Landing high-ticket sales can seem so unrealistic when you’re just starting out. But guess what? It’s entirely possible with the right strategy (yes, even if you’re a new business).
The key lies in two main factors and they’re easier to apply than you think.
1. Creating a unique offer
The first step in charging high tickets for your products or services is ensuring they stand out in the market.
Ask yourself: Are you offering something unique, or are you selling what thousands of others are selling? To illustrate this, let’s consider the example of buying white socks.
If you need white socks, would you head to a luxury store like Louis Vuitton? Probably not. Most people would search on Amazon because white socks are a commodity. Many brands offer nearly identical products, so the decision boils down to trust (reflected in positive reviews) and price (who sells them the cheapest).
This commodity situation is what you want to avoid. When you're selling something that numerous others are offering, competition on price becomes inevitable, and there will always be someone who can offer it at a lower price.
To escape this commodity trap, you need a "secret sauce" — a unique way of solving a problem that only you can offer. This uniqueness makes your offer special and sets you apart from the competition.
Finding your secret sauce
So, how do you find your secret sauce?
Start by identifying what makes your approach different. Maybe it’s your personal experience, a unique method, or an exclusive tool that you use. Think about what you can offer that others can’t.
For instance, if you're a health coach, instead of offering generic health advice, you could offer a specialized program for women recovering from surgery, complete with customized meal plans, exercise routines, and mental wellness tips. This specificity not only sets you apart but also allows you to charge a premium because your services are tailored and exclusive.
So it’s not just about a special tool or method but it can also be about a special client or user.
Leveraging your story
Another way to make your offer special is by leveraging your personal story. People connect with stories. Share your journey, the struggles you’ve overcome, and how your experiences have uniquely equipped you to help others. This personal touch can make your offer more compelling and justify a higher price point.
I’m explaining this topic step-by-step within OBLA (the Online Business Launch Academy). If you're unfamiliar with OBLA, feel free to check out my free class.
2. How your offer is structured
The second critical factor is the structure of your offer. There’s a simple yet powerful psychological hack that can help you sell high-ticket offers more easily: humans value multiple small features higher than a single large offer.
Imagine you want to sell a website for $10,000. Presenting this as a single price point can be daunting for potential clients. Instead, break down the offer into smaller, detailed components.
For example:
- Brand Design: Creating a brand identity.
- Website Design: Crafting a user-friendly website.
- SEO Optimization: Ensuring the website ranks well on search engines.
- Web Development: Building a robust and scalable site.
- Ongoing Maintenance: Providing regular updates and support.
By itemizing the offer, clients perceive greater value in the comprehensive package. They see they’re getting multiple high-quality services rather than just one expensive product. This structure makes it easier for them to justify the investment, and consequently, it becomes easier for you to charge higher prices.
The power of bundling
Bundling is a powerful strategy. When you bundle multiple services or products, you’re not just selling a website; you’re selling a complete solution. Clients are more likely to see the value in a package that addresses multiple needs and solves several problems at once.
For example, if you're a business coach, instead of just offering coaching sessions, you could bundle your services to include:
- Initial Assessment: A comprehensive evaluation of the client's current business state.
- Personalized Strategy Plan: A detailed roadmap tailored to their goals.
- Implementation Support: Ongoing guidance as they implement the strategy.
- Resources and Tools: Access to exclusive materials and tools.
- Follow-Up Sessions: Regular check-ins to adjust the plan as needed.
This approach not only makes the offer more attractive but also allows you to charge a higher price because the client perceives they are getting more value.
Creating a Value Ladder
Another effective technique is creating a value ladder. This involves offering different tiers of service at different price points, each with increasing levels of value. For instance:
- Basic Package: Includes essential services at a lower price point.
- Standard Package: Adds more features and benefits, priced higher.
- Premium Package: Offers the most comprehensive service, with the highest price.
This strategy caters to clients with varying budgets while providing clear incentives for them to opt for higher-priced packages.
This is how you land high-ticket sales as a new business
Landing high-ticket sales as a new business boils down to differentiating your offer and structuring it in a way that highlights its full value. By ensuring your product or service is unique and presenting it as a collection of valuable features, you can position yourself to attract and secure those coveted high-ticket sales.
Remember, success in high-ticket sales doesn’t come from lowering your prices to compete with others but from increasing the perceived value of what you offer.
This is exactly what I teach my students within the Online Business Launch Academy (OBLA). I’m explaining the step-by-step launch strategy of OBLA and my top 3 secrets to build and launch a profitable online business within my free class. I can’t wait for you to watch it!
