5 Secrets to High Ticket Sales Report
5 Secrets to Attracting and Closing More HIGH TICKET Clients 1. Become a High Ticket Client Yourself! So many entrepreneurs expect their clients to make large investments in themselves, yet theyʼve never experienced what itʼs like to lay out that kind of money in their OWN lives or businesses. If you want to charge top dollar, or premium prices for your products and services, you must be willing to PAY premium prices to someone first. If you want to attract high ticket clients, you need to be one! Like attracts like. Itʼs called the LAW of attraction for a reason. Iʼm not suggesting you just go out and find the most expensive thing you can find and buy it. Iʼm saying you should look for an area in your life or business that youʼd really like to improve. Then, find someone or something that REALLY solves that problem at a deep level, but will require a larger investment than you would “normally” spend. I remember the first time I invested $10,000 in a business coach, and how scared I was. But guess what, once I did that, I was in a much better position to ask my clients to do the same with me, because I understood how it felt. I knew what it was like to be at that decision point. If you wonʼt value yourself enough to make a high ticket investment in YOU, how on earth can you expect your clients to do the same when you make them a high ticket offer?
2. Talk as an EXPERT, not as a GENERALIST The world is full of generalists, and folks who may call themselves ʻexpertsʼ, but in reality, I feel like true experts are really few and far between. The true experts are the ones who can charge top dollar and GET IT, because they have distinguished themselves as THE go to person for that thing, whatever it is. The difference between a generalist and a true expert is that a generalist solves many problems at a very shallow level and an expert solves a few problems, or one problem at a very deep level. Which are you?
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
Itʼs not enough to just say youʼre an expert. You need to be able to show that you really do go deep in solving a problem for someone before they will make that high ticket investment. If you are too broad, and too general, they will either go to someone else and pay them more, or hire you and pay you MUCH less. Think about this. Why do owners of luxury imported vehicles often pay so much more to take their cars in for an oil change by taking them to the dealer or import specialist instead of the “10 minute lube shop”? Is it because the 10 minute lube shop canʼt change their oil? No, itʼs because they change oil on hundreds of cars a day, and do it all the same way. At the import shop or dealer, those folks ONLY change the oil of cars that are just like the one THOSE customers have. The oil is the same, the job is probably the same, but the price is much different! Are you the 10 minute lube shop, or are you the imported car specialist?
3. Sell Yourself First! In #1, I suggested investing in yourself first. In this step, I really need you to sell YOURSELF on the high ticket offer you want to make. Would YOU pay for it? Really? Are you really convinced in your gut that this offer is worth the investment you are asking for? If youʼre not, youʼd better be, or there is no way your prospect will even consider buying it. There is an energy that is palpable when someone is confident in their offer. You want to be sold on yourself so much, that when you present it to prospects, you have the attitude that theyʼd be a fool not to buy it! Iʼm not saying to be arrogant with your prospects. What I am saying is that you have to be 100% convinced that your offer is a no brainer, and present it that way. When your prospects sense your passion, and most importantly, your certainty, they will be far more likely to invest. How do you do this? Thatʼs not an easy answer. When I coach people, we spend weeks or even months working on this part, because Iʼve found that even when the offer looks good on paper, if itʼs not right “between the ears” - it never sells. One quick suggestion is to really look at the impact you have on people, and what the price tag for not taking action would be. Keep reaffirming this with yourself over and over, and certainly right before you make any high ticket offer! ©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
4. Make the RIGHT offer I see too many solopreneurs make the mistake of just raising their prices, but not really taking a look at whether that offer is even worth what they are charging, or if itʼs clear to the prospect what the offer actually is! Itʼs not enough just to package up your same old product or service and just charge more for it. Then youʼd just have an overpriced offer. If McDonaldʼs suddenly decided they were going to sell $13 hamburgers, they would have a hard time selling them if all they did was charge more for the same burger. I can get a burger anywhere, so why would I pay them 5 times more for just a burger? I wouldnʼt! However, I have paid $13 for a grass fed, organic, antibiotic free, 99% lean, char broiled burger from numerous establishments before. (Full disclosure...I am now a vegetarian, but I do love a burger every once in a while) Do you see the difference? One offer is very clear, very specific, and to me at least, itʼs very valuable. As a healthy eater and a marathon runner, I am very concerned with what I put in my body. I am WILLING to pay $13 for a hamburger when I want one. Not everyone is, but you arenʼt selling to everyone. Youʼre only going to sell this high ticket offer to the RIGHT people. How do you find the right people? Well of course we can build an entire marketing plan around that, but what Iʼve found is that the simple act of talking about this specific offer more frequently in all of your marketing language, and in all of your interactions with prospects and colleagues will actually start to attract the right opportunities.
