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Coaches and consultants, ready to generate high-ticket sales and grow your busines to multiple six-figures or even seven-figures? Don’t get stuck billing by the hour, pushing low-end courses, or selling small packages.

Read on to make massive leaps in your revenue with a high-ticket digital marketing strategy.

What Is High Ticket Sales Marketing?

For coaches and consultants, high-ticket sales marketing is specifically focused on providing a transformational experience for your clients that leads to BIG outcomes. Instead of getting your coaching and consulting clients small wins, you can work with them on a deeper level to get really big wins. 

The bigger, more urgent problems that you solve, the higher the price you can charge.

High-ticket sales marketing is NOT simply attaching a really high price tag for your services and being the best high-ticket closer. I’m a firm believer in “owning your worth” but there is a strategy on how to structure your high-ticket offers and must follow with a phenomenal delivery experience. 

If you want to scale your business while continuing to have a great brand reputation, you have to create a service that is not only attractive and profitable but also delivers results.

Building The Perfect High Ticket Offers

High-ticket offers on the “ultra” high-end side can mean multiple five to even selling six-figure packages. Here’s how to build a coaching or consulting package that sells.

Step 1: Identify Your Ideal High Ticket Client

It all begins by identifying your target audience. This is your ideal high-ticket client and they are someone who has an urgent problem that your high-ticket offer can solve right away.

If people are struggling to buy your services, you could have one of the issues that I covered in the last “Scaling Coaches and Consultants” newsletter. Check it out here or click the image below.

Step 2: Pin Down Your High Ticket Client’s Pain Points

Now you need to identify the problem that you’re going to solve. This is what marketers describe as “what keeps your ideal client up at night.” 

This pain should be extensive, not a minor cut. This is urgent. An open wound that needs a tourniquet right now.

Let’s break down an example:

Your ideal high-ticket client is a senior executive. On paper they seem to have it all – a wife, a family, a nice home, a big salary – you name it. But deep down this person is very unhappy. They fight constantly with their wife. They barely speak to their kids. They work 80-hour weeks and skip lunch most of the time. They drink too much and hardly work out. They’re beginning to hit their breaking point and if something doesn’t change, their life will fall apart.

This is an urgent problem that you can solve. Perhaps you’re a relationship coach or consultant that can come in and help save their marriage. Even if they paid you $50,000, it is a whole lot cheaper than going through the pain and staggering expenses of a divorce.

If you can truly help your high-ticket clients to move beyond their pain points and into the ultimate outcome of what they want in life, it’ll be worth way more than you could ever charge them.

Step 3: Speak To Their Desires

What do your coaching and consulting clients’ want to experience in life? (Hint: It’s usually the opposite of what they’re currently experiencing.) 

It might be what they were experiencing five or ten years ago before their life spun out of control. It could also be deep-seated dreams that your high-ticket clients never acted upon.

Your offer should help them move from the pain of their current reality into the pleasure of their future vision.

Another example is a business coach or consultant that’s stuck in their business growth. They’re at the center their business and their income is capped. They can no longer do more to make more. Their desire is to scale up their own business without sacrificing their health or relationships.

These coaching or consulting clients are ready to assemble their dream team and step into their next-level vision for their life. This is the place where they make more of an impact on their own coaching and consulting clients and are paid their worth.

This is a good example of a potential market for high-ticket clients ready for a massive transformation. One of my clients, Michele, did it in this case study on how we scaled a coach from being stagnant at the low six figures to 7 figures.

If your coaching and consulting clients continue on the same path, it could take them years of more pain, frustration, and struggles to get to where they want to go. Without you, they might never get to where they want to be. 

Build the bridge from their current reality and into the desires of their ultimate vision.

Create Your High Ticket Package

Your package is what you sell and includes everything they receive for the investment that they make.

How you structure your packages will vary depending on whether you are using the high-ticket marketing to sell to- organizations, teams, or individuals.

You have creative freedom when designing your packages. But the most important thing to remember is to make sure that your coaching and consulting clients have all the support they need to get to the outcome you are promising. And while I could teach you the perfect formula for structuring your high-ticket offers, it’s less about what’s included and more about how you position it.

Positioning Your High Ticket Offer

Position your offer or package in a way that creates massive value in your potential high-ticket client’s mind. 

Take a woman’s leather purse, for example. It could sell for $100 or $3,000 – it’s all about perception. Now answer this, how valuable does the person purchasing it perceive your services to be? And how can you solidify that perception?

Brand positioning strategy is one of the more complex facets of creating high-ticket coaching or consulting offers. You not only have to convince them that your service is valuable, but also position yourself as the expert that will deliver on those promises. 

