Here's a simple framework to find high ticket clients

Most entrepreneurs, agency owners, indie makers and general enterprising types will tell you success is anything but a straight line.

It's actually better described as an undulating road made up of small wins,exhalations, troughs of sorrow and the deepest, darkest moments of desolation and despair. Its can also be fraught with enough setbacks to stop everyone in their tracks, except the most persevere.

Mathematical formulas and equations can safely get men to the Moon and back. But theres no formula set in stone that guarantees business success or a straight line to achieve it.

If you’re reading this then you’re most likely one of aforementioned self starting, enterprising types that knows the value of working for yourself.

Creating new products and services satisfy the needs of consumers and increase the standard of living and drive economies every second of the day. So you’d think they get NASA type brains to discover the formula, right?

Moreso, economies can be driven even further when providing products and services to high paying clients (instead of consumers). Selling to businesses can result in larger volumes of your solution being bought, and on repeat.

While there isn’t a golden ratio to finding and landing new clients (just as with B2C), in actuality there are a few processes and tools you can use to get high ticket clients.

Get going with Google

That's right, every pre-Gen Z’rs first port of call to navigate the choppy waters of the world wide web.

The aim is to make your search smarter by returning the important client info thats hidden under the rubble of a normal search query.

A sure fire way to know a client has a budget to outsource is to check recent finance related announcements or press mentions. Put this sequence of key phrases into the search bar, hit enter, hit the news tabs and toggle the results to recent:

"receives financing" AND "raises" OR "ownership" OR "funding" OR "received funding" OR "sound" OR "series" OR "seed" OR "startup" OR "SEC" OR "IPO" OR “filing” OR "Acquisition" OR "Invested" OR Merger" OR "restructure" OR "restructuring" OR "ownership"
Voila! A fresh leads list of prospects who have the purse to purchase what you're offering. The trick is to understand what terms mean to you.
"receives financing" AND "raises" OR "ownership" OR "funding" OR "received funding"

It could be VC funding, it could be seed, angel investing or even equity or reward based crowdfunding, this is a clear indication that they got a bigger budget to outsource to prospectors just like you.
"Acquisition" OR "Invested" OR Merger"
This signifies the prospect company is getting bigger or growing. If you sell team planning software, remote working solutions or even office chairs, picking up these terms and it shows there a definitive need for your wares.
"SEC" OR "IPO" OR “filing”

This is a transparent way of understanding how a prospect has fared quarterly or yearly etc. Again better performances means bigger opportunity to outsource to people like you. On the flipside, say if you offer staff training solutions you could be th e antidote to an underperforming workforce.

Make sure the offer fits

Of course you’ll need to verify that your solutions can be of use to the identified target. Otherwise it will be like shoving a square peg in a round hole, ad infinitum.

Imagine you run a salesforce consulting agency. You've picked up the signal that a prospect is expanding and staff numbers are increasing. Sites like https://builtwith.com/ or https://rescan.io/ can be checked to see if a prospect is running the software.

If they are then you could offer to help the bigger workforce get the the best out of the software.

Look them up on LinkedIn

You’ve got to find the key decision makers at the organizations you’re going to approach. Jump onto LinkedIn, enter said prospect company name - for example IndieHackers.com - and click “See all employees on LinkedIn” on the company page.

The higher up the chain of command tends the more obscure listings will be, e.g…

LinkedIn Member
Co-Founder, Indie Hackers
New York City Metropolitan Area

That's not a problem. Copy and paste the obscured details into Google like this:
"LinkedIn Member, Co-Founder, Indie Hackers New York City Metropolitan Area"

The results will then show the profile of the key decision maker you're after.
Make inroads with email

So how do you get into touch with the prospect? The answer is email, and luckily there is a whole range of email finding tools out there like https://www.voilanorbert.com/ and https://hunter.io/.

In this example we’ll use hunter.io. Simply enter the company name and it’ll send back partially obscured emails which can be easily deciphered using the name you’ve found on LinkedIn.

Personalize your Outreach

You’ve got your prospect company. You’ve got the decision maker's name and email. Its now vital to get their attention by tailoring the cold outreach to said prospect...

Gather information that is relevant to winning work, but don't include details about the prospects personal matters like family, ill health etc, Thats a big no-no.

In addition to the name and job title which you’ve already got, info to focus on can include:

Current Work Roles and Responsibilities
Previous Roles and Responsibilities
Pain Points they experience
Industry/Work relevant Events e.g. industry occurrences, going on at their work
Mutual/Common Interests
Mutual Connections e.g. people you both know or are familiar with
Current Company and Previous Companies worked at
Areas Lived, Worked or Originated from
Personal and Professional Areas of Interest
Recent Social Media Posts and Updates
Topics Engaged, Reposted, Retweeted, Liked and Shared
Topics Disliked or likely to cause offense
Communication Tone e.g. Formal, Humorous etc.
Industry relevant Social Accounts followed
Social Media groups and Communities joined
Colleague Names
Hobbies and Activities
Favorite Sports Team

Getting that info isn’t as daunting as it sounds. Most details can be pinpointed using the following channels and tools:

Channel:

Reddit
Tools:
https://redditcommentsearch.com/
http://www.redditarchive.com/

Channel:

Twitter
https://tweetdeck.twitter.com/
http://backtweets.com/

Channel:

DISCLAIMER: LinkedIn is pretty stringent when it comes to third party tools.
Bypass this by going to a decision makers personal page, clicking ‘activity’ and then toggle through the related articles, posts and documents to get a good bead on what they like and comment on.

Conclusion

The above framework is just a tip of the iceberg to picking up signals, identifying needs and approaching prospects and targets. Follow it and it will drastically cut down on the time you spend looking for clients and creating the right outreach to book them.

Alternatively you can send out 1000’s of generic emails hoping something will stick. But that won't cut it these days. The person you're reach out to won't know that your solutions could be the answer to their problems or a means to their advantage.

I hope that this post helps you in finding clients and doing it in a much smarter way. As mentioned success isn't a straight line but hopefully the steps above will help you make the journey a lot smoother.

If you’ve got anything out of this post or want to land new clients without putting in the work mentioned above, I’ve got a service in https://trajectry.co/ that might be of use. Check it out if you have the time.