging market research).

Whether you’re a budding or seasoned coach, thought leader, expert, or course creator, pricing and packaging your offers like a pro can cause your income to skyrocket like nothing else!

From deciding on a pricing model that works, to raising your rates, to offering discounts or payment plans, there are certainly a ton of things to think about if you want to get paid what you’re truly worth!

You’ll also need to create a clear roadmap for each of your packages so that your clients have a tangible picture of the outcome you provide, and how long it will take them to accomplish it.

In today’s episode, Dorothy walks through the four factors you need to consider when pricing and packaging your offers. She explains why pricing is really only the tip of the iceberg when it comes to creating irresistible offers your clients are excited to buy!

Key Topics:

• Perceived value and the wine experiment (2:36)
• Why you must price at a minimum of $2000 for a high-ticket offer (5:50)
• Finding a price point that sells while maximizing your ROI (8:57)
• When to offer discounts (12:56)
• Collapsing your time (16:31)
• Examples of pricing strategies (21:14)
• Sharing your prices with prospects (22:57)
• How to assure customers that they’re not overpaying for your services (24:26)
• A recap of the four factors (28:23)

Resources:

• High Converting Sales Page Checklist

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• More info and free resources at wildlyconfidentsales.com

Do you want to transform your business and become a standout coach, course creator, or expert in what feels like a heavily-saturated market?

Listen in as Dorothy discusses the power of tapping into your own brilliance zone, which lies at the intersection of passion and profit.

She also covers why it’s important to get out of the continuous learning trap—better known as “shiny object syndrome”—and take action on actually growing your sales and your business.

Finally, she explores what’s holding most coaches back from creating clients and sales instead of trying to find them.

Tune in as Dorothy dives into these vital topics that can help you go from unseen, unheard, and overlooked, to visible, intentional, and working with perfect clients—ultimately helping you make your desired income and finally have an impact!

Key Topics:

• Tapping into your brilliance zone (2:13)
• Leaning into a cause that you take a stand for (11:38)
• Getting out of the continuous learning trap (13:05)
• The value and limitations of A.I. (16:09)
• Creating a system that maximizes the value you offer clients (18:33)
• The three biggest problems faced by online business owners (23:54)

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• More info and free resources at wildlyconfidentsales.com

How would it feel to have a constant stream of perfectly-aligned and qualified leads for your offers? What would shift in your business if creating clients for your services was as simple as turning on a tap?

Today’s episode is all about that elusive topic: lead generation. Every coach, course creator, and expert who runs an online business absolutely dreams about retiring their marketing efforts to just enjoy the benefits of attracting those perfect clients on repeat.

But the reality is, not only will you need solid systems in place to do that; you also need to accept that marketing and sales are just part of the game of building a profitable online business.

Lead generation is both an art and a science. There are ways to do it well and ways to do it fast. What we’re after is a happy medium of both.

If you’re ready to redirect more of your precious time to serving clients rather than marketing to them, this episode is for you.

Let’s dig in!

Key Topics:

• Traffic, audience, and offer (3:25)
• Creating an attraction strategy (5:44)
• Engaging with potential clients (9:32)
• Nailing your messaging (13:22)
• Converting clients with a funnel (15:15)
• Getting prospects from considering you to signing up with you (18:04)
• Growing your list and nurturing your audience (24:53)
• Creating a self-liquidating offer (25:32)

Connect with Dorothy:

• •Schedule a call with Dorothy to chat about your Sales Strategy here:
• •-> https://bit.ly/3bMgbtx
• •Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• •Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• •More info and free resources at wildlyconfidentsales.com

What if you could sell your services without ever having to make a pitch?

If you get squeamish at the thought of having to do a “hard close” at the end of a lengthy sales presentation, or uttering awkward phrases like, “Don’t let the sun go down on this opportunity for you today!,” don’t worry. You’re not alone!

Asking for the sale is something that most business owners want to avoid like the plague. As a result, they often leave the prospect hanging, never actually making the offer at the end of the call! One way to get over this common fear is to force yourself to talk to more people and build up your grit to the point where you’re desensitized to rejection.

While this is sound advice, there is a way to make sales feel a heck of a lot better than having to face rejection over and over and over again. There is a way to eliminate having to pitch at all and even get your prospects asking YOU for the sale!

If you prefer the sound of pitch-free selling over having to go through a bunch of nos, this episode is for you! Listen in as Dorothy walks through a simple framework to elevate your sales process so that you actually start enjoying your sales conversations!

Key Topics:

• Choosing pitch-free selling over rejection (4:04)
• Addressing a lack of clarity on how your offer meets urgent needs (5:37)
• Having an irresistible offer by creating a lopsided value equation (7:47)
• Turning your sales call into an experience (8:04)
• Pre-call preparation (11:25)
• Standing out in your prospect’s mind (13:47)
• Putting together a clear and consistent transformation statement (14:44)

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• More info and free resources at wildlyconfidentsales.com

Dorothy walks through the five trends you need to pay attention to as an online business owner in 2023!

Gone are the days of relying solely on email for your marketing efforts.

Last week, Dorothy explained that it’s vital to grow your list, because it’s the only thing you own in the digital age. But now, there are trends taking place in the market that you need to be aware of, or you risk being left behind!

Don’t worry! Immersing yourself in these particular trends won’t overcomplicate your already-busy life. In fact, these trends are being integrated into the systems we are already using. That means they can be leveraged to help us build better relationships with our clients, and market to them more effectively than ever before.