How the high-ticket offer is positioned should be outcome-based and highly valuable. So even if you attach a $50,000 price tag on it, when compared to the outcome, it actually seems reasonable.

When positioning yourself as an expert in your niche, you must be seen as someone who has specific knowledge and credibility in the problem that you are aiming to solve. 

If someone views you on a peer-to-peer level, they’re not going to invest a ton of money for your coaching or consulting services. You need to make sure your positioning is elevated to an expert.

Many people stay stuck for years because their positioning is weak. If you want to grow your income, you have to address this. 

I teach this concept in the “Ladder of Influence.” This shows the different stages of influence and the challenges you face in each stage along with what it takes to ascend to the next level of your brand influence so you can grow your impact and ultimately, your income. 

As you grow your influence, you can easily command more money. But it’s not necessary to start selling high-ticket offers right away. You must have a great offer and you must position yourself as an authority in a sales conversation. 

Set Your High Ticket Price

Every coach and consultant has a number in their mind of what they think they’re worth. It’s usually drastically lower than what they should be charging. What is your number? Now multiply it 4x.

Pricing is another complex facet to selling an ultra high-ticket offer. Pricing strategy depends on who you’re going after, how long you’re going to work with them, and what outcomes you’re providing – among other things. 

I have clients who step into selling $75,000 one-to-one coaching packages and others who transition into selling $30,000 or $50,000 group coaching packages. I even have many coaching and consulting clients who shift into selling six-figure packages. Talk about a life changing model!

The biggest factor in determining your pricing is internal. It’s your belief around what you think is possible to charge.

Shifting Your Mindset for High Ticket Clients

There have been many coaches and consultants who come to me with decades of experience, who held senior-level positions in organizations, and/or have been coaching and consulting for years, yet they still struggle with some measure of impostor syndrome. There’s so much fear and trepidation when it comes to raising and changing their pricing structure, even though deep down they know they should be charging more. 

To overcome this, we must create a new reference point of what’s possible.

It’s essential to coaching and success to work through all the self-sabotaging patterns and limiting beliefs they’ve accumulated. But some of these patterns and beliefs are so deep, working on mindset alone isn’t enough to help them reach their coaching and consulting goals. 

Through experience, I’ve learned the fastest path to shattering limiting beliefs is to prove to your subconscious mind that you CAN do it. And the easiest way to prove it is to actually go out and DO it. 

And when you do it, your beliefs will shift. You’ll see that it really is possible. All the fears and insecurities you had around owning your worth and charging more vanish. 

And I promise you, the only words you will say to yourself afterwards is: I wish I would have done this sooner. 

Lead Generation Strategies for High Ticket Sales

How you set up your brand positioning and influence online will affect your ability to generate high-ticket sales leads. But what other lead generation strategies can you use?

1. Build Your Audience for High Ticket Offers

Ideally, you’ll want to build your audience organically. Positioning yourself and your high-ticket offer correctly will help attract the right audience – without spending money on ads.

I personally don’t recommend running paid ads until you have a proven offer, meaning you have sold it and you have a converting sales funnel. 

2: Create Your High Ticket Client Funnel

A sales funnel is a series of landing pages that successfully takes someone through the buying process.  It could be a long form sales page with persuasive copy that leads to a phone call, a video sales letter that leads to a phone call, or even a webinar that educates them on your service and leads to a phone call.

Regardless of what type of client or sales funnel you build, all high-ticket digital marketing sales have one thing in common – they lead to a sales phone call. 

It’s rare to sell high-ticket offers for multiple five-figures on a landing page. This is a significant investment for most people and it requires a conversation. Selling high-ticket offers allow you to close much bigger deals while you are on the phone.

While high-ticket digital marketing isn’t the best passive income strategy, it does yield a much higher ROI per person vs selling a course off a landing page.

If you are curious about getting leads I highly recommend checking out my blog on 3 Online Business Marketing Strategies To Get More Clients.

3. High Ticket Closing

When it comes to successfully selling your high-ticket offer, you must have a winning sales strategy in place. This includes:

• Pre-qualifying buyers so you don’t waste time with those who aren’t a fit. 
• Nurturing your audience.
• Understanding how to hold a powerful sales conversation – taking them through the Valley of Struggle all the way up to the Mountain of Possibility. 
• Asking the right questions to overcome objections before they even happen.
• Knowing how to position yourself as the authority a.k.a. the very best person to solve their problem. 
• Having a great pitch.
• And knowing how to ask for the sale and close the deal.

One last thing, when it comes to high ticket sales it shouldn’t be pushy, icky, or salesy. There is nothing worse than experiencing one of those conversations. Sales can be warm and inviting. If you have a good offer and you’ve positioned yourself well, there is no need to manipulate. 

Hold the container, present the opportunity, and invite them to join.