Episode 9
Why Selling High Ticket Still Feels Scary
It can be really scary trying to sell high ticket offers, especially during a recession. When you hear someone talking about landing $100k in sales, that doesn’t mean that they have $100k in their bank account right now. There’s fees, services, paying your team, paying your coach, the list goes on. It’s not the life-changing event it sounds like.
So, don’t focus on the money. Focus on the transformation you’re facilitating in your clients. That’s what matters. Focus on the beauty of the exchange. Low ticket offers deliver tactics. High ticket offers require a transformation - which happens in you first!
What’s holding you back from selling your high ticket offers?
- What thoughts come up around your pricing?
- What stories are you telling yourself about potential clients?
- Are you selling with an energy of urgency?
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Music credit: Like We Do It by Grace Mesa
A Podcast Launch Bestie production
Transcript
Hey, true seekers.
Speaker:So you wanna hear something completely bonkers.
Speaker:I closed $95,000 in the last few weeks, and what's crazy about that is it doesn't
Speaker:feel like real money and because it doesn't feel like real money, like this
Speaker:is literally the first time that I've.
Speaker:Owned it that I've talked about it.
Speaker:And sometimes when, we make a certain amount of money, it feels like we're
Speaker:in some pretend land that like, you know, it's like monopoly money.
Speaker:Like what does that even mean?
Speaker:And so I wanted to give you a little bit of the behind the scenes because
Speaker:so many people right now, Are scared to sell high ticket offers because of the
Speaker:recession, because of all the reasons that we will get into, but here's how and
Speaker:why it's so important that we sell high ticket offers because high ticket offers.
Speaker:Are all about transformation and we cannot have the impact that we wanna
Speaker:have if we're not helping people get the transformation that they desire.
Speaker:So let's dive in.
Speaker:So, I sold $95,000.
Speaker:Okay, and this came from four different high ticket offers.
Speaker:One was my Aspen retreat.
Speaker:I am giving a retreat in Aspen for amazing.
Speaker:Entrepreneur, women who believe in living life first so that they can
Speaker:create the impact they want to create.
Speaker:We are meeting, and Aspen and I sold two literal.
Speaker:Dream clients into that offer.
Speaker:I had a one-on-one high ticket coaching offer.
Speaker:I had a consulting gig in there, and then a group coaching program.
Speaker:So the range of price tags within that 95 was 1500 on the low ticket side.
Speaker:5k, 10 K and 60 K.
Speaker:Okay?
Speaker:And so as a business coach who helps my clients attract and close high
Speaker:ticket clients, I realized that.
Speaker:I hate talking about money and no, it's not a money mindset thing.
Speaker:But what I realized I hated about talking about money is that there's such a lack
Speaker:of transparency in that conversation.
Speaker:So like if I say to you, I closed $95,000 in the last few weeks.
Speaker:You might be like, oh my God, I can't imagine having $95,000
Speaker:in my bank account right now.
Speaker:And the fact of the matter is I don't.
Speaker:Okay.
Speaker:I do not have $95,000 in my bank account.
Speaker:There is a difference between closing I.
Speaker:In sales, $95,000 and when it all lands in your bank account.
Speaker:And so, the fact of the matter is, when I break that down, 10,000
Speaker:of that boom landed right away.
Speaker:Those Aspen retreaters, boom, pay in full.
Speaker:They are ready.
Speaker:They're ready to go.
Speaker:Another 20 K are also pay in full, but they're coming in.
Speaker:They'll be coming in over the next week or two.
Speaker:And then there's an entire subset of this money that is coming in over payment plans
Speaker:that's coming in over the next few months.
Speaker:Right?
Speaker:So it's not like, you hear these big numbers.
Speaker:I closed a hundred K month, I closed 20 K month, whatever that is.
Speaker:It doesn't mean that.
Speaker:That's landing in your bank account.
Speaker:And so I wanna just normalize the conversation around money because it,
Speaker:when we talk about it at that level of transparency, It's going to uncover
Speaker:some things for you so that you can sell transformation and not just
Speaker:tactics and strategies so you can create the impact that you want to create.