So, as a marketer, how do you effectively leverage voice search, augmented reality, artificial intelligence (AI), short-form video, and mobile optimization to get ahead in 2023?

Tune in and find out!

Key Topics:

• How we can leverage trends responsibly as marketers (2:02)
• An introduction to the five trends (6:15)
• Voice search (6:58)
• Augmented reality and virtual reality (9:28)
• Artificial intelligence (13:16)
• Short-form video (17:30)
• Mobile optimization (20:50)
• A recap of the five trends (25:11)

Resources:

• Flow Immersive
• Tiktok content creator
• Jasper (affiliate link)
• Canva
• OpenAI (ChatGPT)
• Kartra (affiliate link) This is the software I personally use that allows you to use SMS messaging in your marketing: Grab a 14-day free trial!
• Descript

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• More info and free resources at wildlyconfidentsales.com

“The money is in the list.”

If you’ve heard it once, you’ve heard it a thousand times.

Listen, it’s just as true today as it always has been in the internet marketing game: The best time to build your email list is yesterday.

Why? Because your email list is the only thing you own! You don’t own your social media following on any channel. Case in point, I recently witnessed a TikToker lose an entire following that took her three years to build… overnight!

Imagine putting all that passionate effort into a platform—and losing it in an instant. I’m sure that’s the last thing you’d want for your own business.

Now, growing a list isn’t particularly hard. But growing an aligned list filled with the right people, who will actually open and read your emails and invest in your offers—that’s a whole different story.

Tune in as I take you through the basics of list-building, some common reasons your email list might not be growing, and some uncommon ways to ensure it actually starts growing. Lastly, we’ll discuss how to measure success with your list, and what to do if you’re not seeing the open rates you desire.

Excited yet? Let’s dig in!

Key Topics:

• The basics of list-building: The why, who, and how (3:06)
• Creating a high-converting lead magnet (6:30)
• Why your email list isn’t growing (10:32)
• Uncommon ways to make sure your email list starts growing (12:48)
• Measuring success by monitoring your open and click-through rates (18:20)
• Decide on how frequently you’ll communicate with your subscribers (21:22)
• What to do if you’re not seeing the open rates you desire (23:30)
• A recap of today’s discussion (25:25)

Resources:

• High-Converting Sales Page Guide
• Kartra (affiliate link)
• Canva
• Done Day with Dorothy

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• More info and free resources at wildlyconfidentsales.com

Launching our very first offer is always incredibly exciting… until we’re actually faced with the huge amount of work needed to make that launch successful.

Most budding business owners don’t know which metrics to measure their launch by, and their expectations often far exceed reality. That’s the reason why, unfortunately, so many launches crash and burn.

Does this sound like you? If so, do you know how to skillfully dissect and diagnose what went wrong in order to discover the keys to winning the next time around?

Dorothy sheds light on why prospects don’t buy. She explains how to analyze and repair a lackluster launch so that your next round is much more successful.

If you’ve never launched before or, worse, you’ve launched to the sound of crickets, this episode is for you. Tune in and gain valuable insights into what works in the online sales and marketing world so that you can have your best launch yet!

Key Topics:

• Getting the numbers right (5:10)
• Audience size versus engagement rate (7:54)
• Optimizing your content strategy (11:20)
• Getting your messaging right (12:51)
• Showing the right proof (15:00)
• Priming your audience with pre-launch content (16:32)
• Time and volume (19:05)
• Maintaining your enthusiasm (22:08)
• Determining the right volume of content you need (24:12)
• Looking at your launch as an event (27:09)
• Collecting and analyzing your post-launch data to make your next launch even better (29:02)

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• More info and free resources at wildlyconfidentsales.com

One of the toughest parts about being an entrepreneur is juggling the many moving pieces that come with running a business. If that’s not enough, you have to constantly be planning ahead, and putting an ever-shifting strategy in place to achieve your goals.

How do you stay organized in managing your online business? What’s the best way to prioritize tasks and actually get things done?

In this episode, Dorothy walks through the process she uses to help her clients free themselves from the shackles of overthinking and overwhelm that come from drafting endless to-do lists.

She lays out, step by step, how to get your “to-do” list out of your head and onto paper, strike the perfect balance between strategizing for the future and engaging in money-making activities, use digital tools effectively to stay organized, and establish daily habits to get your tasks done one by one.

Key Topics:

• Brain-dump your to-do list (3:02)
• Create partnerships to gain exposure to their audience (8:34)
• Establish the right deadline (10:02)
• Digitize your to-do list (12:18)
• Create habits and templates from your to-dos (14:12)
• Choose your top focus and priorities (17:52)
• Dealing with overwhelm in your business (23:22)
• Get your to-do list done for you by booking a Done Day with Dorothy (27:12)

Resources:

• Done Day with Dorothy
• High Converting Sales Page Checklist
• Conversations to Clients Mini-Course
• ClickUp (referral link)
• Asana

Connect with Dorothy:

• Schedule a call with Dorothy to chat about your Sales Strategy here:
• -> https://bit.ly/3bMgbtx
• Send your episode topic suggestions or questions to hey@dorothyvilleneuve.com
• Reach out to Dorothy on Instagram @dorothyvilleneuvecoaching
• More info and free resources at wildlyconfidentsales.com