I received a DM the other day from someone (I think a health coach) who was “running a free healthy living challenge” and “wanted to know if I wanted the information to sign up.”
If this is your approach, you ain’t never gettin’ me as a high-ticket client. 😉
And I’m not even talking about the fact that she sent me a cold DM. I’m talking about her funnel.
I have been a high-ticket client many times over now (in all niches of the coaching industry) and I can tell you what high-ticket clients want.
We want solutions that are tailored to our exact problem and will solve it QUICKLY.
(And we know that something like that is going to cost money, and probably a lot of it. And we don’t care! It’s worth it to us. We are busy and we have more money than we do time.)
And we don’t want to have to wade through tons of free challenges or other free material just to see what the paid offer is on the back end of it.
(Of course, “free healthy living challenge” is such vague wording anyway that it provides zero clue as to what outcome(s) that person provides. But that’s a topic for another post.)
We definitely don’t want to DO the free challenge, either, because we don’t have time to faff around trying to apply free material without help, and not being able to tell if we’re doing it properly or not. Having an expert’s eyes on our situation is much more efficient.
Put simply: we do not have a “DIY mindset.”
So, stop treating us like we do!
Burying your high-ticket offer under lots of other content and messaging is a great way to LOSE the attention of the most serious prospects – and fast.
Three years ago I completely ceased offering “Free Client Attraction Challenges” and webinars on “How to Generate Free Leads from Social Media.” (as well as dozens of other “freebies” I’d tried to offer over the years)
Instead I put my unique insights on these topics directly in my content, directly in my posts, directly in people’s feeds. I didn’t insist that they sign up for something in order to get the insights.
And I instantly started attracting a much higher caliber of client (willing to pay in the mid-four-figure to five-figure range) and a much higher quantity of clients also (four to eight per month).
My people are sophisticated. They have tried MANY solutions for easily attracting and enrolling clients and they are in fact often fatigued by the number of solutions they’ve tried. All the client attraction “freebies” have started to blend together and appear the same to them. I had to shorten the funnel and capture their attention in another way.
The answer wasn’t to give my freebie a title that sounded different from everybody else’s. It was to remove the freebies altogether and show how the insights UNDERNEATH the title were different.
My people sign up because my solution is specialized and it fills the gaps that the other, more crude solutions overlooked.
Your people, regardless of what problem you solve, are most likely going to be the same way (if you’re trying to target high-ticket buyers, that is).
So, you have three main tasks if you want to attract the awesome high-payers easily:
1) Double-check your offer. Make sure that you’re aligned with a specific ideal client who is beginning at a particular Point A and wants to reach a particular Point B. And then make sure that you’re only providing what that type of person needs to reach their Point B, and nothing else. This is what makes it a specialized offer.
(I’ve provided lots of examples of that concept in my posts and in my free FB group. Check out the recording of a recent free Q & A call I did on Zoom with about 20 non-business coaches/experts in my free group. There were some good discussions in there about Point As and Point Bs of offers. The recording can be found here.)
2) Figure out how to write about your offer in a way that shows how specialized it is. This is about making sure that the components of what you do are chunked down in a way that puts every unique aspect on display. Then, when looked at as a whole, people will be able to see that this offer includes a unique combination of things and that it looks like exactly what they need.
(I use a 500-word offer framework to help folks do this. There is a video here explaining it.)
3) Eliminate all freebies and start writing great content that explains exactly how your ideal person can get from their Point A to their Point B using your methods. Make sure that your offer is carefully woven into each piece of content, so that your readers can see over and over again what components are included in the work you do and how they work together to get the result – and, of course, how to hire you.
(I refer to this content as “belief-shifting posts” and almost every post I write is an example of this type of content. There’s a training here explaining the framework, plus breaking down a lot of examples.)
When you do these 3 things successfully (and make sure you are also increasing the size of your friends list and/or FB group using the simple methods I teach), you should start to see high-ticket prospects reaching out to you regularly, 2-7 times per week, and have at least one person on average signing up for your high-ticket offer each week (and that means signing up EASILY – without objections and without a long phone call, ideally no phone call at all).
If you’re trying to do these 3 things but not getting the results, you can get my private support by signing up for my 1-on-1 30-day intensive. You’ll get detailed worksheets covering all of my proven frameworks for these topics, as well as my support in private meetings to discuss and refine your answers.
Access to me in between meetings is also included, plus lifetime access to my growing client FB group of 140+ awesome people who have also gone through the program. I’ve also been known to do free calls and share other goodies with past clients, plus you’ll get all future updates that I make to the program content as I continue to improve it.
Just send me a Facebook DM if you’re interested in the program and we will have a very quick chat over Messenger to see if you’re a good candidate to get the results. If you are, we can get you started immediately and have our first session as soon as this week.
I also have a certification program coming up for those who are interested in teaching my methods to their own clients. Also send me a Facebook DM if you’re interested in that!