How to sell higher ticket packages

So how do we sell expensive stuff? How do we make more money per client so that obviously you can make more profit? Because the literal entire function of you running a business, some kind of B2B offer agency, coaching program, if you're watching this right now, it's probably what you sell. You need to start making substantially more money per client context. If you don't know who I am, I hit my first $1 million month in December 2024. I'm the co founder of Client Ascension, Liz kit kinescence coaching company. Let's get software company doing much more than $1 million a month right now. And a pretty fair portion of that is selling substantially higher ticket PA than some of the other low ticket stuff we have. So when you start out, you start by selling kind of like a lower price thing. It's really all you can get. You basically take what you can get. Some people do a performance basis, some people work for free just to get some case studies in the door. But normally what happens is you start off at lower prices and you progressively go up. But obviously I've coached thousands of people and I see the same thing happening over and over and over again. You start to hit resistance walls, whereas the people I'm talking to, I can't get them to pay more money or I can't even attract the people who will pay more money because I don't know how to change the front end positioning to do that. So what I want to do in this video is explain how to position yourself and how to convert people onto higher ticket packages so you stop getting stuck in this death trap of charging no money at all with super low margins and you're just barely making anything at all. So we're going to go over three things inside of this video. So the first is using ROI calculators, the second is case studies, and the third is deliverables in your product, so the product itself. So we're going to go over the first thing over here and I'm going to show you just an example of an ROI calculator. So this is a thing that we pop up on one of our offers, which is a cold email setup. Offer 210,000 sends offer variables. You have to worry about what that is right now. But we'll say three and we'll say you book 20% of your positive responses into calls. Your close rate is 20% and you have an LTV of $15,000 on your offer. So therefore, Mr. Client, what would happen is if you were working with us, you would get a 15 times return with a $1,000 cost per acquisition on a $15,000 client. LTV. So you would add $90,000 of LTV, you would book 32 meetings and close six deals on this package with us. Here's the thing, we're actually saying the numbers because the problem I see with a lot of you guys conducting or even trying to get anybody on the call at all is that you are fundamentally not understanding that the only reason people are going to give you money is if that they believe that they will make an ROI a profit on what they spend with you and what you do. You make this weird justification in your mind. Well, I just won't talk about the numbers. I'm not going to talk about the numbers because I can't promise the numbers and I'm scared to promise the numbers. Okay, so now what happens when a client starts saying some shit to you like, I'm going to go think about it. What does that mean when a client says I'm going to think about it, about it? I have to think about it. Has it ever occurred to you to think about what is it that they're thinking about? What they're thinking about is they're projecting an ROI in their head. They're going to go, they're going to sit there, they're going to formulate this out, whether it's in a Google sheet, whether it's just in their own head. They're going to think, what is the probability that I make a return on investment on this investment with you? And just due to raw human nature of what always happens, they're going to go with the most pessimistic outlook possible. What does that mean? It means that the ROI number that they come up in their head is going to be negative. It's going to be dog shit. Right? So what does that mean? They're going to think their way into not working with you. And the reason why they thought their way into not working with you is because you didn't do the job of projecting the possible ROI to people. This is what you got to understand. You've got to stop dodging this. This fact of reality is that the only reason people are going to pay you is if they're going to make more money than what they paid you. It's literally the only reason at all. And if you fail to explain this to them, then they're just not going to work with you at all. Why is it that you don't take these people just a walk through of the numbers? So the first is that you might have not known to do it in the first place. But the second situation, which is going to apply to 95% of you, is that it's a mindset issue. You don't think that you can get the client's results. Now, this is what you have to understand. This is how you're thinking of it. Or I don't think I can get the client's results, so therefore I'm not going to quote the client's results. You got to understand what's happening in your head. You think that because maybe you've never gotten client results, or maybe you work with clients and you regularly don't get them results. But here's what you need to understand. You probably say stuff like, I get leads from my clients, but they can't close the lead. So, like, I can't get these numbers out because I can't say there's going to be a 20% close rate. Everybody in any industry, no matter what you're selling, they all can't close. Every client, like 90% of them you ever work with for the rest of your life, no matter what