How to Create Your Very First High-Ticket Offer [Ep 74]

Welcome to the Thriving Therapeneur Podcast.

The show for ambitious therapists who are ready to unapologetically make more money, scale their impact and build their dream coaching business. I'm Carly Hill, therapist turned coach turned.

CEO of a seven figure online business. I created the Thriving Therapeneur podcast because I'm obsessed with helping big hearted therapists outgrow the office and build successful and sustainable online businesses. So if you are wondering how you can continue to make an impact without sacrificing the life you love, welcome Therapreneur.

This is exactly the place for you.

Think of it like the business school we never had. I am so excited to dive in with you.

Let's get started. Hello friends. Welcome back to the show. If you have ever wondered how to show up as a coach and a therapist without confusing your audience, or how to build a high ticket offer that actually sells, this episode is for you. We're just going to dive right in. How can you market yourself as both a therapist, a coach? How can you design your very first high ticket offer? I see so many licensed clinicians stuck in this gray area between therapy and coaching. And as somebody who's walked the bridge myself, I just want to show you how to do it strategically, how to do it ethically, and how to do it profitably. Part one is marketing yourself. This trips so many people up. They think they have to give up being a therapist in order to be a coach and they just can't see it through. How can this be possible to do both? How do I market myself as both? Do I need two Instagrams? Do I need two websites? Like, what actually has to be separate? What doesn't? You don't have to hide your credentials as a therapist. You don't. When you're starting coaching, you do not have to hide your credentials. Your clinical background is a huge asset. It's a huge one up. But it can't be the only reason someone hires you as a coach. You can't be like, hey, hire me as a coach because I'm a therapist and you're going to lead with that in your marketing? No, because that's going to confuse them. Your credentials are just context. It's not your entire brand. So you want to position your expertise as the foundation of your authority, but not the headline of your offer. Again, don't confuse your audience. Make it very clear that therapy and coaching are different. Maybe you have an explanation. You have a disclaimer on your website and you're telling them the different outcomes that you're going to get them because there is a time and a place and a space for therapy. Just as there is coaching and there is absolutely a difference, it can be confusing for us to even understand the difference between therapy and coaching. So imagine how confused our clients could be. And if you do have a private practice and you have a coaching business, it can be very confusing for your clients. So use language that creates clarity. This is a coaching program focused on X, Y, Z results. This is not therapy. If you are struggling with xyz, therapy may be a better fit. Regardless, you're probably going to get them on a consultation call and you can clear up any confusion and you can use your clinical discernment. This is why it's important for you to understand. Do they need to be treated for medical necessity or is it that more situational, non clinical, less severe problem? It's best practice to have separate websites or landing pages, but it's not illegal to have one. As long as it's clearly structured, there's clear messaging. It's eliminating any of that confusion. I always recommend to my clients, if you're going to have it on the same website, make your colors and your fonts different. So it's very clear to clients that, oh, I'm going to a different page. This looks like a different service. Maybe you have a text box that says the difference between therapy and coaching. You have that disclaimer, so make it separate. But it doesn't have to be this secret that you're offering coaching. A lot of people worked really hard on their SEO for their private practice website. So go ahead and have a service tab that drops down to your coaching landing page. But maybe that page on your private practice website actually leads to a whole nother coaching website. That would be the end goal. But of course, when you're first starting off, you're wearing so many different hats. You don't maybe have the time and the capacity or the budget to pop up a whole new website. But you do want to make your services known and available. So clear messaging, disclaimer, different fonts, colors, logo, that's what I recommend. Regardless, you'll have the peace of mind that you'll clear up any confusion. On a consultation call, you do need to lead with discernment. Again, use that clinical judgment. Decide whether it's textbook DSM criteria. There are meeting criteria for a diagnosis. They need to be treated for medical necessity, if they're a fit for therapy or if they're a fit for coaching. And it is more situational, non clinical. You're not going to treat them for that medical necessity. I have many different episodes on protecting your license that go much more into depth on the steps that you need to take to protect your license and also the difference between therapy and coaching more in depth. I'm not going to highlight that now, but scroll through the episodes