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
5. Make a LOT of Offers!! Youʼve all heard the phrase before; “Itʼs a numbers game!” Itʼs a true statement, especially in high ticket sales, or any type of sales for that matter. I have clients Iʼve mentored who were ready to give up because 5 or 6 people said no to their offer and they told me “it isnʼt going to work” or “my market is different”. Iʼve heard EVERY excuse why someone canʼt close high ticket sales. When I start to hear these excuses, I always ask the same question “HOW MANY PEOPLE HAVE YOU MADE THIS OFFER TO?” If the number is less than 20, I just smile and say. GREAT! Get back out there and come see me when youʼve made 20 offers. Why 20? Well in my experience it takes at least 10 tries before youʼre even half way comfortable making such an offer, and another 10 tries before we have enough of a sampling to see if the conversion rate is in line with what it should be. How many should you close? I donʼt know. It does depend on your business, your offer, and how well youʼve done steps 1 through 4 in this report. What I can tell you is that itʼs not uncommon at all for me to receive 4 noʼs for every 1 yes on an offer of $5000 and up. That means out of 100 people to whom I make an offer 80 will say NO! Yep.. 80! Guess what, Iʼm ok with that! The 20 who say yes will be my ideal clients, and will be highly invested in the process, which makes me highly invested to serve them deeply! Itʼs a perfect match. Would you rather have 60 clients at $500 or 10 clients at $5000? Do the math. I know which Iʼd rather have. Sure, you can have both, but this report is about HIGH TICKET sales. We can talk about the low ticket in another report!
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
**BONUS TIP** Practice! Find someone else who wants to get better at this with you, and be each otherʼs accountability coach. When you get a no from a prospect, really dissect the conversation. Try to see where it might have been improved. Donʼt beat yourself up, but do try to learn from every conversation. If youʼd like to have a conversation with me about how I can help you craft and start closing your own high ticket sales offers, Iʼd love for you to apply for a free strategy session (based on availability) at:
www.StrategySessionWithSean.com Thanks for downloading this report!
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
2. Talk as an EXPERT, not as a GENERALIST The world is full of generalists, and folks who may call themselves ʻexpertsʼ, but in reality, I feel like true experts are really few and far between. The true experts are the ones who can charge top dollar and GET IT, because they have distinguished themselves as THE go to person for that thing, whatever it is. The difference between a generalist and a true expert is that a generalist solves many problems at a very shallow level and an expert solves a few problems, or one problem at a very deep level. Which are you?
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
Itʼs not enough to just say youʼre an expert. You need to be able to show that you really do go deep in solving a problem for someone before they will make that high ticket investment. If you are too broad, and too general, they will either go to someone else and pay them more, or hire you and pay you MUCH less. Think about this. Why do owners of luxury imported vehicles often pay so much more to take their cars in for an oil change by taking them to the dealer or import specialist instead of the “10 minute lube shop”? Is it because the 10 minute lube shop canʼt change their oil? No, itʼs because they change oil on hundreds of cars a day, and do it all the same way. At the import shop or dealer, those folks ONLY change the oil of cars that are just like the one THOSE customers have. The oil is the same, the job is probably the same, but the price is much different! Are you the 10 minute lube shop, or are you the imported car specialist?
