Episode 125: Quantum Benefits With Jennifer Diepstraten

Jennifer Diepstraten is the CEO and founder of High Ticket Sales Success. She helps entrepreneurs to raise their fees, gain confidence, and find the words to close big sales with ease. Jennifer has grown my own coaching and consulting business to multiple 6-figures in less than two years, sold over $14 million in sales with her sales conversation system, and coached for one of the largest personal development companies in the world. Show Highlights What are quantum benefits? [2:00] Why does positioning your quantum benefits allow us as business owners to raise our rates? [12:00] How can you get in contact with Jennifer? [20:00] Special Offer Grab a copy of Jennifer's FREE e-book, 9 Secrets To Increase Your Fees, Convert More Sales, and Magnetically Attract Top Dollar Clients Who Want To Hire You Before Ever Meeting You!, here: http://highticketsellingbook.com/ Links: Jump & Scale: jumpconsulting.net/scale Jennifer's Website: https://highticketsalessuccess.com/ Share The Show Did you enjoy the show? We would love it if you subscribed today and left us a 5-star review! Click this link – Bella In Your Business Click on the ‘Subscribe’ button below the artwork Go to the ‘Ratings and Reviews’ section Click on ‘Write a Review’ Transcript: Thanks for listening. This is episode 125 of Bella in Your Business. Before we get started with today's episode, I want to know, are you burnt out trying to hire employees? Or maybe you want to hire employees, but you're just terrified of that boogeyman that does not exist in the closet. Well, this episode is sponsored by my free three-part webinar series, Jump and Scale Your Business, and I would love to see you there. It's a must-attend if you want staff, you want to grow, you feel like you're held hostage, or you have high turnover. Signing up is as easy as going to jumpconsulting.net/scale. Welcome to Bella in Your Business, where Bella will discuss anything and everything about your pet sitting business to help you land on target. So get ready, Bella’s got your chute. Let’s jump. Welcome to Bella in Your Business. My name is Bella Vasta, and today I am here with an incredible woman who had such a splash in our mastermind months back that she literally changed the face of many websites just by her teachings. Today I'm joined with Jennifer Diepstraten. Did I say that right? Deepstratton? You got it. Deepstratton. Okay. She is the CEO and founder of High Ticket Sales Success. She teaches coaches and experts and niche service providers how to get paid top dollar for their services and close big sales. Jennifer also has a knack for breaking down this scary, intimidating sales topic into easily bite-sized nuggets, and I'm really excited to have you here today. Thanks for joining us. Jennifer: I'm so excited to be here. Bella: 100%. As you know, our community is a bunch of dog walkers and pet sitters. Oftentimes our clients are worth $10,000 to $12,000 a year, and the one thing that I think we all struggle with is this whole pricing structure and strategy. We struggle internally with, “Are we worth it?” or, “Oh no, they don’t want to pay that,” or, “They only want to know about cost.” I’m just going to dive right in here with you. You have this incredible thing called the Quantum Benefits, and I'd love for you to tell our listeners about that. Jennifer: Okay, so here's the deal. If you want to raise your fee or charge more per client or get longer contracts, sometimes it’s not just about charging more per client but signing somebody on for a month instead of a day or for a year instead of a week. Something starts to happen, which is people will say it’s hard to sell because of price resistance, or we have our own internal resistance — like, “I’m not sure people have the money,” or “Can I really charge that much?” And for crying out loud, I’m just dog walking. Never say those words. It’s so much more than that. There’s no “just.” One of the things that I like to teach is how to really see our own value at a higher level so you can charge more and communicate to other people why they should pay you more, without feeling like you have to give more. That’s one thing we always feel — if I'm going to charge more, then I have to give more, or offer more time, or throw in something extra, or justify it somehow. If you're listening or watching, take a moment and think: if I were to double my prices like Jennifer says, in an hour from now you're going to go out, raise your fee, double your prices, and say to somebody, “Hey, this is how much it is now,” what would you do? It’d be exciting and maybe a little bit scary. Across the board, people say, “Well, I would try to figure out what would be worth charging double for.” That’s totally fair. But in most cases, we try to double the amount of service we’re giving or the amount of product we’re giving, and so that doesn’t really give us a raise. I’m all about you getting