and you'll see those. I'm just going to briefly say you do need to protect your license. You do need to have boundaries disclaimers. You need to have the proper paperwork, coaching contracts, the proper processes in place. The positioning of you being both a therapist and a coach sets you apart. Most coaches can't offer that level of discernment, but you can. Therapists can be coaches, but coaches can't be therapists. And again, there's a time and a space and a place for both. Not everybody needs therapy and some people can only fathom getting help under the umbrella of coaching when they need to be treated for medical necessity. They don't get to decide that. You get to decide and use your clinical discernment what they're a fit for. Hey there. Did you know we give away one of our incredible digital products every single week? All you have to do is leave a review for the show, then submit proof using the link in the show notes and you'll be entered to win. Prizes include amazing resources like our Passive Income course, the License Protection bundle, top business trainings, my best selling book, and so much more. It's super simple and your review helps us reach more listeners just like you. So take a moment to share your thoughts, enter to win and maybe you'll be our next winner. Let's move into creating your high ticket offer. Let's say you're very clear on the difference between therapy and coaching. You took the steps to protect your license. Yay. You're moving forward, but you just don't know the steps to actually create your high ticket offer and market it and sell it. So let's switch gears into offer creation because your ability to communicate your offer clearly is directly tied to your ability to market yourself in a powerful way. Let's first talk about what high ticket even means. To me, there's different tiers of offers. You have low ticket which is 500 or less. Usually low ticket is much lower. We're talking $7, $27, $57, $97. Those are your typical kind of low ticket items. Mid ticket is $500 to $2,000 and then anything $2,000 or higher. In my opinion, that's high ticket and high ticket doesn't just mean high price. It's a higher transformation. It's a high ticket offer that passes the demand test. Meaning it's clear, it's needed, it solves something big. It's this big transformational problem that you're solving for them. It's not just this nice to have or addition to their life. It's a high touch, high transformation. It's in high demand. It's solving a persistent painful problem. If it's just a nice to have in their life and it's not a persistent painful problem, it's probably not gonna pass the high ticket test. I have three non negotiables when I talk about the high ticket test and I teach this one. It must promise a quantifiable end result. Quantifiable. It can't be vague. It can't be. I'm gonna help you build your dream life. No, that's a platitude. That's a cliche. Anybody could say that. You have to be specific. What exactly does that dream life look like? Is it measurable? Can you paint a picture of it? Quantifiable? Number two is there must be a demand for it. If nobody's selling it, then that's a red flag. It might be a debt niche. If nobody's selling it, it might not be a blue ocean. Look for offers already being sold in your niche. That's a really good sign. That doesn't mean that there's no room for you. It means there's a demand. Number three is it must solve a big problem. Number think. Saving time, making money, changing careers, healing relationships, building confidence, transforming health. These are the things that keep people up at night. Health, wealth, relationships. This is just how the human brain is wired. People hire coaches too for three reasons. They can't solve the problem alone, they want to solve it faster or they want a proven system. That's it. So the high ticket test, it must promise a quantifiable end result. There must be a demand for it and it must solve a major problem. A persistent painful problem that solves one of those problems that keeps us up at night. And they're going to hire you because you're going to do it faster, easier, and with a proven system on a high level, that's exactly how it works. So let's break it down and talk about six steps to actually designing your high ticket offer. Number one, you could probably take a guess is niching down, niching down to something very specific. Hyper specific. Specific population, specific problem, specific solution. It's not your modality it's not your credentials, that's not your niche. It's a real world problem that somebody wants solved. And it's not just somebody. It's a very specific population. You help frustrated parents of highly sensitive kids reduce the outburst in the home, feel confident in their parenting. That's specific. Married couples. That's a specific population. Anxious CEO moms. Specific population. You're gonna help those married couples. They're lacking intimacy, they're fighting, they are passing each other by like roommates. They have a lack of connection, they wanna reignite, they're unfulfilled. And you're gonna help them avoid divorce. See how specific that is? If your niche sounds like a diagnosis, a modality, it's vague. It has one of those platitudes where anybody could say it, like live your dream life or you land on a feeling. This is what I see. So often. People land on a feeling. Most likely you just need to