Speaker:So in order to close $95,000 and.
Speaker:this month it'll probably end up being a hundred K month.
Speaker:but, as profitable, happy CEOs, we don't look at month to month.
Speaker:I mean, you know, real corporations don't look at their
Speaker:month to month revenue, right?
Speaker:Like, let's really look at this from a quarter standpoint and look at this
Speaker:from being a real business owner.
Speaker:And so, in order to receive.
Speaker:That amount of sales, I really had to open myself up to receiving money and
Speaker:really looking at what I was making it mean to receive this money, who I
Speaker:thought I would become when I received this money, what judgment I would
Speaker:encounter when I received this money.
Speaker:I had to take risks.
Speaker:I had to take risks in offering something that scared me and excited me.
Speaker:At the same time.
Speaker:The consulting gig is something I have been talking about for.
Speaker:A couple years.
Speaker:It's really bringing my entrepreneurial experience into an industry that really
Speaker:needs it, and it's exciting and it has the potential to bring in massive amounts
Speaker:of revenue for years and years to come.
Speaker:But it's the impact.
Speaker:It's really the, the desire to change the way we function
Speaker:within the industry that I serve.
Speaker:And so, When we take risks and when we do the thing that really excites us, but
Speaker:freaks us out at the same time, that's when we open ourselves up to those big
Speaker:revenue producing months because we get bold, we get brave, and we do the thing.
Speaker:We realize what we are capable of.
Speaker:We realize that we are the people who can make the change.
Speaker:Who can?
Speaker:Help that like transformation be real for not just individuals but for
Speaker:groups of individuals, for industries.
Speaker:And so when you can hold the frequency of closing multiple offers
Speaker:at the same time, we know that.
Speaker:Yes, it can be scary.
Speaker:Like, what if I don't deliver?
Speaker:Like, I don't have a big team, you guys, I have my amazing assistant
Speaker:and I have contractors, right?
Speaker:But I know I have the ability to add to that team at any time, right?
Speaker:Because I have, amazing people who can become support coaches,
Speaker:who can, create amazing designs.
Speaker:I, I have people right?
Speaker:But you have to take the action before you're ready and you have to
Speaker:trust yourself that your solutions will be become available to you.
Speaker:So I really had to accept what receiving $95,000 in just a
Speaker:few weeks really meant and.
Speaker:One thing I want you to know is that, I see this all the time in Facebook groups.
Speaker:what would happen, what would change for you if you had a 5K paying offer?
Speaker:A 10 K painful offer and people are like, oh my God, everything will change.
Speaker:And I'm here to tell you.
Speaker:Not to burst your bubble, but nothing changes.
Speaker:Okay.
Speaker:Because first of all, let's normalize it.
Speaker:So the first time one of my clients had a pay in full 10 K client,
Speaker:she's like, I just had a 10k day.
Speaker:And then the money landed in her account.
Speaker:She's like, wait.
Speaker:It's not 10 K, right?
Speaker:Because you have to pay, the processing fee, whether you're using Stripe
Speaker:or Square or whatever you are using to receive the money for the gift
Speaker:of receiving $10,000 into your bank account in one day, you have to pay
Speaker:a service to help you do that, right?
Speaker:taxes, expenses, if you have a team, you're likely, you know,
Speaker:going to have coaching support.
Speaker:Maybe you're paying that on a monthly basis, so like, know that.
Speaker:It is such a beautiful thing when we get the gift of someone paying in full
Speaker:in this revenue, but life changing.
Speaker:It is not, what's life changing is when you get on a call.
Speaker:With that client, with that group coaching program, and someone tells
Speaker:you how they made a different decision and everything changed for them.
Speaker:Someone told you that she became brave and she put herself out there and
Speaker:suddenly she got asked to speak on a national stage that's what matters.
Speaker:It's not the money.
Speaker:The money affords you all of the things, but if we're just focused on the money,
Speaker:Then the impact goes on the wayside.
