SELLING TO

"HIGH-END"

CLIENTS OR SELLING

HIGH TICKET PRODUCTS

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The question of “should I sell something that is lower priced and easier to sell” or “make more money by selling something that is High Ticket” - is no question at all in my mind. In my career I sold many “low ticket” and “high ticket” products and at least for me the effort it takes to sell something low priced vs something that is expensive is exactly the same.
The question of “should I sell something that is lower priced and easier to sell” or “make more money by selling something that is High Ticket” - is no question at all in my mind. In my career I sold many “low ticket” and “high ticket” products and at least for me the effort it takes to sell something low priced vs something that is expensive is exactly the same.

At the end of the day, I am a firm believer that when you spend your time doing something (anything really) you should do it with a maximum payout as a goal. So if you are selling you might as well make as much money as you can possibly make.

I have seen many offer structures in the consulting and info product world. And pricing is very often a question when people are starting out with their offer.

So one consideration is to test different pricing levels for your offer until you start feeling a pushback from the marketplace (less people will start buying from you or resist buying).

That is what I would do if I had an offer to test - try selling it
at higher and higher price points, until I would hit a limit.

 

Let’s say you successfully

booked your first call

But I digress ...

So what do you do if you have already reached that “high ticket” price point. How is selling to those clients different then selling to people at low price points.

The first thing we need to talk about is the fact that no one in the world buys products - people buy solutions to their problems. Even if it is a vanity purchase it is still a problem for them in the sense that they “want it”!

The more desperate they are for that solution, the more they will pay for it and the quicker they’ll open their wallets.

Doesn’t matter how much it costs!

If they are in real need for the solution - as in, their business is really hurting and they’ll be out of business in a matter of months if they don’t fix the problems; you are offering them a way out, price is irrelevant.

If they are in real need for the solution - as in, their business is really hurting and they’ll be out of business in a matter of months if they don’t fix the problems; you are offering them a way out, price is irrelevant.

With that said, the question now is how you present your solution to your prospect in a way that is a #nobrainer for them to buy from you.

I broke down this concept in 3 simple strategies to help you land those high ticket clients:

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#1) Speaking with authority

The first step to land any client is to get them to see you as an authority and expert in your field. This will build instant trust and allow you to communicate with that prospect in a simple and open manner. People buy from people at the end of the day, and human beings are naturally drawn towards people they can relate to and connect with. The secret to becoming an authority in your prospects eyes are just a few simple techniques:

#1) Speaking with authority

The first step to land any client is to get them to see you as an authority and expert in your field. This will build instant trust and allow you to communicate with that prospect in a simple and open manner. People buy from people at the end of the day, and human beings are naturally drawn towards people they can relate to and connect with. The secret to becoming an authority in your prospects eyes are just a few simple techniques:

- The tonality that you speak in, which basically means variating from low to high in different moments in order to keep your prospects attention; - Showcasing your experience by highlighting clients success stories; - Providing feedback (or giving them advice) - if you are seen as a person who is trying to troubleshoot their pain point with them, on the spot, and your advice is actually good and makes sense, just that alone will make you seem like a true authority in the field you are in. Think of it as a mini consulting session that gives a demo to your client or how it will be to work with you. I use that technique a lot.

 

Presenting your offer in a way that solves their problem.

Presenting your offer in a way that solves their problem.

#2) Presenting your offer in a way that solves their problem.

So this “giving advice” technique I mentioned in the previous step can also carry on through to this next step.

When you give this “advice” what you want to do is to position your services as a solution to their problem.

Again, people don’t buy a product or service. People buy solutions to their problems!

If you can figure out a way to frame your offer as a solution to your prospects pain point, you will master the art of “selling without selling” - you are just giving them advice that just happens to sell your product or service.

#3) Creating a sense of urgency for them to buy from you.

When we are talking about creating a sense of urgency on a sales call the first thing that comes to mind is using “we got this limited time special only available today” technique.

But I’m not talking about just saying you’ll raise your prices soon ...

Sure, that works. I’m talking about something else though … I am talking about showing the client what they are missing out on.

 

How much money is your client losing by not fixing their problem? How much are they suffering for not resolving that situation in their lives?

You want to highlight their pain - but not too much. There is a delicate balance how to do this.

Your job is to make the prospect realize everything they’re missing out on, if they don’t act fast to solvetheir problem. Just watch it - this shouldn’t be all you are focusing on. Mention this in passing and move on to the next topic. The prospect already knows that they are in pain - so reminding them too much of it is like pouring salt on an open wound.

These 3 techniques along with a proper sales framework will be your ticket to sell to “high-end” clients. The biggest difference of selling high-ticket and low ticket products is that expectation of excellence (meaning that you have to be on top of your game) in high ticket worlds is much higher from your client’s point of view. So make sure you pay attention to detail and master your craft before you delve into the high ticket sales world.

How much money is your client losing by not fixing their problem? How much are they suffering for not resolving that situation in their lives?

You want to highlight their pain - but not too much. There is a delicate balance how to do this.

Your job is to make the prospect realize everything they’re missing out on, if they don’t act fast to solvetheir problem. Just watch it - this shouldn’t be all you are focusing on. Mention this in passing and move on to the next topic. The prospect already knows that they are in pain - so reminding them too much of it is like pouring salt on an open wound.

These 3 techniques along with a proper sales framework will be your ticket to sell to “high-end” clients. The biggest difference of selling high-ticket and low ticket products is that expectation of excellence (meaning that you have to be on top of your game) in high ticket worlds is much higher from your client’s point of view. So make sure you pay attention to detail and master your craft before you delve into the high ticket sales world.

 

 Hope this helps - Alex

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