High Ticket Sales: A Guide To Selling Expensive Services

Let’s assume you buy a luxury car or plan for an all-inclusive dream vacation. That’s the arena of high-ticket sales. It involves products or services that come with a hefty price tag, but provide a ton of value for the person buying.

Typically, anything priced at $1,000 or above is considered a high-ticket item. It’s not just items you can touch — think about online classes, digital coaching, or clubs you have to pay to join. All of these can fall into the high-ticket category, too.

When it comes to why high-ticket sales matter, switching to a high-ticket sales model can give your business a serious boost: 

• Faster Profitability: You don’t need to sell to thousands of people. Selling fewer high-ticket items can still bring in the big bucks.
• Value-Based Pricing: You’re no longer limited to what your time costs. Instead, charge based on the amazing transformation or results people get.
• Deeper Engagement: When people invest more, they’re more likely to use what you offer and fully commit to the process.
• Transformative Results: This commitment to your solution is what makes those transformations possible.

Let me explain that last one. People value what they pay for. Think about buying something that you saved up for — you want to use it a lot and get the most out of it. 

It’s the same with a class or coaching. If someone spends a lot of money on it, they’ll work hard to learn… and when they do well, it shows other people how great the class or coaching is.

High-ticket sales strategies have been around, in one form or another, for a long time. But like everything else, things have changed a lot in recent years, especially with the explosion of digital offerings. Let’s take a look at the journey so far:

From Door-to-Door to Digital Marketplaces

If you’ve ever seen old pictures of people knocking on doors with suitcases, they were salesmen trying to sell products like super-powerful vacuum cleaners or sets of cutlery.

That era of sales placed heavy pressure on the seller and required in-person pitches. Fast forward, and those same products are now sold online alongside a vast array of digital solutions. It’s a whole new world.

How Digital Changed the Game

Let’s break down why digital transformation has been a game-changer for high-ticket sales:

• Global Reach: No more geographical limits. Now, you can connect with your ideal customers or members, no matter where they live.
• Niche Targeting: The internet is all about finding your people. Target those who truly value and need your solution — a recipe for success.
• Lower Overhead: Say goodbye to the traditional costs of physical storefronts and inventory. Selling high-ticket digital items slashes your overhead.
• Scalability: A well-built website and high-ticket sales can scale up to reach more people. This helps drive serious growth.

Want to see how successful high-ticket sales funnels work? Stay tuned as we break down the key techniques and bring you more strategies that are working in 2024.

Let’s say you’ve spent a lot of time crafting an amazing high-ticket product or service, but your inbox isn’t getting any feedback. No one’s biting. What’s the deal?

Often, it comes down to not knowing your perfect customer — or not having a solid way to reach them. Here are some key techniques that work in 2024:

Identifying the Right Target Market

Finding your target market requires you to choose the right tools for the job. This is especially true with high-ticket sales.

Why does it matter? Because high-ticket items involve a big investment. People need to feel certain that what you’re offering is the solution to their problem. 

You can’t convince everyone. You need to pinpoint those who deeply resonate with your offer:

• Drill Down on Pain Points: Don’t just think about demographics. Dig into the problems your solution tackles. Are you helping busy professionals save time? Is your course the key to a dream career? Get specific.
• Observe the Competition: Who’s already serving a similar market? What are they saying? How do they engage with their audience? This intel is gold.
• Talk to Potential Members: Surveys, interviews, even casual social media chats. Get into the minds of people who might need your solution.

This can all seem overwhelming at first, but take it one step at a time. Those ideal customers or members are out there waiting for your solution, you just need to know where to look.

Creating a High-Ticket Sales Funnel

Now that you know who you’re talking to, how do you actually get those sales? That’s where the sales funnel comes in. Unlike old-school, pressuring sales calls, today’s high-ticket funnels are all about building trust and value.

Think of a funnel as a journey. You guide your ideal customers or members through a series of steps, gradually warming them up to your high-ticket offer. 

Every good funnel is unique, but there are some common elements:

• Attention-Grabbing Content: Think blog posts, videos, or social media posts. These help hook your ideal customer and showcase your expertise.
• Lead Magnet: A freebie of immense value (like a mini-course or exclusive report) can be offered in exchange for an email address.
• Nurturing: Emails that continue to provide value and build a relationship can be used to address common objections to your high-ticket offer. My Founder OS newsletter goes out every Saturday, giving my audience a weekly resource with tips and insights for business growth.
• The Sales Pitch: This can be a webinar, a sales call, or anything else that gets you in direct contact with those potential members who are truly ready to buy.

Selling high-ticket items is all about becoming a trusted part of your ideal customer’s world. A well-crafted funnel gets people excited to join your community, not just buy a product or service.

Effective Marketing Strategies for High-Ticket Items

You’ve got a great offer, and you know exactly who would love it. So, how do you get it in front of them in a way that converts? That’s where strategic marketing comes in.

High-ticket sales aren’t like grabbing a pack of gum at the checkout counter. People need a reason to invest. Effective marketing builds that reason, showcasing the immense value you provide. 