Speaker:And we are like, we focus on the fact that a 10 K day is not really a 10 K day.
Speaker:And oh my gosh, how much more money do I need?
Speaker:And, and I feel like I'm not getting further, and that's
Speaker:the wrong thing to focus on.
Speaker:And so When you look at the ability to close this amount of money at one
Speaker:time, we get to see the beauty in it.
Speaker:Not all landing in our bank account at one time.
Speaker:The beauty of payment plans, the beauty of, you know, being patient
Speaker:and allowing yourself to have received so you can continue to use
Speaker:that, that energy and frequency of receiving to close even more clients.
Speaker:And so having a big impact means.
Speaker:Revenue sustainability, it means selling transformation.
Speaker:And so when you look at this 95 K and you look at the high ticket versus
Speaker:low ticket nature of this, okay, one of the, the offers that I sold
Speaker:was a high ticket, coaching program to a pretty senior level executive.
Speaker:And if I was going to offer her like a $2,000 coaching program, I'm guessing
Speaker:she would not have the confidence in me that I could get her the transformation
Speaker:that she's actually looking for.
Speaker:Transformation is high ticket tactics are low ticket, and
Speaker:when you sell transformation, it requires us to transform first,
Speaker:and that's why people don't do it.
Speaker:They don't wanna transform.
Speaker:they want the money.
Speaker:And then they're like, okay.
Speaker:And then I'll work on the mindset, then I'll work on myself.
Speaker:Just gimme the money, right?
Speaker:But here's the thing, when we only sell low ticket, it gives us an out.
Speaker:It lowers the bar for delivery.
Speaker:It lowers the bar for the results that our clients can get.
Speaker:And here's the funny thing about low ticket.
Speaker:Low ticket clients expect you.
Speaker:To get them results.
Speaker:High ticket clients know that it's their responsibility to get results.
Speaker:I can tell you example after example of clients that I have had, in
Speaker:low ticket memberships or starting their own low ticket membership.
Speaker:And this one person's like, oh my gosh, I have been selling my butt off.
Speaker:I've got 10 people in my membership.
Speaker:And so that's $250 a month.
Speaker:Cause it's a $25 membership that just does not feel aligned.
Speaker:And then somebody complained because they thought I should be offering more.
Speaker:And so there is just a different frequency when we're selling to low
Speaker:ticket versus high ticket people.
Speaker:And.
Speaker:High ticket clients are just different.
Speaker:They're awesome.
Speaker:They're amazing.
Speaker:They take ownership of their results, they show up, they do the work.
Speaker:They are what is necessary for us to create the impact that we want to create.
Speaker:And so, you know, I fell into this low ticket trap when I was creating
Speaker:my Aspen retreat because, I've been always, selling high ticket, but
Speaker:suddenly I started to doubt myself.
Speaker:I'm like, oh my gosh, who's going to pay $5,000 or $10,000 to come
Speaker:to Aspen with me for a week?
Speaker:And then I thought, okay, well I've.
Speaker:Paid $10,000 for a retreat, multiple times.
Speaker:In fact, on Monday I'm going to Mexico in a very high ticket, very
Speaker:luxury business retreat, right?
Speaker:So people like me, high ticket investors do spend this, but I got scared.
Speaker:I thought, oh my God, what if I can't get them?
Speaker:The transformation?
Speaker:everyone tells me in-person retreats are money loser.
Speaker:So I just went in expecting it's a money loser.
Speaker:And even my coach was like lost money on her first two retreats
Speaker:and they were high ticket retreats.
Speaker:I'm like, okay, this is just something I desire to do.
Speaker:I'm not expecting to make money.
Speaker:but what if I did?
Speaker:What if I.
Speaker:Was able to create that reciprocal energy where I was delivering this experience for
Speaker:people and in return in their investment, they were showing up for themselves
Speaker:and in 90 days they reached a goal that they've been trying to reach for years.
Speaker:Why do I not want to make that a profitable venture If I can do
Speaker:that once I can do it over and over, look at the expanded impact.
