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Offering High Ticket Offers
In this episode, I discuss how to get people interested in your high ticket offer.
By listening to this episode you will learn methods to offer your high ticket offers.
Today we’re going to talk about how you can get people to actually pay for your high ticket offer, because one of the things I hear from coaches is that they think they have a great offer, they think that they, you know, the people will actually want it. And when you think that doesn’t mean that you know, and so we have to talk about what you can be doing to improve the number of yeses you’re getting for your offer? And how do you create an offer that’s compelling enough to do that.
So if you’ve never seen my past videos before, one of the ways that I talk with my clients about how to increase their results, is that you have to have a very compelling offer. And you have to have people converting and saying yes to it. And one of the things, or formulas or business equations, that’s I learned from Brooke Castillo, who’s one of my favorite people. She shares that the number offers you make minus the nose equal your results.
That is so true, right? But where people get tripped up, and today, in this video, we’re only going to talk about one part of that equation, because it starts with the offer. So if you have an offer, and you keep saying I do health coaching, or I do life coaching, where I help you with work life balance, or I help you with getting more energy back, or I help you with becoming more confident, that is very weak, it’s very weak offer, because a lot of people help with that stuff. What makes you compelling enough to charge high ticket and be the person that people want to go to for that offer?
What Transformation Do You Provide?
So it’s not just about you? It’s what what about your method? What about the transformation that you provide? Is specific enough that people are like, yes, sign me up? I would like that, because it’s much easier to say, do you want to lose 10 pounds in 90 days without being a victim to overeating anymore? That’s way more specific and better than saying, Do you want to be healthy? because someone’s gonna say, Yeah, I want to be healthy. But do you want that very specific outcome, you’re going to bring in a group of people who is willing to pay for that outcome?
That’s way more specific, and way more compelling than just saying, Do you want to be healthy, because that could be healthy by going to read a blog on Google, I can be healthy by eating a good lunch today. But can I lose 10 pounds by myself without being a victim to over eating anymore, that’s way more specific. Just to give you an example. So the first thing we have to remember is that coaching itself is a commodity, it’s a, it’s a, it’s like saying, you know, you have a therapist, or whatever.
But what your offer is, is where you get people interested. So rather than continuing to say do health coaching or life coaching, we have to get specific on your hook point and your actual offer that you can make to people that they could say yes or no to. And so, a lot of times people avoid this is because they want to pick the right thing. And because they want, they don’t feel confident enough and making a strong offer, because they’re not sure they could provide it or they think that, you know, in order to do that they can’t control the other person on the other end to get them to that outcome.
Narrowing Down Specific Offers
So I want to answer those two concerns. The first thing is, with the offer, you need to just pick something, you need to make it specific. And you need to start making that offer to people to know if it’s a good one or not. You start getting feedback on it and start learning from the nose or why people are saying they wouldn’t pay for that, or why they don’t have the time for it. So that you can continue to improve your offer. And the only the best source of feedback for your offer is your niche, giving it to you. It’s not going to come from yourself writing in a journal. And it’s not going to come from your coach because your coach doesn’t even know your niche.
You need to talk directly to your target audience. And make the offer get yourself in a position to be making offers to hear back from them is am I getting a good response with this offer? Is this offer sellable? Or people saying no, it’s too expensive? And if it’s too expensive, you have to be able to ask them, Hey, what about this offer would make it more of a no brainer for you?
Finding the Value in Your Offer
What would make it valuable enough for you to say I gotta go figure out how I can find the money for this. I got to go figure out what I can reallocate in my budget to make room for this. That is the feedback you want to get. It goes much more beyond that somebody saying it’s too expensive. You need to start learning what can you do to make your offer such a no brainer. And amazing at the outcome it provides that your audience is thirsty for. Make sure you incorporate that so that you’re no longer you know, people are willing to find the resources to pay for your services.
And you, also, when I going back to the concern about well, I don’t know if I can make that very confident offer of saying, I help people get off their sleep medications in 60 days, and sleep like a baby eight hours a night, that in and of itself, I don’t know if I can make that promise because what if blah, blah, blah, what if they have narcolepsy or something? Okay, well, let’s back up.
Your job is to be able to support somebody and give them the things that they need to be able to do that. And help them implement it help keep them accountable to it, and whether or not they implement or whether or not they show up or whether or not they have a random setback or something that is not, you can still make an offer in your marketing, and talk more with them on a discovery call and see where they’re at and see if you can actually, if they’re a fit for the program, and then decide accordingly, okay.
