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194: Lessons for High-Ticket Consultants from the Luxury Industry with Elizabeth Solaru
- 2025/02/04
- 再生時間： 35 分
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あらすじ・解説
In this week’s episode of the Seven Figure Consultant Podcast, I had the pleasure of interviewing Elizabeth Solaru, a multi award-winning luxury business consultant and author of ‘The Luxpreneur’. Elizabeth shared her remarkable journey from a scientist, to headhunter, to world renowned cake artist, to luxury consultant! We talked about the psychology of luxury clients, the importance of mindset for luxury brand founders and strategies for finding high-ticket clients. We also explored inspiring examples from the luxury industry, illustrating the unique vision and perspective women consultants can bring to their business. In this episode: [00:00:00] Elizabeth shares her transition from scientist and headhunter to luxury business consultant.[00:03:12] Discussion on the characteristics and psychology of the luxury market and its clients.[00:04:43] How successful luxury founders like Coco Chanel and Louis Vuitton viewed their industries differently.[00:06:42] The need for women to acknowledge their worth in high-ticket consulting.[00:07:48] The significance of valuing time in consulting and understanding client perceptions.[00:08:52] The evolving luxury market and the importance of diverse perspectives in leadership.[00:11:12] Elizabeth encourages women to embrace their unique viewpoints and skills in the luxury space.[00:14:57] Advice on navigating rejection and finding high-ticket clients through targeted strategies.[00:16:31] Elizabeth outlines different luxury client types and effective engagement strategies.[00:18:03] Leveraging professional networks in corporate settings and combining professional and personal networks for business opportunities.[00:19:20] Elizabeth shares her experiences as a headhunter and the importance of personal assistants.[00:21:23] Building relationships to demonstrate genuine interest in clients' needs.[00:22:38] Elizabeth explains her bold marketing strategies to attract high-profile clients.[00:24:55] Leveraging partnerships and creativity to land significant clients.[00:25:40] Overview of the essential pillars of luxury business: craftsmanship, storytelling, business model, target market, and pricing.[00:26:07] Discussion on the implications of pricing and its effect on client perception.[00:28:49] Advice on targeting organisations that urgently need solutions to their problems.[00:31:46] Introduction to Elizabeth's practical book on building a luxury business. Key Takeaways: Luxury isn’t just about high prices; it’s about value, quality, exclusivity and the unique mindset of the business owner. True luxury brands stand out because they think differently and aren’t afraid to redefine the industry.Many women consultants undervalue their expertise. Selling high-ticket or luxury services requires a shift in mindset to understand your value and price higher to attract serious clients who respect your time and expertise.Selling high-ticket consulting services requires building trust, credibility and connection. Focus on relationship building, such as networking in niche spaces and leveraging referrals, to connect with potential clients in a meaningful way.When people spend a lot of money, they pay attention because they want to get their money’s worth, and they don’t waste your time. If it’s cheap, that’s when people keep coming back, asking for extras, and doubting the value of your work. Quotes: “Everything expensive is not necessarily luxury, but everything luxury will be expensive because of the way it's produced.” – Elizabeth Solaru “Seeing things differently is so valuable. And I think women underestimate that, because it’s second nature to you, you think the common sense that you have, what you do, is not valued or not valuable, but things become valuable when you put a premium on what you charge. Because like I said, you're charging for your time, your energy, even your aura, because there are people that walk into a room and people feel uplifted, they feel there's possibilities, they feel they can do anything. Not many people can inspire that.” - Elizabeth Solaru “Women will look at a job, a CEO job, and think, 'I only meet eight out of ten of the requirements, therefore I won’t apply.' Men will look at the same job and if they can only do three things, say 'I’m going to give it a go. I’m going to apply.’” – Elizabeth Solaru “Something that I’ve seen consistently in the ten years of my business is that when we're not charging enough, we don’t find clients who respect us. We don't find clients who particularly want to do the work. And although it can feel counterintuitive and like you’re going to price yourself out of the market, actually, it's better if you want to do deep consulting work.” – Jessica Fearnley “You need to find an organization in pain, an organization that has stepped on a nail or something, and they need to fix it now. And in fact, the quicker you fix it, the more they'll pay ...