Speaker:And so I had to get into that frequency of, well wait, I
Speaker:actually paid this amount.
Speaker:All of my clients' clients paid this amount.
Speaker:Why wouldn't my clients pay this amount?
Speaker:It's not about our clients, it's about us, right?
Speaker:It's about us questioning, well, this is the first time, can I do this?
Speaker:But really, I've been doing in-person retreats my entire career, right?
Speaker:This is not something that's new for me.
Speaker:And so what I want you to really think about is what are those stories
Speaker:that you have around your pricing?
Speaker:What are those things that you think about?
Speaker:When you think about raising your prices, what keeps you selling low ticket?
Speaker:Because the biggest myth ever is that low ticket offers are easier to sell.
Speaker:It's literally the biggest lie.
Speaker:You will spend way more time selling a low ticket offer than you will a high ticket
Speaker:offer, because high ticket investors don't need a million zillion touch points.
Speaker:They don't need to go through a complicated funnel.
Speaker:They just need to know that you have the results.
Speaker:You have the program that will help them get the results and they're
Speaker:able to get their questions answered, they're able to dive in and go and
Speaker:just do the thing cuz they are ready to get the transformation that you sell.
Speaker:Low ticket are gonna be more timid.
Speaker:They don't fully trust themselves yet.
Speaker:That's why they're buying low ticket.
Speaker:They are scared, they are just inching along.
Speaker:They wanna know they're gonna have a lot of questions, a lot more support.
Speaker:They need a lot of touchpoints and so, Know that like there are lies
Speaker:that we're telling ourselves that are keeping our revenue and our impact down.
Speaker:One is it's too hard to sell high ticket.
Speaker:another is high ticket.
Speaker:People aren't in my audience.
Speaker:No one's gonna pay this much.
Speaker:I can't afford, to pay this much.
Speaker:Why would someone else.
Speaker:Pay me for this of the delivery.
Speaker:The delivery's too overwhelming for high ticket.
Speaker:I won't live up to that price.
Speaker:You know, we feel not good enough and, and too much all at the same time.
Speaker:And it's interesting, these stories that we tell ourselves
Speaker:because they're conditioned.
Speaker:We learn these stories.
Speaker:My eight year old.
Speaker:Just won the Corey Ninja Warrior at his school.
Speaker:They have an obstacle course and it's this ninja warrior obstacle course, and
Speaker:he was one of just one or two kids in his school that won the golden shovel.
Speaker:Huge shovel to get, to get their picture taken with, and, and
Speaker:everyone was cheering him on and, and I was like, how did it feel?
Speaker:He's like, yeah, no big deal.
Speaker:He was like super confident.
Speaker:He's been climbing those ropes forever.
Speaker:Like in kindergarten, he climbed to the top of the rope and rung the bell
Speaker:and all of his little classmates were cheering him on and, And I looked at him,
Speaker:I was like, God, I love this confidence.
Speaker:I love the fact that he just expected to finish like last year.
Speaker:He didn't finish as a first grader.
Speaker:He was like, oh, but I know what I did wrong.
Speaker:I know what I did wrong.
Speaker:I'm gonna learn, I'm gonna do it.
Speaker:I'm doing it this time, mom.
Speaker:And I was like, awesome.
Speaker:And look at this approach that a child can have to a goal.
Speaker:He failed.
Speaker:He failed in first grade, but he looked at what he could do differently and then
Speaker:he did it differently and he came home with this prize that was a wheel off
Speaker:of an office chair that had his name and the year and Ninja Warrior on it.
Speaker:And he had never been so excited.
Speaker:And then he got his picture taken with the golden shovel because
Speaker:he achieved something You guys.
Speaker:What if we functioned at that frequency of just knowing that this was gonna
Speaker:happen, that we could do it, that we know that we're gonna make mistakes and
Speaker:once we make 'em, we can correct 'em.
Speaker:That's the frequency of selling high ticket.