But the whole point with marketing is you want to give people what they want. And, and be able to put out there what it is that you offer that’s clear for people to resonate with. That they are seeking, and solve their problems in your program. And the How is less important when you’re actually making the offer? So I want you to work on your beliefs around that, that oh, well, I can’t, you know, confidently make an offer. Because what if the person falls off track? Or what if the person has, like, you know, doesn’t come to the coaching calls or something, start with an
offer, don’t worry about that, see if they’re right fit when you have a discovery call with them, and then decide accordingly, if they’re fit for the program, if they’re fit for the program, okay? So also, as you know, in coaching, you know, you have a contract where you say, here’s what I can offer you, here’s what’s included, obviously implementing it is up to you.
I’m not a doctor, blah, blah, blah. So you can work work with with that as well. Okay. Now, the other thing to keep in mind, when you come when you are coming up with your offer. There’s a couple components. First, there’s who is it for. And when you’re choosing who it’s for, I want to encourage you to pick somebody who already understands the importance of what you offer, and already is spending money on the thing or the category that you offer.
So in other words, one of the questions I got in my Facebook group is how do I find people who will actually pay for my services without batting an eye? And my answer is, Well, okay, let’s say you offer anti aging, health type of coaching. Why would you offer that to somebody who doesn’t really like, they are kind of toying around with that idea. But they’ve never invested or spent money on it before. It’s gonna be a lot harder to convince them to invest in you, versus going to a place where going to a med spa, or collaborating with an anti aging company, like for skincare products, or seeing who followed those accounts who buy those things.
It’s much easier to find and connect with those kinds of people who already understand the importance of investing in their anti aging. And, have demonstrated that they put money behind it in the past. And working with those people compared to somebody who you’re gonna have to really convince.
Picking a Niche
So number one, pick a niche, that’s very fine. Double pick a niche, who understands the importance of what it is you already offer. Rather than needing to educate and convince them of that. And then number three, make sure you’re picking a niche that is not like you know, somebody who’s not a decision maker, like a child, right? Unless you’re going to be really hitting hard the parents in your marketing, for example.
Okay, so there’s the, the niche component of the offer, there’s the end goal or promise of the offer, which is, for example, something specific, rather than saying have less stress. What if it’s reduce your worry by 50%. And that is what you focus with, with your people on you give them systems and formulas and journal exercises to help them stop worrying and reduce it by 50%. In the way you measure that is you do a scale test at the beginning like scale one to 10 Where’s your worry, and then you do a check in and it’s
at a five and or whatever it is for you. Okay? So that’s really important. So there’s who it’s for, there’s what’s the promise? There’s also how many days or how long is this going to take? Are you shortening the journey for them making it much more easy? And are you What’s the part about your offer in your method that is avoiding what they hate?
Okay, so let me give you a couple examples. How to sleep like a baby without sleep medications in 90 days. Reason why this offer is more specific and better than just saying how it’d be a better sleep or how to how to get how to have more energy is because you’re saying get off your sleep medications. Maybe that’s something they’ve really been wanting to do for a long time now. And you’re finally helping them get off their sleep medications, that’s like, they are so excited about that. And then also sleep through the night.
Okay, so the end promise and then in 90 days, you added a date to it. So that’s much stronger, and you’re going to, that still might not even be strong enough. The reason why I’m bringing this up is because you first start with something. You put it out there, you see the feedback you get, and you keep evolving and adapting, based on what your target audience says. And continue to develop your program in in a way that meets their goals and that kind of thing. So you really have to listen to the audience. But you do have to start somewhere.
So start with something you think that’s pretty compelling, and then start to get feedback and learn from the nose. The other thing is, you have to think about you the ultimate goal with this offer is to, like you want the audience it’s delivered to, to be thirsty, for it, have struggled with it long enough. And are don’t see any other options. Like, it’s like if you were, I don’t know, in the desert, and on a drought, and somebody offered you water, and you’ve been there for three weeks. You’d be like, I will do anything to pick find the roof to pay for this water right now.
Okay, so you really want to make sure it’s something big enough and relevant enough to your ideal clients life. That it’s not just a nice to have, but it’s like I really urgently want this. The other thing you have to think about too, when it comes to your offers, stop getting around this mindset that it’s about how long and how much time you’re spending with your coaching clients, and how many worksheets and workbooks and stuff, you have stuff in fluff.
Okay, we need to get away from this idea that it’s about the stuff in fluff, that adds value to your program, what adds value to your program is getting them to an end goal and less time with less effort and having to do less things to get to that end goal. So if you are continuing to pitch your programs and make offers based on like, it’s 12 sessions. It’s 12 hours, it’s you know, whatever, that’s not the main point of your program. Yeah, that might be how you deliver the materials. And how you deliver the transformation. And how you structure your offer. But that’s not the thing that’s important.
