We often see coaches, nutritionists and holistic wellness professionals who are only focusing on selling online courses, memberships or group programs, especially when they are first making the switch to online business. And although I think those are fantastic models for your coaching business, and could be the perfect fit for you, there's also a different offer that can offer you great success when you’re first getting started in your online coaching business… and one that might be even easier to get started with then you think!
In this blog post, I want to discuss tips on how you can create your first high ticket offer and sell it to your ideal clients. Whether you're a health coach, a life coach, a nutritionist, or really any service based entrepreneur, creating a high ticket offer could be the thing that helps you hit your revenue goals faster in your first years of business.
The content of this blogpost is based on my meaningful conversation with Wendy, an NLP mindset coach who helps entrepreneurs sell high ticket offers. Prefer to listen? Check out this podcast episode here.
How to Decide if a High Ticket Offer is Right For You
What exactly do you need to know before diving into creating that high ticket offer in your business?
I really do believe that once you have some experience coaching, and you know that you can provide someone a transformation, it's time to create a high ticket offer.
Creating a high ticket offer allows you to actually create a sustainable income for yourself and thus, allows you to show up in the best way possible for your clients.
If you’ve been feeling burnt out, or resentful around your business not growing faster or feeling like there is negative energy associated with selling your offerings, it’s probably time to re-think your current offer and a high ticket program or service could be the next step for you!
The Positives of Selling High Ticket Coaching Packages
Number One: Knowing Your Niche is Helpful, But Not 100% Necessary
In order for you to truly grow your business and create a high value, high ticket offering, you will need to get clear on your messaging. However, when you’re just starting out in your business, you can definitely sell a high ticket offer without a narrow niche.
An example of this is: if you’re a life coach - you could start out offering a high ticket offer for general life coaching. In fact, if you’re not sure about your niche, you may find it helpful to life coach all different types of people with different problems they need your help solving. After having those coaching experiences, you’ll have a much better idea of who you do and don’t want to work with in the future.
On the other hand, a quicker way to get clear on your first, next and future offers is to really narrow down on your messaging and pick a clear niche. Niching down allows you to begin fine-tuning and developing your specific coaching methods to solve a specific problem your ideal clients are dealing with. By selling high ticket and really working deeply with these clients, your signature method and core framework will start to reveal themselves even quicker. Once you have that, you increase the value of your program and service because you can now offer a step-by-step proven roadmap for solving a niche problem.
Number Two: It’s a better use of your time and energy, even when you’re a newer coach
I know that a lot of people, when they're building their life coaching business, or their nutrition business, they feel that they have to begin with the typical one-on-one structure that pays them only by the hour.
Personally, I know that when I started in my nutrition business in 2018, that was kind of the norm, it led me to believe that for one hour of my time, I could charge maybe up to $150 for my time. However, I quickly learned that time did not include my notes, creating resources, emailing protocols to the client or answering questions between appointments. Not only that, I was always hoping they would keep booking another follow up so I could continue to work with them. It quickly became exhausting!
What I suggest you do instead is to start thinking about the transformation that you’ve gone through and that you are going to teach your client; what it took to get from point A to point B.
Another question to ask yourself is: what are the common themes that people have to know, or have to move through in order to transform or receive the result they want?
By thinking of the journey from A to B and the stops along the way, you can begin to develop a framework for your transformation for your client, and you can use this framework to show your client the value of working with you for the journey, not just by the hour!
Number Three: It allows you to develop a signature method and coaching framework
When you're selling your offer, or when you're having someone on call to sell your offer, having a clear step-by-step method can be so important for the client to understand how you coach and how your program works.
You want your ideal client to know exactly what they're getting and for them to be super clear, on making a decision to invest in themselves. Having a structure also allows you to communicate properly what it is that you're doing, and allows them to make a better and more empowered decision is key to their long term success.
Whether it’s a 3 step method, a 5 pillar framework, or a 10 step roadmap, having a clear way you take people through your coaching to achieve a transformation is what your ideal clients are going to pay for. This proven method is what will help you grow your business as a coach, nutritionist or wellness coach.
Number Four: Selling high ticket also empowers you to show up as the best version of yourself
In order to embody the type of coach, business owner and entrepreneur who sells high ticket, you need to truly believe in yourself, your methods and your ability to transform someone else’s life. This means you need to be on your A-Game.
By selling high ticket, you have to show up the best version of you. This allows you to prioritize taking care of your mind, your body, your soul and continually up-leveling your business and personal growth.
Other Pros for Private Coaching and High Ticket Offers
- Allows you to spend more time with each client, for a fair energy and money exchange
- Can easily customize the journey for each individual client
- Allows you to continue experimenting with your step-by-step framework
- You can decide how many months, how many sessions you want to offer and easily change it in the future
- Gives you the flexibility to tailor the path, even once you’ve started working with the client
- Let’s you keep the client on track to progress, even if they work faster or slower than another client
How To Map Out Your First High Ticket Offer
Step One: Brain dump the transformation you’ve experienced
The easiest way to do it is just brain dump everything that has ever occurred, from the moment that you realized you had a problem, and also before that - to now being the person that you are now after overcoming all those things. What are the major themes and lessons you learned along the way?
Step Two: Outline the Journey
Once you get clear on what major themes you went through, start to list out sub-themes or sub-steps that you know your client will need to go through in order to them them achieve their desired transformation. This will help you lay out the roadmap for your method.
Step Three: Decide on the timing and length of your offer
Next, go back through your steps/method and decide how long it’s going to take someone to complete the journey. How much time do they need at each step? How in depth will you teach it? Do they need to work with you for 3, 4, 5 months?
That’s really it! It can be as simple as those three steps.
However, the hardest part is not in doing the steps above, the hardest part is often all of the questions that come up as new coaches like:
- How do I know if this is actually the right timing?
- How do I know if this is what someone needs?
- How do I know if I can guarantee a transformation?
- How do I know this is the right messaging around my offer?
- How do I know how to set up the delivery of my offer?
- How do I develop a marketing plan to sell my offer?
Although a high ticket offer can be easy enough to create, you need to know who you're selling to and you also need to be really confident in yourself because energy sells.
You then need to create that offer and become confident in building relationships, connections and selling that offer to enrol them in your program.
The best part about creating a high ticket offer is…. You don’t have to have a large audience to build a sustainable business! You can start today, right now, exactly where you are in your coaching business.
This is exactly why I created a Free Masterclass all about the step-by-step process of creating your most profitable offer.
In this free masterclass, I walk you through the process I use with my clients to help them figure out the answers to those questions!
How To Create a Profitable Coaching Offer
You can enroll in the masterclass here and start watching now for free!