When it comes to your High-Ticket offer I want you to remember this is the highest transformation that somebody could have with you.
Here is the thing that I want you to know:
There is no advantage to being the cheapest service provider in the market.
No advantage whatsoever.
So you don’t want to create a High-Ticket offer but yet you are the cheapest on the block because what you are doing is that you are sending the wrong message to your ideal clients into your market.
The truth of the matter is that when something is too cheap people think:
“It’s too good to be true”
When somebody sees your program they need to feel and know that it’s worth what it is that you say it is and even more.
In their mind, they need to place the price even higher than what is out there so you are better off putting a super-premium price on your High-Ticket offer than to try to go low.
Don’t do that.
There’s a huge advantage to being the most expensive person in your niche.
Guess what happened?
It makes you become a premium.
If you look at the world of cars for example you have the Porsche, you have Maserati, you have the Aston martin.
These are all premium, super-premium cars.
Now you might think that because they are super-premium that they have a lot less customers.
There is a specific group of people who actually only want premium.
That means that they won’t be touching the cheaper cars.
They won’t even look at them because based on their price point alone they have written them off.
Here is the truth.
When you look out on the streets what type of cars do you see the most?
The cheaper cars.
Am I right?
That is because there is more competition at the lower level than there is at the top.
That is one of the biggest advantages of having a Premium program.
There is actually a lot less competition.
Your High-Ticket program is all about providing your audience with results.
It’s not about creating a band-aid offer – a replica of a result that solves a tiny problem.
I want to share with you 7 steps for how to create your signature High-Ticket offer
7 Steps for how to create your signature high ticket offer
Here’s a glance at this episode…
- [02:25] 7 steps for how to create your signature High-Ticket Offer
- [02:40] #1: Identify their Big Problem
- [03:18] #2: Map Out The Steps
- [03:42] #3: Define The Term
- [04:22] #4: Define your Delivery Method
- [05:00] #5: Pricing your program
- [05:44] #6: Segmenting Your Audience
- [07:08] #7: Create your Nurture System
#1: Identify Theri Big Problem
Remember earlier where I talked about the High-Ticket offer being about solving a big problem?
Well in step #1 you want to identify their big problem.
It is all about knowing your ideal avatar, your ideal clients, your target market, and their persona.
- Who are they?
- What do they look like?
- Where are they hanging out?
- What problems do they have?
- What is it that’s keeping them up at night?
- What is it that they are investing in?
- What is it that they are typing into Google or on youtube or on amazon or wherever?
- What are they looking for?
- What is their biggest problem?
That is what I want you to think about.
#2: Map out the steps
Map out the steps that they need to go from step A to Z.
INSERT IMAGE – show steps A – B – let’s create or find an image that can show this
Now that you know that Big Problem, imagine that the solution to that big problem is at step Z.
They’ve got to start at a because everybody is at A.
Everybody’s at the beginning of their journey.
What are the steps that they need to take to go from A to B to C to D to E to F and so on before they get that big result?
#3: Define the term
Step 3 is then to define the term.
How long do they need to achieve all of the steps?
How long do they need to do?
- Do they need 12 weeks?
- Do they need six months?
- Do they need an entire year?
What you want to realize is that even if in your mind your ideal clients need say 12 weeks you’ve got to imagine that it will probably take them twice as long or just a little bit longer maybe 14 weeks or 16 weeks to be able to achieve that.
If YOU can achieve these steps in 12 weeks then you’ve got to add MORE time for your clients to allow them the appropriate time to get results
You’ve got to remember that you are the expert in this case so therefore your ideal clients need a little bit more time to be able to achieve this.
This is where defining the term requires you to be more strategic.
#4: Define your delivery method
This is where you’ve got to think about your ideal clients and to think about how they like to learn, and how they learn most.
Everybody learns differently.
There are people who love written content.
There are people who love audio because they want to listen to it in the car or when they’re in the kitchen…
There are people who love to watch videos.
Now, what will be your delivery method?
Are you going to do it live?
Is it all going to be recorded?
Is it going to be stored on a platform somewhere?
What will your delivery method be?
That helps you to increase the price even further for your program and that leads us to STEP #5.
#5: Pricing your program
When it comes to pricing Your program I want you to start to think about:
- What does your market charge?
- What does ‘Premium’ look like in your market?
Then there are several things that you can bolt on that really helps you to add another $1000 per item into your price.
We have a list of about 10 things that you can bolt onto your offer and for each one of those you can add on another $1000 to the investment for your program.
This is how you can move from creating a $3k program to all of a sudden having a $13k program, a $20k program and it becomes really easy to sell because it is justifiable, because you have added on the right components.
#6: Segmenting Your Audience
I really love segmenting my audience.
When you create a signature program you might think that it’s for everybody who looks like your ideal client but that’s not the truth.
You’ve got to segment your audience according to what I call the pain threshold.
What is the pain threshold?
The pain threshold is who is the most in pain in my audience because that is the group of people you want to think about and talk to.
Think about it this way.
When you have a toothache you go to the dentist to remove that toothache.
Do you know that there are people who refuse to pay for the dentist?
They would just take some paracetamol or something to ease that toothache than to go to the dentist to remove a rotting tooth or something that’s going to give them more problems in the future.
But there are a group of people who are constantly at the dentist.
They’re having their teeth checked, they’re having things done to their teeth to make sure that the health of their teeth is at the optimum.
Those other people where they have a toothache and the dentist says I need to remove a tooth they don’t think, they don’t ask questions like
“How much is it?” or “Can you do it cheaper?”
“Yes can you book me” and “When is your earliest appointment”
That is the type of client that you want.
And that leads me to my final point…
#7: Crmeate your nurture system
How do you sell this Signature Program?
The best way that we sell our programs is through a carefully crafted nurture system which is also known as a Sales System.
You want to realize that for people who are ready to buy at the premium level the reason they are ready to buy that premium level is that they are being made to wait.
So as a coach and as a consultant one of the things that you want to make sure that you get away from is putting your ‘schedule a call’ link in your Instagram bio or just on Facebook because you become a really common commodity, you are just there, just anywhere.
People who are buying premium don’t just walk into a Ferrari and take a Ferrari out.
Those who are buying premium cars want the car built for them, the specs – what type of leather do they want, what colour do they want, where do they want the cup holder, do they want it to match or do they want it shiny or gloss or whatever it is.
Do you see my point?
There is a satisfaction that comes from delayed gratification and that is where premium products really reside.
How do you translate that to running a business online?
You make sure that you have a nurturing system so that by the time somebody puts up their hand to say “yes, I want that program”
I promise you, it is such a sweet place to be because your business just scales and you’re not having to do all of those crazy gross sales tactics that a lot of people use online.
You’re not going to be doing that because people are buying into you before they’ve actually bought from you.
Those are the strategies and how to go about creating your signature program.
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