Now, if you’re doing any sort of lead generation and you find yourself attracting low-value clients instead of high-value clients, you’re going to want to pay attention to what I have to say next.

It was when I was in the fourth grade that my brother and I liked to go fishing. And then one day, well, we ran out of worms. So my dad went into the kitchen, grabbed a few hotdogs, and baited our hooks with these hotdogs.

Of course, much to his surprise, the perch just loved him, and we got dozens of these little fish. But that’s all they would bite. The bigger fish, like the bass, just scoffed at the hotdog as they were really only interested in something better. 

You see, your prospects are the same way. I was talking with a client who does about $25 million a year, who told me, “Hey, Charlie, I just keep getting these low-value leads.”

And when I asked him how he was getting them, it was primarily because of this free report that he was basically giving them on a landing page. 

Now I asked him, “Is this the type of information in which a high-value client sees a lot of value? Or would a low-value client see more value in it?”

And while it seemed painfully obvious then, it wasn’t until that very moment that he realized that he was essentially fishing with hot dogs. 

If you’re attracting low-value prospects, perhaps you’re using the wrong bait, or you’re sending the wrong message. You know, a perch and say a bigger fish like a whale prefer very very different bait. Their needs are unique. 

Remember, not every prospect will take a hot dog if you want to catch a whale, but you have to use a different bait. Yet most average marketers and salespeople will try to create a one-size-fits-all type of solution. 

So, find out what information is valuable to your highest value clients and just give it to them.

You’ll find that the highest-value clients require something very different from your low-value clients.

So you’ll end up attracting fewer low-value clients and more high-value ones.