Selling High Four-Figure Packages Utilizing Dubsado with Tiffany Tolliver
Episode 477: Show Notes
Today on the show we have Tiffany Tolliver, the owner of the Emma Rose Agency. Tiffany is a rebrand and relaunch strategist who specializes in income-generating web design for service-based womenpreneurs. While she stays in her lane with graphic and web design, her mission is rooted in creating income-generating services, helping her clients get $300,000-launches. We talk about how she is able to create this high-end experience using our favorite software, Dubsado, and get into the features of Dubsado she relies on to land high-paying clients. Tuning in for this episode, listeners will learn more about the frustration that led up to Tiffany getting Dubsado, what has changed in her business, and how she incorporates the platform in every step of her client onboarding process.
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Tiffany also talks about what optimizing your systems can mean for your stress levels and business, why you shouldn’t shy away from making such investments, and about being realistic in your expectations of an ROI. Tiffany walks us through her approach to sales calls, why she believes face-to-face engagements are crucial for landing high-paying clients, and wraps up the interview by giving other strategies for taking a client from interested to sold out!
Why Tiffany Got Started With Dubsado and What It Changed In Her Business
Before Tiffany opened the agency, she found herself overworked and underpaid as the director of communication at a salon and came to the realization that she could just as well be doing all this work and suffer the stress for her own business rather than someone else’s. The problem was, she didn’t go to business school, and being a single mom, she knew she had to make it work. So, she started the agency without knowing the first thing about business. She soon realized that she had a hard time onboarding clients and getting paid: she had to manually remind clients that their invoices were due. And because she was doing everything herself, some things were forgotten and fell through the cracks – and getting paid late is bad for business. Dubsado came into the picture at this point when she was feeling frustrated, and a friend helped her to get it set up. When Tiffany was introduced to Dubsado, she was able to set up contracts for the services she was providing and could automate many of her processes. She also now had a centralized place from which to manage her clients’ information and could access it at the drop of a dime. It helped her to get stuff out of her inbox and organized on one platform that was far more manageable. Dubsado has finally allowed Tiffany to be the CEO of her business and serve her people by helping them with brand building and strategies. It frees up her time to focus on the most important aspects, knowing that the onboarding of clients, contracts, and all of the nitty-gritty are taken care of. This is why Dubsado is such a great solution for solopreneurs and small business owners: it helps them manage those small essential tasks so that they can focus on bigger things. And don’t think that just because you sell high-end services you cannot automate your business – you absolutely can.
Tiffany’s Process of Taking Someone From Interested to Working With Her
Tiffany teaches her students to determine their own success formula for landing clients, and it has to involve both automation and those human-touch elements. For high-priced contracts, for example, she likes to see the contracts herself and Dubsado allows her to have that flexibility between what gets automated and what gets her personal attention. When prospects visit her website, the idea is for them to land on the contact form and fill it out. The great thing is it is a Dubsado form embedded on her website. The information they provide on the form shows her whether the clients will be a good fit and the next step is for her to get on a Zoom call with them. Tiffany believes that, for high-figure prices, people actually want to engage with her and she has to give herself (not her automated process) to these clients before they even pay $1. After the Zoom call, Dubsado pretty much takes care of the rest – setting up the contracts, invoices, etc. It takes her only 15 minutes to create and send a contract to the clients, which is great for business because clients have so many options, they don’t need to sit around and wait for you to get the paperwork to them. This creates a VIP experience!
Know That Your ROI Comes After You’ve Paid the Price
When it comes to getting an ROI, whether it be hiring a coach or getting new systems in place, you have to pay first before you get the value. As a society today we want to see and experience something before actually paying for it, and it just doesn’t work like that. Yes, do your research and make sure you understand the platform but the transformation only happens when you implement it. Many people worry about spending money on platforms such as Dubsado, not knowing what they will get in return and being uncomfortable making such a purchase without understanding what exactly it will do for them. The real investment, it could be argued, will be the time you need to spend setting up and learning how the platform works. When you need systems, it means you are growing, so optimizing them is really important if you want to take your business to the next level. As long as you don’t make the investment to get your systems working right, you are capping your growth.
