FROM THE DESK OF PAMELA BRUNER
Uncomfortable
with High-Ticket Sales?
FROM THE DESK OF PAMELA BRUNER
Uncomfortable
with High-Ticket Sales?
I was speaking to a coach the other day, a woman that most people would call successful.
She has a fairly full client roster, but she’s exhausted from trying to keep up with all the people who want her time.
I was speaking to a coach the other day, a woman that most people would call successful.
She has a fairly full client roster, but she’s exhausted from trying to keep up with all the people who want her time.
Nice problem to have, right?
Well, not so much.
“I can’t imagine charging more than $225 a session,” she complained to me. “I raised my prices from $175 a session last year, and I felt pretty uncomfortable doing it. I know my work is priceless, and makes a difference… But I REALLY can’t imagine talking to someone about it, and telling them that the price is $3000 or something.”
She’s uncomfortable with high-ticket sales, and she’s not alone. It’s keeping her from scaling her business, and she’s not enjoying what she does, not the way that she intended.
When you think of quoting a fee in the thousands, how do YOU feel?
If the answer isn’t “AWESOME!” here are the 3 critical questions you need to ask yourself to help you with high-ticket sales.
1. Do I want to be Walmart, or Nordstroms?
Most of us don’t rank Walmart as our favorite place to shop. It’s where we get the necessities, or the cheap stuff.
Your favorite shop may be a boutique… or an eclectic grocery store that stocks exotic fruit… but it’s almost certainly a place that’s both unique, and high-quality.
But if you have trouble with high-ticket sales, you’re setting yourself up to be, well… the cheap stuff.
How do YOU want to appear?
Pro-Tip: If you want help with this, I’m teaching a short-course called ‘Sales Secrets for Attracting High-Paying Clients’ next week.
2. Am I willing to go for IDEAL clients?
There’s a phrase “champagne taste, but beer pocketbook.” And it’s OK to serve those people, if that’s who you want to serve. But what about the “champagne taste, and champagne pocketbook?” Why not serve them?
IDEAL clients – people who pay you well, value you what you do, don’t ask for all kinds of exceptions, don’t push boundaries… these are usually the people who pay you the MOST, not the least. (Funny, huh? But true!)
When you look at high-ticket sales, you may be thinking:
I’m going to have to take non-ideal people to survive…
I’ll never be able to attract enough people who will pay high-ticket…
If I charge that much, I’ll have to promise the moon…
What if you decided you could focus on IDEAL clients? Hint: High-ticket offers and sales are the way to do that!
3. Do I know how to make the shift to high-ticket sales successfully?
Ever had a friend who decided to lose weight and she went cold-turkey off of everything and started eating only bean sprouts? Kinda setting herself for failure, right?
Most people I know who fail at high-ticket sales have simply raised their fees without doing the prep work.
There is a way to transition into high-ticket sales.
You need to know:
- How to set yourself up with prospective clients from the get-go.
- How to have the sales conversation – it’s vastly different for high-ticket.
- How to grandfather in your existing clients, so your revenue doesn’t dry up during the transition.
If you’ve thought through all of those, great! If not?
I’ll be teaching a 3-Day Live Training, Sales Secrets for Attracting High-Paying Clients, next week. Check it out!
What you do is too important not to be well-paid for it.