A few tips for selling high ticket offers,
Hey,
Some of you may know that I used to run a few "versions" of a service WSO that did really well for years.
I kept it up for a while, but then I got completely bored with the service I was offering (writing) and decided to move on.
Here's a few things I remember that you might find useful.
1. Believe in your offer.
This is crucial for many reasons. One of the things you're going to have to do to sell high ticket is interact with your clients personally (either through skype chat, or through a voice call) and when you do, you have to be convinced that the offer you have is ABSOLUTELY worth the price you're asking AND THEN SOME.
This will give you the confidence and conviction your clients need.
2. Don't reveal the price right away.
Obviously.
If you're selling a $2.5k book, you don't want to lead in with the price. You want to listen to your client and have him tell you what his needs are, and then figure out how to help HIM (or HER.)
When you have a good idea, figure out how your service ties in with what he wants to achieve, and present it.
Only when he understands fully how valuable what you have is to HIM or HER, should you give the price away.
3. Be sincere.
This is my favourite tip, because it requires very little actual work. All you have to do is make sure that you care about the client more than you care about yourself.
Sure, you're providing the service to make money for yourself and your family, but the client must feel that you're there for him and that you're ready to help, even if it means sacrificing your own immediate benefit.
For example: I got paid by the wordcount. The larger the book, the more money I made. What I'd frequently do is agree on the wrodcount ahead of time and then when I started writing, I'd often realize that the book is too big.
I had two options: add unnecessary content (and make more) or reduce the size and make less.
I went for option 2, and the reason for it is that if the client knew I cared about the work more than I did about the money, he'd often come back for more, and selling them the second book was extremely easy.
4. When it's time to reveal the price, do NOT hesitate.
Sometimes it's scary to ask for a lot of money, and you might want to convince yourself that charging a lot is OK.
The reality is that no matter what they pay for your service, if you actually deliver, they'll make their money back very quickly.
(Say someone pays $2.5k for a book, and they're planning to sell it at $47. They only need to sell 50 copies to break even.)
Let's be honest. If you can't sell 50 copies of your product to a good market and make some money on top of that on the back end, you should really rethink your career.
So, those 4 things. If you apply them, and you remain calm during your negotiations, you'll close really well.
Some of you may know that I used to run a few "versions" of a service WSO that did really well for years.
I kept it up for a while, but then I got completely bored with the service I was offering (writing) and decided to move on.
Here's a few things I remember that you might find useful.
1. Believe in your offer.
This is crucial for many reasons. One of the things you're going to have to do to sell high ticket is interact with your clients personally (either through skype chat, or through a voice call) and when you do, you have to be convinced that the offer you have is ABSOLUTELY worth the price you're asking AND THEN SOME.
This will give you the confidence and conviction your clients need.
2. Don't reveal the price right away.
Obviously.
If you're selling a $2.5k book, you don't want to lead in with the price. You want to listen to your client and have him tell you what his needs are, and then figure out how to help HIM (or HER.)
When you have a good idea, figure out how your service ties in with what he wants to achieve, and present it.
Only when he understands fully how valuable what you have is to HIM or HER, should you give the price away.
3. Be sincere.
This is my favourite tip, because it requires very little actual work. All you have to do is make sure that you care about the client more than you care about yourself.
Sure, you're providing the service to make money for yourself and your family, but the client must feel that you're there for him and that you're ready to help, even if it means sacrificing your own immediate benefit.
For example: I got paid by the wordcount. The larger the book, the more money I made. What I'd frequently do is agree on the wrodcount ahead of time and then when I started writing, I'd often realize that the book is too big.
I had two options: add unnecessary content (and make more) or reduce the size and make less.
I went for option 2, and the reason for it is that if the client knew I cared about the work more than I did about the money, he'd often come back for more, and selling them the second book was extremely easy.
4. When it's time to reveal the price, do NOT hesitate.
Sometimes it's scary to ask for a lot of money, and you might want to convince yourself that charging a lot is OK.
The reality is that no matter what they pay for your service, if you actually deliver, they'll make their money back very quickly.
(Say someone pays $2.5k for a book, and they're planning to sell it at $47. They only need to sell 50 copies to break even.)
Let's be honest. If you can't sell 50 copies of your product to a good market and make some money on top of that on the back end, you should really rethink your career.
So, those 4 things. If you apply them, and you remain calm during your negotiations, you'll close really well.
Unraveling the mysteries of Internet marketing, one term at a time.
From our library: 10 Ways to $10K A Month.
Jeff