When we talk about selling our high-ticket programmes we usually think about $5,000 – $35,000 price tags, but imagine if you were able to stick a 6-figure price on them. Is it even possible? How would you start selling them? Surely it’s impossible, right?
Well, it absolutely is possible and if you’ve ever dreamed of selling at a much higher price then this is the episode for you!
Our guest this episode Michael Zipursky is here to share his mind-blowing strategy for selling 6-figure programmes…
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What’s missing from most high-ticket sales processes?
Usually, when a consultant goes to a prospective client they tell them about everything they can do for them and how much it will cost, and they typically face a lot of resistance.
This is simply because the level of risk associated with working with you is quite high at that early stage. There’s a monetary risk and also the risk that you might not be able to produce results.
That’s why a ‘discovery offer’ is the solution to that. It’s a starting point for a consultant or coach to demonstrate the value at a much lower level of risk for the buyer, so they’re happier to say yes in a much shorter time.
What does a discovery offer look like?
Let’s say that your goal is to work with an organisation to help them increase their sales significantly, and in order to do that, you need to work intensely with the sales teams gathering information and implementing change.
That’s a full engagement that would cost a lot, but the buyer will hesitate to agree to that unless they’re already convinced that you can provide the results they need.
Instead, you could go in and do a 1-day workshop which would be at a lower cost or spend a short time with the executives doing some sort of assessment to gather information.
Typically, you want to look at where would be a good starting point that would get a quick win for the buyer so that you can demonstrate results. This means the buyer feels more confident about moving onto the next stage and paying the higher price.
How productised and branded can your discovery offer be?
The more narrow and clear you are on who your ideal client is then the less customisation you require.
So, the idea is that it’s very productised. You’re offering the same thing to the same type of people because you’re very clear on who your ideal clients are.
That’s the great thing about a discovery offering, it doesn’t need to be custom for each client. There may be custom elements to it, but the framework will be the same thing.
This is what allows you to offer it very profitably.
A book that you would recommend…
Straight-Line Leadership by Dusan Djukich
What is your top success habit?
I go to the gym at 5am every morning.
What are your favourite apps right now?
I’ve been a big fan of Boomerang for a long time, it’s a great tool for email follow up.
Here’s the big one… who do you like more, Rob or Kennedy?
I love you both!