take it a step further. It's just probably not specific enough. P.S. i have a custom GPT that I created. Her name is Nancy. Nancy the niche finder. All of my clients love her. No more niche worksheets. It will help you spit out your niche. That passes the high ticket test. I must add in five minutes or less. It's absolute magic. Number two is name and link of your program. Eight to 12 weeks, I would say is about average. Is the strong starting point. The name of your program needs to be clear. Not cutesy, not clever. No clarity. And name it around the outcome or the identity shift that you're providing. There should be no guessing who this program is for and what outcome they're gonna get. The confident parenting perspective. The conscious relationship accelerator. Fear to clear. The confident corporate woman. And then you can even take all of these a step further and add a tagline, which I teach my clients. The point is, I need it to be clear. Your offer doesn't have to be perfect, it just has to be clear. You don't have to have this perfect cutesy name doesn't have to rhyme. It just has to be clear. And then make a no brainer offer. That's number three. This means that you're going to have a value stack. An offer stack. We're talking about marketing now. You're going to reverse engineer every objection into a deliverable. What are the deliverables? What are the bonuses? What are the guarantees? How are you creating urgency? You can't just say and I'm going to give you five meditations. No five meditations to help you lower stress. And rebuild confidence to date again so that X, Y, Z. Most people just miss the so that piece they're forgetting to assign value. People are always wondering, well, what's in it for me? So you need to play devil's advocate when you're creating your value stack that your ideal client is thinking, well, so what, what's in it for me? And you need to explain yourself and tie it back to the outcome. This is what makes a, an offer, a no brainer offer. Plus the perceived value is way higher. They're like, whoa, I'm getting all of this for this? Sign me up. It just makes sense because you have those bonuses. You're weaving in sales psychology. You're, you're using urgency and scarcity with integrity. Number four is dialing in your messaging. Messaging is everything. Most people don't have marketing problems, they don't have an offer problem, they don't have a sales problem. They have a messaging problem. So you have to know your ideal client better than they know themselves. You have to speak to their hell. That's what I call their, their living hell. You have a hell and a heaven list. So what's the pain they're in now? And what's their heaven? Where do they want to go paint that future? Where do you want to be 10 years from now? People are always going to anchor either in past pain, present pain, or future pain. So you have to know all of that and you have to do market research. Market research never ends. It's incredibly important. Clear messaging builds desire. And then desire is gonna drive decisions. Your ideal client is gonna have that desire to get that transformation. You're gonna paint that picture for them. You're gonna speak to, hey, this is where you are now and this is where I can get you. And then you're gonna weave in sales psychology. Ethically, number five is a lead generation. You can focus on organic marketing first. It's free. Instagram and Facebook. Facebook's still the number one platform I teach both same concepts apply across all platforms. Really? Yes. The algorithms are different, but if you know the core principles of marketing, you can apply them in all places. TikTok, LinkedIn, Instagram, Facebook, substacks, reds, all the places. It comes back down to your messaging and your call to actions. And you do have to be consistent. You have to give value. You have to pre qualify your ideal clients. You have to invite them to calls, you have to invite them to your free resources, you have to invite them to your live trainings, you have to invite them to your Facebook group. You have to have a DM conversation. Your funnel is not your strategy. It's the container for your relationships that lead to a conversation. Then eventually you can turn on paid advertising. Once you have proof of concept, we can start slow. And I'm not talking about boosting a post. Anybody who is teaching boosting a post is just run. It's a waste of money. It's not true. Paid advertising. Number six is deliver and get paid. Deliver and get paid. What does that mean? It means don't create your whole entire program and then go to market and sell it. Don't overbuild the program before you sell it. Instead, you're going to create it as you go. You're going to get paid to create it and you're just going to create a simple Runway. This means that you're going to be in integrity, selling something that you haven't yet created because you have your whole offer stack and maybe you start it. You started creating week one, week two, then you sell out your beta round. You get your three to five beta members. While they're watching week one, you're creating week two, so on, so forth. They're going to give you feedback. They got it for 50% off in exchange for feedback because they're a founding member, they're a beta member. It's your pilot round, whatever you want to call it. So you create that simple Runway. One offer. You have one place to deliver