3 things you need to sell every high-ticket client on

Selling a $5 vs $5,000 offer:

- The first is 1 sale
- The second is 3 sales

Most creators don’t understand the difference. 

Today, I’m revealing the 3 things you need to sell every high-ticket client on…

And which persuasive elements move the needle for each one…

So you can convert more leads into high-ticket clients.

Let’s dive in.

Reading time: 2 minutes and 28 seconds

1) You

People buy coaches, not coaching.

Prospects aren’t just looking for someone who can help them achieve XYZ, they’re also looking for someone whose values align with theirs.

Think about it like this:

Who you stand AGAINST is just as important as who you stand for.

Your marketing should attract & repel at the same time.

Persuasive elements to use:

• Origin story

• Core values

• Controversial opinions

Where to use them:

This first step typically happens on social media, because that’s where people discover you.

It should also show up in your emails.

Examples:

- My uncensored opinion on Alex Hormozi's $100M Leads book launch
- 4 lessons learned on creating a successful copywriting career
- Are paid ads a waste of money?

2) Your method

How you help people achieve specific results is crucial in high-ticket sales.

For information products & services, it’s typically a step-by-step framework or system.

In direct response, this is called a “unique mechanism.”

It’s one of your key differentiators.

Plus it simultaneously alleviates blame & creates hope for the prospect:

- Why have they failed in the past? Because they lacked your unique mechanism
- Why will they succeed this time? Because now they have your unique mechanism

It shifts the focus off them as an individual, and onto the system.

Persuasive elements to use:

• Personal results

• Case studies

• Stories

Where to use them:

Similar to the first step, this can take place on social media or in email.

I’ve also seen a few people do this through a mini-VSL on YouTube that combines the story and method pieces.

Super compelling if you’re good on camera + have a good editor.

I’ll include a few examples below.

Examples:

- Exactly How I Make $80-100k/m Profit (Complete Breakdown) (Dan Bolton)
- How I Work 4 Hours a Day (and Make $730,000/Month) (Matt Gray)

3) Your offer

Once you’ve sold people on both you and your method, now you can move on to your offer.

This includes:

- How much it costs
- Exactly what you’ll deliver
- Length of the engagement
- Specific outcomes or results

Getting someone to say yes at this point in the process shouldn’t require a ton of heavy lifting or arm twisting.

If it does, it indicates a lack of alignment between your offer and who you’re selling to.

Or that you’ve skipped one of the first 2 steps.

Persuasive elements to use:

• Price (terms, anchoring)

• Scarcity (limited quantity)

• Urgency (deadlines)

• Bonuses

Where to use them:

This final step in the sales process typically happens on a sales call.

But it can also happen via email or in the DMs.

(often with a Google doc to clearly communicate some of the details)

For example, I’ve recently brought on a few 1:1 coaching clients strictly over email.

It’s been great.

However, an important note on this:

The less facetime you want to put in, the more your content has to be dialed in.

If you want to close deals without getting on a call, people need to be pre-sold.

Putting It All Together

3 things you need to sell every high-ticket client on:

1) You
2) Your method
3) Your offer

And remember: this doesn’t happen all at once.

That’s it.

Thanks for reading!

See you next time.

Jim Hamilton