your business is, no matter what the industry is, they all can't close. They all run bad businesses. You're operating under the assumption that, like, everybody should just magically know how to close. And like, the fact that my clients can't close anything is a unique situation to me. I just want to let you know it's not. Literally everybody is completely fucking stupid. They can't close stuff, right? This is a normal occurrence. However, if you're going to sit here and talk to qualified prospects and you happen to find yourself in a conversation with somebody who does know how to close, and you're still quoting these little tiny baby numbers, you're not talking about numbers or ROI or return on investment at all. What does that mean? It means that they're going to detect that you're not confident in your ability to deliver results, and then they're not going to be confident in paying you money so that they can get a return on investment. That's how it works. If you dodge talking about numbers, you're just not going to sign the deals. You're not going to get clients. Okay? Second, let's talk about case studies. What is lacking? So, like, the first component of this is like, just imagine this is a straightforward, logical conversation with the client. You're talking with them, you're explaining the conceivable possible results that could occur if these specific numbers happen, right? Maybe you made a Google sheet on it. Maybe you made something in Bolt or like whatever. You built some kind of ROI calculator that projects the results based off of raw data. Right. What's the next step in the sales process of convincing people that they should engage upon this activity with you? Right, so the next would be case studies. Now, if you've gone to my YouTube channel at all or you're on my email list, you see that I post a substantial amount of client results all the time. I'll show you this real quick. So, Corey, 30K a month. When you're Hisham and Peter, 50K a month. Andy, 500K a month. Davi, 200K a month. Amen. 132K a month. Max, 150K a month. Sam, 70K a month. Right. And we post these regularly in both my channel and Andre's channel. And I post results screenshots from our WINS channel on Slack all the time, constantly showing literally hundreds of people getting results with my programs or with my software list kit. Constantly doing this over and over and over again. So in the sales process, what does this do? It's justifying the numbers shown in the ROI calculator so they know we're not completely bullshitting them. Right. So now what happens? You might be asking, well, Daniel, what if I don't have these like absolutely profound case studies? Here's the thing. When you're trying to sell somebody on the concept of doing something, there are two sales that are occurring, right? Say we're selling like a cold email service. Like, hey, I do cold email for you, whatever. There's two sales that must occur when doing this, right? So the first sale is selling them on the concept of cold email in the first place. The second sale is selling on the concept of you facilitating the cold email for them in the first place. Now what actually is occurring is a lack of selling on the first concept, right? So when I show a bunch of case studies, it's doing two things. It's selling both the concept of cold email and simultaneously the concept of me doing it for them. Right? However, if you lack the second or case studies that you've personally done, what you need to go source is evidence that the concept itself works. So you need to take what would otherwise be in your case studies and sell the concept of what you're selling, right? So it might be, say you're a content agency. What you would do is go find somebody who built this giant content strategy over here. And you're not going to say that, you're not going to Lead these prospects to believing like you're the one who did it. Don't say that. Don't lie. You're going to be very clear that you didn't do this. However, what you're doing is trying to is showing it as an example of what you're going to do for them. So now you're using case studies, a study of a case, to sell the concept of the thing that you're going to do for them. That's step two. You need to sell the concept of the thing, right? So now step three is explaining all of the steps in the processes involved, I. E. The deliverables of what is required to get those results that you quoted inside of the ROI calculator and the case studies or the studies of a case, right? So typically what I do is use Gamma Docs, okay, as both a video sales letter that I put in my front end landing pages and as the sales deck that I would present on a call. So let me walk you through one as an example, the one I use for Olympia. So Olympia, this is a case study funnel I made a while back where it just shows, hey, how we spend $6,000 per day on ads profitably and acquire 120 clients per month. So what I do in this case is walk through the results evidence. I did the results, right? Show a bunch of screenshots, walk through how the process works. So explain the funnel, what it looks like, show some more results. I'll walk them through like a financial modeler, explain every single component of it and what happens in each component that I know what I'm talking about. It's showing people this is a full giant logical breakdown of what the process is, right? And then at the end what I do is explain all of the components involved. So I'm listing out all the deliverables, right? Offer creation, funnel setup, ad scripts, vsl, Gamma doc, video editing, ad campaign launch, email sequences and tech sequences, automations, build out, SDR and set of recruitment, closure