3. Sell Yourself First! In #1, I suggested investing in yourself first. In this step, I really need you to sell YOURSELF on the high ticket offer you want to make. Would YOU pay for it? Really? Are you really convinced in your gut that this offer is worth the investment you are asking for? If youʼre not, youʼd better be, or there is no way your prospect will even consider buying it. There is an energy that is palpable when someone is confident in their offer. You want to be sold on yourself so much, that when you present it to prospects, you have the attitude that theyʼd be a fool not to buy it! Iʼm not saying to be arrogant with your prospects. What I am saying is that you have to be 100% convinced that your offer is a no brainer, and present it that way. When your prospects sense your passion, and most importantly, your certainty, they will be far more likely to invest. How do you do this? Thatʼs not an easy answer. When I coach people, we spend weeks or even months working on this part, because Iʼve found that even when the offer looks good on paper, if itʼs not right “between the ears” - it never sells. One quick suggestion is to really look at the impact you have on people, and what the price tag for not taking action would be. Keep reaffirming this with yourself over and over, and certainly right before you make any high ticket offer! ©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
4. Make the RIGHT offer I see too many solopreneurs make the mistake of just raising their prices, but not really taking a look at whether that offer is even worth what they are charging, or if itʼs clear to the prospect what the offer actually is! Itʼs not enough just to package up your same old product or service and just charge more for it. Then youʼd just have an overpriced offer. If McDonaldʼs suddenly decided they were going to sell $13 hamburgers, they would have a hard time selling them if all they did was charge more for the same burger. I can get a burger anywhere, so why would I pay them 5 times more for just a burger? I wouldnʼt! However, I have paid $13 for a grass fed, organic, antibiotic free, 99% lean, char broiled burger from numerous establishments before. (Full disclosure...I am now a vegetarian, but I do love a burger every once in a while) Do you see the difference? One offer is very clear, very specific, and to me at least, itʼs very valuable. As a healthy eater and a marathon runner, I am very concerned with what I put in my body. I am WILLING to pay $13 for a hamburger when I want one. Not everyone is, but you arenʼt selling to everyone. Youʼre only going to sell this high ticket offer to the RIGHT people. How do you find the right people? Well of course we can build an entire marketing plan around that, but what Iʼve found is that the simple act of talking about this specific offer more frequently in all of your marketing language, and in all of your interactions with prospects and colleagues will actually start to attract the right opportunities.
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
5. Make a LOT of Offers!! Youʼve all heard the phrase before; “Itʼs a numbers game!” Itʼs a true statement, especially in high ticket sales, or any type of sales for that matter. I have clients Iʼve mentored who were ready to give up because 5 or 6 people said no to their offer and they told me “it isnʼt going to work” or “my market is different”. Iʼve heard EVERY excuse why someone canʼt close high ticket sales. When I start to hear these excuses, I always ask the same question “HOW MANY PEOPLE HAVE YOU MADE THIS OFFER TO?” If the number is less than 20, I just smile and say. GREAT! Get back out there and come see me when youʼve made 20 offers. Why 20? Well in my experience it takes at least 10 tries before youʼre even half way comfortable making such an offer, and another 10 tries before we have enough of a sampling to see if the conversion rate is in line with what it should be. How many should you close? I donʼt know. It does depend on your business, your offer, and how well youʼve done steps 1 through 4 in this report. What I can tell you is that itʼs not uncommon at all for me to receive 4 noʼs for every 1 yes on an offer of $5000 and up. That means out of 100 people to whom I make an offer 80 will say NO! Yep.. 80! Guess what, Iʼm ok with that! The 20 who say yes will be my ideal clients, and will be highly invested in the process, which makes me highly invested to serve them deeply! Itʼs a perfect match. Would you rather have 60 clients at $500 or 10 clients at $5000? Do the math. I know which Iʼd rather have. Sure, you can have both, but this report is about HIGH TICKET sales. We can talk about the low ticket in another report!
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
**BONUS TIP** Practice! Find someone else who wants to get better at this with you, and be each otherʼs accountability coach. When you get a no from a prospect, really dissect the conversation. Try to see where it might have been improved. Donʼt beat yourself up, but do try to learn from every conversation. If youʼd like to have a conversation with me about how I can help you craft and start closing your own high ticket sales offers, Iʼd love for you to apply for a free strategy session (based on availability) at:
www.StrategySessionWithSean.com Thanks for downloading this report!
©2012 Sean Carroll, PO Box 645 New York, NY 10156 [email protected] 212-706-7426 www.SoloProStrategies.com
