Hey hey, girlfriend!!
If you have been in business for more than a hot second, you’ve heard of the phrase, “high-ticket”.
What exactly does that mean?
Well, I think everyone has their own definition but to me, a “high-ticket package” usually has a few things in common:
High level of support
Clear end result, deliverable or transformation
High price point
They are usually touted as a way to make good money, fast, and they are — in my experience.
But when you’re currently selling one-off sessions for $200, selling something for $5000 seems impossible, doesn’t it?
Trust me, I know. I used to sell websites for $750.
I get it.
Closing high-ticket sales can seem really overwhelming but I am here to break it down for you.
In this guide, I am going to show you exactly how to land your very first high-ticket client.
Ready? Let’s dive in!!
STEP ONE: YOU MUST ENERGETICALLY GET BEHIND WHAT YOU ARE SELLING.
I see it all the time, new business owners think they need to sell “high-ticket” and so they make up some arbitrary package and try to sell it, only for it to flop.
What went wrong?
They weren’t in LOVE with their offer.
You have to love your offer so much (and feel SO good about it) that you feel the person on the other end of the phone would be silly to not buy it.
You should love your offer so much you can’t shut up about it.
I tell everyone about my Get More Clients program because I believe in it.
(You should see the neighbor lady kindly listening to me chatter on about my program, nodding her head, and politely waiting for me to shut the hell up so she can go back into her warm house.)
But, I love my program, you see.
And that excitement is contagious.
If you don’t love your offer, you need to work on it.
Ask yourself, “What do I need to change in order to love it?”
The first thing you must do in order to land your first high-ticket client is love your offer.
STEP TWO: CHOOSE A PRICE POINT YOU CAN ACTUALLY FEEL GOOD ABOUT.
This goes hand in hand with step #1.
If you don’t feel good about the price you’ve set, you will never sell it.
You can have 100 sales calls but you will flop on each and every one of them.
You need to pick a price point that feels good to you.
But how do you pick a price that feels good to you?
Pricing is one of those things that creates so much unnecessary weirdness for us, doesn’t it?
I’ve created a simple 2-step process to choosing a price that feels good to you!
1: Answer these two questions:
How many hours will I be giving the client?
How much do I want to get paid per hour?
For example: I am going to give each client 2 hours a week for 12 weeks and I want to get paid $75/hour. Doing the math on that gives us $1800.
2: Analyze your knee jerk reaction to that number.
Ask yourself, “How would I feel saying that number out loud on a sales call? Could I confidently ask that price? Does it feel too low? Or, does it feel too high? Would I be more confident starting small and raising it over time?”
When you find a number that feels good to you, you know you’ve got a winner!
And that, ladies, is how you choose a price point for the offer you love.
STEP THREE: GET REALLY CLEAR ON YOUR VERY NEXT CLIENT.
For the purpose of this exercise, forget about “target demographic” “ideal client avatars” etc. and just focus on your VERY NEXT CLIENT.
Who is she?
What does she need?
Where is she?
Sometimes, we can overwhelm ourselves thinking about all the clients we need to get, all the people we are going to help and all the money we need to make.
Instead, let’s start really small. Let’s just focus on getting that very next client.
So, who is she? Where is she hanging out?
You need to crystal clear on that very, very next client in order to give yourself some focus and direction.
As soon as you forget everything else and start focusing on the next client, a clear gameplan starts to emerge.
STEP FOUR: GO TALK TO PEOPLE WHO FIT THE PROFILE OF YOUR IDEAL CLIENT.
Now that you know who your next client is, it’s time to go spend time with her.
Here’s what you need to do:
Help her out
Answer her questions
Literally, just TALK to her
Now, you likely will have two questions at this point:
How do I find her?
What should I say to her?
Is that you? If so, you are in good company! All my clients have asked the same two questions!
1. Here’s a really easy way to find your ideal clients:
Use the search function inside of large Facebook groups to find potential clients who are actively looking for experts in your field.
The best groups to do this in are larger groups (15,000+ members).
It’s as simple as going to the search feature and entering keywords that are related to your industry.
1. Here’s the exact script I use to strike up conversations with strangers in a way that feels GOOD:
“Hey there! I am reaching out to you because I saw you liked my post in this group!
I took a look at what you are doing and …”
At this point, you really just need to roll up your sleeves and start talking to your ideal clients.
STEP FIVE: REPEAT UNTIL YOU LAND YOUR FIRST CLIENT.
Here’s the thing. We tend to overcomplicate things.
At its core, good business is about two things:
So, what do you need to do in order to land your first client?
Yay, you guessed it!
Build relationships and provide value.
It really is that simple to land your first client.
STEP SIX: NOW, LET ME ASK YOU? YOU’VE GOT BIG PLANS FOR 2020, RIGHT?
I knew it!!
Maybe you want to have your first $100k year?
I know it will help you!