Here’s how to do it:

• Content Powerhouse: Blogs, videos, and podcasts are how you establish expertise and become a go-to resource in your niche.
• Social Proof Master: Testimonials, case studies, and glowing reviews? Trust me, people are checking these out before making a big purchase.
• Personalized Outreach: Blanket emails blasting your offer won’t cut it. Targeted communication and tailored content make all the difference.

The most successful high-ticket sellers aren’t merely marketers. They are also community builders.

Building Trust and Establishing Authority

Let’s assume you’re considering a big-ticket coaching program. 

Are you more likely to sign up with someone who seems like they just started yesterday, or a seasoned expert with years of success stories? The latter, most likely. Trust and authority are huge in high-ticket sales.

People need to believe in you, not just your product. That belief makes them willing to make that investment. Here’s how to build trust:

• Be Transparent: Share your story, the wins and the struggles. People connect with authenticity.
• Social Proof Galore: Feature those client wins. Let your success speak for itself.
• Give Value Freely: Those freebies and content we talked about? They show you know your stuff and aren’t afraid to help before someone pays up.

Admittedly, putting yourself out there can feel scary, especially when you’re asking for a big investment. Those trust-building steps and a customer-first approach make all the difference in showing potential clients that you believe in what you’re doing. And when you believe, they’ll believe, too.

Offering Excellent Customer Service

Think customer service is just for dealing with complaints? Think again. With high-ticket sales, it’s part of your sales pitch from day one.

People paying top dollar want to feel supported. Excellent customer service builds loyalty and leads to those raving fans who basically sell your products for you.

When it comes to customer service, there are a few best practices to keep in mind:

• Lightning-Fast Response: Don’t leave people hanging. Speedy, helpful replies make a huge difference.
• Proactive Problem Solving: Anticipate questions and concerns and have solutions ready to go.
• Personal Touch Wins: Automated replies are a no-go. People want to feel like they matter.

Excellent customer service is how you turn buyers into loyal repeat clients. That’s the secret behind building a community around your high-ticket offer.

You’ve built trust, your potential customers love what you offer, and they’re excited. Now, how do you actually get them to sign on the dotted line? That’s what closing is all about.

Closing high-ticket sales calls for a different approach than selling a low-priced product. Here’s what works:

• Ask the Right Questions: Open-ended questions help you uncover the customer’s biggest pain points and what’s holding them back. This info is your secret weapon.
• Handle Objections Like a Pro: Objections like “It’s too expensive” or “I need to think about it” are normal. Have clear, calm responses ready so that objections don’t derail the sale.
• Create a Sense of Urgency: Limited-time offers or special bonuses can give people that final push to take action. But use this tactic sparingly and authentically.

Remember, closing a high-ticket sale isn’t about tricks or pressure. It’s about understanding your customer’s needs and showing them how you’re the key to getting the results they crave.

What Are Some Common Challenges With High-Ticket Sales?

Even the best salespeople hit some roadblocks with high-ticket sales. Here are some common ones and how to tackle them:

• Price Shock: Instead of focusing on the total price, break down the value. What will your solution help them achieve? Make sure that value far outweighs the price tag.
• Indecision: Sometimes, people genuinely need more time. Set clear follow-up dates, and stay top-of-mind with valuable content.
• Lack of Trust: If you haven’t built enough trust earlier on, closing the deal becomes tough. Go back to those trust-building strategies we discussed.

Closing high-ticket deals is definitely a skill, and like any skill, it gets better with practice. Don’t let those common objections stop you. Tackle them head-on, and those “Yes” answers will start rolling in.

Technology is changing the game when it comes to selling big-ticket offers — and in 2024, that goes far beyond just having a website. The right technology can go a long way in amplifying your big-ticket sales. 

Here’s a quick overview of the tech out there that makes this easier:

• Webinar Platforms: Host live trainings, webinars, or workshops. These let you showcase your expertise and get people excited about your offer. I host webinars regularly as a way to connect with my audience and offer interaction and education in real time.
• Online Community Software: Build a members-only zone where clients can connect, learn, and support each other.
• Video and Live Streaming: Connect with your audience face-to-face, no matter where they are in the world.
• Customer Relationship Management (CRM): Keep track of all those leads and conversations so no one slips through the cracks.

Now, it’s time to take action. With the right tools, you can build a thriving business from your laptop, reaching people all over the world. That’s the power of technology in 2024.

Selling expensive items used to mean fancy suits and equally expensive conference rooms. Now, thanks to technology, you can build a thriving business offering high-ticket products or services. And you can do it from anywhere. It’s more accessible and powerful than ever.

Think about it. High-ticket sales help you earn more with fewer customers, give you back your precious time, and let you create a truly life-changing impact.

Ready to revolutionize your business and boost your high-ticket sales? Founder OS is here to help. Sign up for our newsletter and get the latest strategies, tips, and inspiration. Don’t forget to fill out our application to register for our Founder OS Program and subscribe to the Founder OS newsletter for weekly insights.