it. You have one payment flow. Yes. You have multiple payment plans. We need to make it easy for them to pay you and say yes. I teach my clients all the different payment plans that they can have where they can house their course free ways to do it, top tier ways to do it, you name it. And clarity and speed. Beat the complexity every time. You don't need all the bells and whistles. You just have to get out of your head into service as soon as freaking possible. This is why I help my clients get their clients so fast. Because we're not overcomplicating things. We're just focusing on what actually works without all the fancy things. People get so caught up in that and they get so scared of tech and they think that they have to have a million zillion followers. Some of my clients don't even have an Instagram account. They create one and they get their first high ticket client. That's how it works. Some of my clients come to me with way more followers than I have, but they're not monetizing because they're not focusing on the basics, the foundational pieces. We don't have to overcomplicate it. Those are the six steps to designing your high ticket offer. Then once it's created, you're going to start getting booked calls. And you do have to dial in your sales skills. Because if you can't overcome objections proactively and on the sales call, then you're not going to make any sales. Every high ticket offer comes with objections. That's just normal, that's just part of business. But if you're hearing the same objections over and over, you need to proactively overcome them more in your messaging. The common ones are money, time, partner and belief. They can't afford it. They're too busy. They need to talk to their partner. They're not sure if it's going to work for them. This is in every single niche. So you need to be proactive. You need to have that clear messaging make it easy for them to pay you. Talk about how they can't afford not to do it. Everyone's busy. How did you weave in flexibility? Where are they going to be in six months from now? They going to be in the same position? Is that worth it to them? Can they afford not to solve this problem? How can you make it easy to bridge the gap between their spouse belief? Can you provide testimonials so that they have that belief that this is possible for them? Can you show them, give them proof, Testimonials, stories, payment plans, scarcity, urgency with integrity, pre qualification clear messaging. These are the ways that you can proactively overcome those objections. The clearer your offer is, the fewer objections you're going to have. So sometimes it's just about reworking your offer stack, sometimes it's just about posting more testimonials. So let's bring it all together. Number one, marketing yourself as a therapist and a coach is not that complicated. I'm here to guide you through that process. It's just about knowing your power, positioning your expertise and building an offer that actually solves a real problem. If you have that, you're going to be good to go and then you're going to position yourself in a clear way. Your offer strong. It's bomb. Com. The perceived value is so high and selling isn't going to feel like pulling teeth. It's going to feel like service. Your credentials give you authority. You don't have to hide them, remember that. And then your offer is so crystal clear because you have it for a very specific person with a specific problem, getting them to a specific solution, you're solving their persistent painful problem and then your marketing is bridging the two. Remember that the coaching space is growing fast. Now's the time to get in. Now's the time to grow. Now's the time to scale. It's not about being the loudest voice, it's just about being more clear. We probably need to audit your messaging. So if you're a therapist ready to step confidently into coaching, outgrow the office, grow the coaching business you already have. Wherever you are in your journey, build your first high ticket offer. Get more consistency in your high ticket offer. Maybe you've launched a few times, but it's just not consistently selling and you want to make your work more scalable. You want to become omnipresent in the online industry. This is exactly what we do. Inside the Coach Intensive. Check out the link in the show Notes to apply. We have many different ways that you can work with us depending on the level of hand holding that you want want. Let's just build something powerful together. Let's do it. You don't need permission to build something extraordinary. It's inside you. It's ready to be unleashed. I know you have the feeling inside you. You already have the skills. It's not about turning them into a business that's going to complicate your life. No, it's about giving you freedom. So I hope this episode gave you clarity, maybe the nudge that you've been waiting for. You've got this. My love is with you and I will see you in the next episode.

Thank you so much for listening to the Thriving Therapy podcast. I hope that this episode has inspired you to reduce burnout, work smarter and see the freedom potential you have as a therapist. We would love to have you inside the Therapist to Coach Accelerator Facebook Group where we have live trainings and cheat sheets on all things marketing, sales and adding coaching, ethically and legally. I am here cheering you on and I'll see you around.

Sam.