Speaker:And here's what changes for you when you make that transition from selling
Speaker:these low ticket offers where you're selling and selling and you're still
Speaker:not making your revenue goal and you're getting burned out instead of
Speaker:just enjoying the journey, instead of enjoying, coaching or or consulting with
Speaker:these people who really are invested.
Speaker:In what you do, they're invested in, in their results.
Speaker:You start to feel more confident in your ability to close because your clients are
Speaker:killing it, your clients are diving in.
Speaker:You get to be in your element of helping them, and that's why we
Speaker:created this entrepreneurial journey.
Speaker:You get to trust your audience and you start to trust your audience, right?
Speaker:You start to see that high ticket people are in your audience and.
Speaker:You allow people to close on their own timelines.
Speaker:You don't have this sense of urgency.
Speaker:You don't have this question of like, oh my gosh, should I reach out?
Speaker:I haven't heard from them.
Speaker:Should I follow up?
Speaker:No, you just move on because you get to say yes or no to people
Speaker:when they are ready, right?
Speaker:I've had people come to me and say, oh, why didn't I get into the
Speaker:beta version of Clarity Clients?
Speaker:my very first round of Clarity clients was 9 97.
Speaker:It was the beta version in exchange for a low ticket price.
Speaker:They gave me massive feedback.
Speaker:it was a beautiful experience.
Speaker:And then it went to 5,000, 10,000, and now I have three levels, 5,000, 10,000.
Speaker:25,000.
Speaker:And so I've had people come to me and say, oh, why didn't I get in on that?
Speaker:Beta.
Speaker:And then they paid five instead of 9 97, right?
Speaker:But at $5,000, they got such faster results because they were more invested.
Speaker:So in the frequency of closing high ticket, You get to keep moving
Speaker:and growing and, and get yeses focusing on those people that are
Speaker:ready to start now, not later.
Speaker:And imagine how that changes the way you feel about your business when
Speaker:you are just going, you just know that your people are out there and
Speaker:you know, you trust your people.
Speaker:They'll close.
Speaker:You just are in that frequency of why wouldn't they?
Speaker:That is what it's like to be a high ticket.
Speaker:Investor and a high ticket seller.
Speaker:So here's the thing, you don't need to wait for the fence
Speaker:sitters, they're not your people.
Speaker:This is a choice.
Speaker:You don't need to ask for permission to sell high ticket.
Speaker:You get to own your desires.
Speaker:And lie of low ticket is more inclusive.
Speaker:It's not true.
Speaker:It's like if your friend falls in a well and you jump in the well after them.
Speaker:Everybody's screwed, right?
Speaker:But when you elevate and when you create the revenue and the impact,
Speaker:you 100% can help more people.
Speaker:Of course, you can help those people that that can't afford high ticket.
Speaker:You can offer those scholarships.
Speaker:You can offer to do things for free, but you can't afford that you're down
Carrie Koh:in the well with no place to climb out.
Carrie Koh:And so this is a choice.
Carrie Koh:You don't need to be scared.
Carrie Koh:But it's okay if you are, because even in that feeling of
Carrie Koh:scared, you get to take action.
Carrie Koh:You get to price your offer at a place of transformation, not tactics, not strategy.
Carrie Koh:So you guys, if you need help pricing your offer, go to profitable happy ceo.com.
Carrie Koh:I've got an awesome little freebie for you in there.
Carrie Koh:And, When you come into profitable, happy, c e o, the Facebook group, there
Carrie Koh:are so many awesome trainings on high ticket client attraction that will 100%
Carrie Koh:help you close your high ticket peeps.
Carrie Koh:So I hope that was helpful guys.
Carrie Koh:Really, really love to hear your feedback.
Carrie Koh:As always, hop on over to either my Facebook group, profitable, happy,
Carrie Koh:c e o, or DM me on Instagram, and uh, it's been super fun starting
Carrie Koh:on Instagram finally, right.
Carrie Koh:I grew to multiple six figures without Instagram, and everyone thought I was
Carrie Koh:crazy, but now I'm having fun over there.
Carrie Koh:It's Carrie underscore e underscore co.
