High Ticket Coaching & Consulting Offers Aren’t Just a Price Tag

If you’re growing a coaching or consulting business, at some point in business you will probably want to offer a higher ticket program.

Think selling high ticket services is all about the price? Think again.

Coaches and consultants love high ticket offers because it is easier to hit higher income goals with fewer clients. Six high ticket sales at $15,000 means a $90,000 month in booked revenue.  

In contrast, if the only offers you have are $1000 and below, you’ll need to close 90 clients to make the same amount of money. 

Only 1-3% of the audience is ready to buy your offers at any given time, so you will need 3000 new leads to close 90 clients per month. 3000 new leads every single month.

Are you currently getting 3000 leads a month?  

I don’t know about you, but I don’t want to close 90 clients this month. (Unless it is a hands-off subscription.) I don’t have capacity for 90 clients in any other container. 

If we don’t want to continue scaling through volume, there is another way to go, and that is adding a top tier offer for your best clients to step into. 

Unfortunately, I see loads of people who offer a higher ticket offer but don’t sell any of them! I see a few in each group I am in. They say they are so excited about their offers but are getting people saying they can’t afford it, they want to wait, or they don’t feel ready. Even worse, at times the audience just doesn’t respond at all. 

High ticket offers aren’t just about raising the price. 

You must provide real value in order to have anyone hand you tens of thousands of dollars. They have to understand the ROI specifically for them (and that’s a crucial point). The offer also needs to have specific things included. 

Ask yourself this important question about your potential high ticket coaching offer:

Are you providing a unique, unforgettable service that your clients actually want?

Just because the price point is high and your competition is selling something similar doesn’t mean your clients want this service. If people aren’t seeking the solution already, your sales process just got 100 times harder. 

Is your offer unique and unforgettable? 

Bentley is a luxury brand and you can’t find a Bentley at a Ford dealer. Bentley is expensive but the shopping experience is second to none, the personalization and customization is world class, and the result is having a car that is luxurious, personalized, and utterly unique. Even though cars have become much more expensive, slapping a 100,000 dollar price tag on a Toyota doesn’t guarantee the sale. 

Do you have a personal brand with the credibility to match your price tag?

If your audience sees you as an authority with no comparison to anyone else, your offer will sell easier because you are trustworthy. Today’s consumer is smart and savvy, and especially in the coaching market they have bought and not received the value they paid for. If you have the testimonials and results to back your claims and show the ROI, your clients will be much more likely to step up. 

Is your process adaptable and tailored for each client? 

If you are offering a one size fits most, more and more clients are rejecting that for custom and bespoke support. Clients realize they are unique and want curated spaces to work for them, rather than fitting into a pigeon holed program. 

Have you cultivated loyalty so your coaching clients return again and again? 

Ask yourself if your clients love your containers or not? If not, do some adjusting of your offers until 70-80% return to work with you. 

Is your consulting or coaching business ahead of the trends? 

Do you understand the marketplace and are you always upleveling your skill set? If so, you likely have a following hanging on your words and loving everything you do! At this point it makes sense to offer a higher ticket package. 

Do most if not all of your clients reach the results you promise?

What is the result your clients most want and do they achieve it in your container? If most of your clients achieve the goal they likely are looking for the next goal to achieve. If you got them great results, there is a good chance they will want to continue with you at a higher level. This is the chance to formulate a program specifically for them. 

Does your free stuff blow your client’s mind, or is it the same as competitors? 

I once thought it would be harder to sell higher ticket offers than to sell free content. I was mistaken!  It is ten times harder to sell your free classes, guides, and content. 

We have to work hard to bring value so that clients will step into thousands of dollars in coaching. If clients don’t perceive your free things are bringing them value, they won’t trust you with their hard earned money! 

Once you ask yourself these questions, if the answers are yes, pump up the volume on your programs and offer them to your audience at a higher price point. If the offers sell right away, congrats! But if they do not sell, do some research as to why your clients did not buy. My guess is you are missing one or more pieces in the questions above. 

Get those right and try again. 

Watch my class on My Behind the Scenes class,  Create and Sell a 60k+ Offer.