What Does It Take to Be a High-Ticket Specialist™?

[Note: This article was written as a result of a Question raised by one of my mentees]

C said she wanted to create a course and charge $10,000 but wondered, with her skill right now, how can she do that?

As mentioned in our weekly Clubhouse meeting yesterday, although it is more appealing to charge high tickets and look for high-ticket clients, who will buy your products or services if you have nothing to show?”

Well, this is a valid argument.

My mentors, Chad Nicely and Steve Rosenbaum, taught me when it comes to making a sale, keep it simple by looking at these two elements:

(1). Something to Sell (2). Somebody to Sell To.

Apply the above equation; the first element fails if you don’t even have an offer. That’s why it’s essential to spend time working on your offer.

Putting your heart and soul into making it the best-ever you can have, what does it look like, sound like, feel like?

What benefits can you bring to your prospective clients when they say “Yes” to you?

How much do you deserve to make by helping your clients solve their problems?

Remember the high-ticket principle: the reason why you can’t charge high-ticket is not because of your clients … it’s YOU!

Now, if you have an offer but it’s pitched to the wrong audience, isn’t it true that the second element of the above equation fails?

Let me give you an example.

I have a high-ticket tax solution to offer to the marketplace. But if I pitch to employees who draw a basic monthly salary, it’s the wrong target.

What if a company is currently being investigated by the Singapore tax authorities and potentially is required to fork out 6–7 figures of tax shortfall plus penalties?

Do you see that my high-ticket tax solution will be in demand?

Why? It’s because there is an urgency.

Also, what if my high-ticket solution can help this company save hundreds of thousands of dollars of fines and penalties.

Do you feel that I can legitimately ask for a fraction of that amount as my fee?

So back to the above Investment-Value Ladder Principle™, if this person wants to offer a course for $10,000, but her prospective clients only see a value of $5,000, she won’t make a dime!

She has to communicate the value of her course by articulating the exact benefits that will motivate her prospective clients to say “Yes” to her. Of course, this may require some coaching and consulting work for her to be able to do it, given that she does not see herself as a marketer.

When she makes a No-Brainer Offer™ (i.e., the perceived value is much more than what she’s asking for as an investment), that’s when sales will come, and she’s a much happier person by then.

Remember, to become a High-Ticket Specialist™, work on your offer first and pick the target audience to whom you will pitch this offer.

Do you have anything else to add to this discussion?

Jack HM Wong, Taxpreneur & Professor In International Tax

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