Tiffany’s Approach to Sales Calls and Communication
When Tiffany is on a sales call with a prospect, her job is to be the authority and the solution to their problem. However, she lets clients understand that it is ultimately their responsibility – she is just there to guide them along the way. The most important part of a sales call is therefore to listen. Instead of talking about everything you can offer, let the client share their problem and think about how your offer is going to address it. Tiffany takes notes during sales calls and reiterates it back to them to ensure that she had understood and it is a good fit. If she realizes the person is not a good fit, she refers them to someone else. She then tells them what her processes are, how she sees the relationship playing out, and what the cost will be. It is important to be honest about what you can and cannot do for them and to be upfront about your prices.
How Dubsado Helps You Stay Aligned With Your Goals and Purpose
The most important thing Dubsado does for Tiffany is helping her get paid. The platform sends out contracts and invoices on time and also sends reminders. It keeps her in alignment with her financial goals since the platform shows you your goals and lets you know whether you’ve reached them or not. This fuels you to keep going. For Tiffany, seeing the dollar bills come in is not just about making more money: it is about knowing that she is serving more people and therefore living out her purpose. The Dubsado dashboard also allows you to see, based on the invoices, how much money you can still expect to come in, and what you still need to do, such as sign a contract. The platform also supports you in growing your team and not making everything dependent on just you. When you have a centralized hub where everything happens, your team members no longer need you for everything – they can just log on to Dubsado to get the information they need.
Other Strategies for Landing High-Paying Clients
Tiffany believes in the attract, nurture, and convert framework. You don’t land high-end clients because they pay the invoice; you land them because you are careful and diligent about marketing to their pain points and creating solutions that lead to your services. So, start with the beginning in mind. What is it that the potential client needs to hear from you right now? Tiffany is very specific about who she serves, has niched down considerably, and has done thorough research on the clients she is looking for. She then created a signature package and process to address their problems. When she has successfully helped a client, she also utilizes testimonials, feedback forms, analytics, and screenshots to get other high-paying clients on board.
Quote This
The most important part of a sales call is to listen.
—Tiffany Tolliver
Highlights
Why Tiffany Got Started With Dubsado and What It Changed In Her Business. [0:05:40.1].
Tiffany’s Process of Taking Someone From Interested to Working With Her. [0:11:03.1]
Know That Your ROI Comes After You’ve Paid the Price. [0:19:40.1]
Tiffany’s Approach to Sales Calls and Communication. [0:22:29.1]
How Dubsado Helps You Stay Aligned With Your Goals and Purpose. [0:27:18.1]
Other Strategies for Landing High-Paying Clients. [0:31:03.1]
#TalkStrategyToMe [0:34:52.1]
Know what you are good at and niche down.
Do proper market research on your audience.
Create a signature package and process that address their pain points.
Create a great onboarding experience.
Continue the transformation after the transaction.
ON TODAY’S SHOW
Tiffany Tolliver
The Emma Rose Agency
Website | Instagram | Facebook | Twitter
Tiffany Tolliver, owner of The Emma Rose Agency is a rebrand and launch strategist who specializes in income-generating web design for service-based womenpreneurs. She has helped thousands of women in business rediscover their passion by refining how they see themselves online. As a college-dropout and single teenage mother, she has a deep passion for helping women see their true value and not compromising on the revenue goals they have for themselves. She believes that revenue is just a resource to help others in need and that by charging your worth - you can serve your community WITHOUT stress! Through her dynamic designs, Tiffany is creating her own lane in graphic and web design. With her mission rooted in income-generating service offerings, she has worked with brands in creating unique and innovative websites that have allowed her clients to see $300k+ launches. She has transformed her success into a program that assists graphic designers in creating high four-figure offers and teaches them how to sell with confidence!
KEY TOPICS
Dubsado, High-paying clients, Systems and processes, ROI, Sales calls, Alignment, Financial goals, Purpose