recruitment, fulfillment team recruitment, campaign scaling and daily ads management, right? That's a whole ton of stuff that's involved. And then you get the price, which is $14,000 for three months and you're like, okay, well now that you just walked me through all of this stuff that's involved and the justification of reasoning as to why it all occurs and then you listed it out, every single thing that you're going to do, it was literally like either I or somebody else got this result. Here's every single thing that's involved, every single step and process involved in getting the result. And then I'm going to do every single step in process that we just talked about for you. That's how you present the thing. So now what's happening is, if we think about this, you took them through an ROI calculator that shows them a bunch of results. You showed them proof that the result is possible of being achieved, whether it was via you or somebody else achieved it. And then you explain all the steps that are required and necessary in order to achieve the result. And then you say, I'm going to do all of that for you. Okay? So now you got to imagine how substantially different this is than the way that you've probably presented yourself and what your offer is to people in the past. I remember I gotten a call one time. This is my. When I first started one of my very first agencies, it was a cold email done for you. Cold email agency. And I got on the phone with a guy and I was basically just talking about, like, yeah, I do cold email whatnot. I'll go get these leads and I'll send them to you. And like, I'll send the emails. And he goes, he says to me, okay, but what do I get? And I was so confused. I was like, what do you mean? What do you get? It's like, you get cold email. I'll do cold email for you. And he's like, no, no, no, you're not understanding, but you're not telling me what I get. You're saying you're gonna do cold email for me, but, like, what do I get? I started to get frustrated. I was like, bro, what are you talking about? Like, I just explained, like, you're getting cold email. And the guy was like, listen, listen, you're not mature enough to understand what I'm asking yet. So I'm just going to go ahead and end this call. Like, he ended the call. I didn't close the thing. And then in hindsight, now when I look back at it, when I'm much older, is that what the guy was looking for was he wanted to know, what are the results that I get? How many leads am I going to get? How many meetings am I going to book? How many new clients am I going to sign? Show me evidence that that is even possible. Okay? And then, like, now that I have the evidence, and walk me through the exact deliverables that are associated with getting that result, he wanted me to take him through this process. Now you have to imagine what I just showed you on that V where I was walking you through like, okay, so result, right? Evidence that the result can occur via case studies of my own or studies of a case of different people. And then here's all the stuff that's involved in doing it. And then I'll do all the stuff that's involved with doing it for you, that process. So that's both my VSL and that's what you say on the sales call. The VSL and a sales call are the same exact thing. It's actually so absurd when you think about this because it's so simple. Like, all you need to do is explain to people, like what results can happen, how are the results achieved? That's it. That's all you need to do. Now, the problem with when you're not able to collect higher ticket packages, it's because you're lacking one of these things. If you're lacking the first thing, it's because you're not confident in your ability to get results. If you're lacking the second thing, it's because it's a product of lacking the first thing. So you haven't quoted high enough results. The client said, because you're scared that you can't get the client results because you haven't quoted high enough results. You are never able to convert the clients who are capable of getting high enough results. Because if you came to me and you said something like, daniel, I'll book you 10 calls guaranteed next month, I'd be like, why would I give a about 10 calls guaranteed in a month? I book 40 to 50 calls a day, so why would this matter to me? But I'm exactly the kind of person you would want to work with. Because I can afford paying like 10,000amonth or like 15,000amonth for like, for stuff. I can do that, right? But if you tell me super low results, I'm like, no, this is a complete waste of time. Not even talk to you, right? So that means that you never get the good case studies in the first place. You get what I'm saying. Most of this is a mindset issue. Like you've got to just decide that you're the person that can get results and start quoting substantially higher numbers. Obviously, if you want help with this, I'm going to leave two links in the description, Client Ascension and Olympia. So Client Ascension is you're below 30k a month and you want help getting that. Building your offer, building outreach scripts in an automated cold email system to get those leads. How to build these BSL presentations and stack the offer and stack the deliverables and how to position it correctly so that you acquire substantially higher paying clients. Olympia is that same exact thing. Plus we show you a scale with ads, so I literally actually just showed you the doc. So you kind of know what's involved with olympia. And that's 14k for three months. Client sensors, much less, but check those out if you want help doing it. You got any value from this video? Leave a like comment, subscribe, whatever. That's it for me today guys. Peace.