paid. Bella: Amen, sister. Amen. It’s sad sometimes how much we don’t pay attention to that bottom line or everyone else might be getting paid, but we’re not getting paid. So it’s not just about more — it’s about managing that more, right? Jennifer: Absolutely. I just did an event last week and we were talking about why we should get paid more. There are a lot of reasons, but a big one is people tend to value us more when we're charging more. They tend to respect it more, take more action, be better customers, and get better results. On the side of the person delivering the service, we have more space to give freely because we've been paid well. We do better work. There are lots of advantages. At last count, there was $14 trillion in our economy — probably more. There’s plenty of money to go around. So how do I get some of it to rain on me? I’m not just about money. I’m about helping entrepreneurs fill their business with high-paying clients who value what they do and who they love to work with so that they can make a bigger difference. Because when we’re getting paid well, we can do a lot to make a difference. Bella: I know that your own coaching and consulting company grew in less than two years to multiple six figures, which is incredible. But before you did that, you were in biotech equipment. Thank you — I knew it was something like that. Part of your story I remember is that you were always kind of wondering why one was so much more expensive than the other and how they were able to sell something basically the same but for more money. Can you tell us more about that and what you discovered? Jennifer: Yeah. Before I started my own business, I worked in corporate sales with doctors and scientists. The last thing I sold in corporate was microscopes to research scientists. These were fancy machines, but at the end of the day, a microscope is a microscope — they all make small things look bigger. So how do you justify or sell something that costs more? I always found myself working for companies whose products were more expensive — a lot more expensive than my competition. I remember going up head to head against a competitor whose equipment was 25% less than mine. They weren’t exactly the same thing, but that’s like saying one brand of white bread isn’t exactly the same as another brand of white bread — it’s all bread. Is it worth 25% more? In that industry, that’s a difference of $25,000, $40,000, or $100,000. I remember saying to my boss when I first started, “Can I discount my pricing so I can be more competitive?” and he said to me, “No. Do your job.” And my job was to sell value. I think that’s our job as entrepreneurs — look, there’s a choice we all need to make. We’re either going to sell on price or we’re going to sell on value. There’s no hidden agenda here — I’m all about you learning how to sell on value because selling on price is really a losing game. If you lower your price, then your competitor can lower theirs. It’s a race to the bottom. If I think about how I shop — and if you think about how you shop — have you ever bought something where you paid more, like you didn’t buy the cheapest one? Bella: 100%. My husband’s always like that. He thinks those designer shirts in the mall are better than the ones at Target. I’ll go to Ross or TJ Maxx and get the same designer shirt for way cheaper, and he still feels like he’s wearing something of quality. It’s something we all do. Jennifer: Exactly. It’s the same in your business. These tech companies like Rover and Wag are taking the world by storm. Embrace them — they’re helping educate the world that there is a pet sitting profession. But their prices are cheap. So pet sitters say, “How can I compete with this app that has billions in advertising?” You take advantage of it — ride that wave and go the opposite direction. I’ve always worked for the smaller company with a better-quality product. There’s a place for you because the personalization and the care you provide are completely different and better than your competition. You just need to know what they are and tell everybody clearly so they get it. It’s like when there’s a Starbucks and across the street is a mom-and-pop coffeehouse — literally across the street. Starbucks draws the crowd, but the cute little shop across the street has flowers and a different vibe and it’s doing great. Bella: That’s such a great point. You have to communicate your value. Let me tell a quick success story. There’s a guy named Chad out here in Peoria, Arizona, and he was in the mastermind when you came in and gave this amazing presentation. You used someone as a case study and showed us how to do this on our websites. Chad actually implemented it. He did what you call the Quantum Benefits — basically communicating your unique value proposition. On his website, he has something called the Fab Five: 24-hour online scheduling, a travel guarantee (if your flight’s delayed, he still comes),