If you are offering high ticket coaching programs you must know how to promote them. High ticket programs can be difficult to sell at the best of times if you are unsure how to do it, but in a downturned economy it can be next to impossible. However, by following certain procedures, it is possible to achieve this irrespective of the economy or the price of your coaching service.
Let me start by giving you a simple piece of logic. People earning $40,000/year will pay over $200 on marketing and health products online. What if people are earning ten times that? Or 50 times? You can add a zero to that $100 and double it, and you can sell them a $10,000 program just as easily as the rest of us a $200 program. So the first lesson is that high ticket to one person is average to another.
However, let's assume that you have no idea of the income of your target market. First you must do some market research for your high ticket coaching, and find out how many people are looking for your coaching online. What keywords are they using? Also, how many competitors do you have and what are they charging? Optimize your website as well as you can and try to get a Page #1 listing on Google, because few will buy a high ticket coaching program from a Page #2 site.
It is likely profitable for you to optimize your website specifically for that one product. Don't share it with other products and dilute the relevance or your Google listing may suffer because of it. This is all basic stuff for any online product, but is the first step that you should take. Once you have achieved this, here are five other steps you take to create high ticket programs, even in a downturned economy, and sell your high ticket coaching product.
1. Regard your clients as individuals, and not just as 'customers'. Deal with them individually and make them believe that they are your only customer. Personal attention is worth a great deal in the coaching business, and by doing that you could increase their perceived value of your coaching program.
2. Operate a sales funnel, starting with some free products. Perhaps a free life coaching consultation, or a free report or eBook on your niche. Collect your prospects' first names and email addresses on a web form and filter them into your emailing list. These freebies must have a lot of perceived value for you to create high ticket programs.
3. Now contact list members and find out what they need most from a coaching program. Talk with them, not 'to' them or 'at' them, but 'with' them; get involved with them and get to know them. Find out their needs and what their real motives were for entering your funnel. Use that information for the next step.
4. Filter them further down your sales funnel with the offer of a free teleseminar. Use the information you have received from them as leaders for the teleseminar then try to solve their problems. Give them some quality information during the seminar and listen to what they are saying. Then offer them more valuable information if they join your next list: your list of likely candidates for your high end coaching program. Provide them with joining details - either on the teleseminar or on a dedicated web page.
5. In addition to your high ticket coaching program, develop some back-end products such as literature or other products they may have to purchase during your program. Perhaps back-end targeted coaching for specific problems or types of people. You know best about the back-end products you can offer.
6. Use the back-end products to supplement your income: some even cut the price of the main product and use the back-ends to make it up, but that is not always advisable. Never compromise with a high ticket coaching product. High tickets programs are high ticket or they are not, and compromise can make them look cheap. People won't purchase compromise. It's the best or the cheapest - very little in between.
Your focus should be on gaining trust and using ordinary language. Techno-speak initially impresses people, but then turns them off. You get a far more positive response by speaking to them naturally, and a teleseminar is the ideal way to achieve that. It is far better than using a pre-recorded video on a sales page.
Don't ignore the possibility of a joint venture with somebody owning a large list of prospects in your niche. Sharing the profits from a list of 10,000 people is better than having 100% of 2,000. Find out those who are in your field but not direct competitors and discuss it with them.
High ticket coaching can be marketed in a downturned economy, and you can create high ticket programs if you target what people want and develop their confidence in you as the person to provide that. A sales funnel can be used to filter prospects, and you can return to those filtered out to find out why, and perhaps offer them alternative back-end products.
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