And you don’t want your ideal clients to be thinking that you are giving them hours for dollars. That’s not how we want an offer to be communicated. That’s not what makes an offer good or bad. It’s irrelevant. Okay, what’s relevant is that they get to the end goal and how that’s delivered. You know, is obviously they’re going to have bound things that they ways that they want to do that thing. So for example, maybe they want to get rid of diabetes, but they want to do it naturally. Okay, that’s fine. You can include that part. And you need to make sure you highlight that. But you don’t need to say, well, it’s going to take shape. You get 12 sessions and digital data that comes later. In your offer process. What comes first is what’s the actual offer and end goals and benefits.
What comes later is when you’re on your discovery call or something and they ask, how does the program work? What’s the, you know? Where do we start? That’s where you say, Okay, well, we start with a session. And we did that, right. So take the emphasis off of that, that should be for personal conversations, when you’re having these high ticket phone calls.
Rather than putting that all out there. As I’m calling it, I’m marketing my program. Because I’m saying all the stuff that’s in it, you can still say what’s in it, but it’s lower priority than getting out the benefits of what you offer. Okay, so that said, I also want to remind you that you’re always going to get some notes, because there’s either going to be the wrong person, or, you know, the offer is not yet the offer is really not right for them.
So in order to get better results with your offer get more yeses, you have to increase the traffic. Increase the people who are seeing and getting the offer made to them. And in order to get to a point where you’re able to make a paid offer statement, you have to have too many offers one or too many offers before that. And what I mean by that is, somebody doesn’t just sign up for your program. They first need to raise their hand that they’re even interested.
Okay, so the way that you do that is you either have a freebie. Like a lead magnet or something that allows them to say that’s related to your bigger offer. And it allows them to say, hey, that’s me. I’m interested, raising my hand. And, or you have a call of somebody who they’ve expressed interest and then you make a paid offer, so they’ve expressed interest in the call first. So that said, I want you to approach everything like an offer. The call itself is an offer needs a hook statement. The lead magnet is an offer in and of itself and needs a statement.
The title of this video is an offer that I’m making to you to see who’s interested actually in this topic. So that everything you do is an offer. Essentially, the headlines in your posts, the calls to action in your posts, so get really good at paying attention to is this offer juicy? Is this pretty strong? Is this compelling? And you’ll start to learn based on the feedback you’re getting. So that said, instead of saying, I’d love to offer you a discovery call. You would say something like, this week, I’m sharing the number one hack to sleep through the night without I don’t know, let’s say your audience struggles with.
Let me let me rephrase that. Let’s say this week, I’m offering a number one hack to double your business in 90 days. And I’m sharing the equation of what that is, if you want to know what that is. Comment, yes, we’ll get out a call, I’ll share what it is we’ll talk about your goals, see if
I can support you in any way and making that happen. And that’s it, right. And that’s much more hooky than me saying, I am going to have a discovery call with you. We’re going to talk about your goals. And we’re going to see if we can work together. It’s a little more generic, right? So those things are offered to. And I want to give you a couple examples of taking something that could just be an offer, but actually turning it into something stronger. It could just be a generic offer, but we’re turning it into something stronger. So let me see.
What should I write down? So I wrote down rather than saying how to have a great offer, how to double the value and price your offer without adding more stuff or needing more experience? That’s a much more juicy title than me saying, how do we have a good offer? Another one, how to hack your overwhelm, and 30 minutes? How to double your discovery calls with qualified leads in 30 days, these are much stronger points. Let me think how to get more discovery calls. How do you how to manage your mindset for the overwhelm one, things like that.
So just get more specific and be less about the how and more about the end goal and promise of the actual offer or thing. So that said, if you have any questions about offers, making offers having the opportunity to even make offers because nobody’s expressing interest or you don’t have any traffic, I want you to DM me because there’s a part of each part of the formula needs to be addressed. You can’t have the opportunity to make offers without discovery calls. You can’t have discovery calls without having a following you can’t.
So you see how it all works together. And in order to comprehensively solve the equation. Sometimes it takes outsourcing sometimes it takes asking for help. And so if you need help with this topic, if you’re stuck somewhere in the equation of having a following converting them and you know selling your offer, DM me at hailey_rowe and we can talk more about how you can get some support with that. And I will talk to you guys soon. Thanks for watching.
Resources
- Complimentary Business Consult
- Health Coach Nation: Marketing, Business, & Mindset for Health Coaches
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