In this solo video, Eric Deeran addresses high‑ticket businesses that struggle to close sales because their offers are too large for prospects to commit to on a call. He explains that asking cold‑traffic prospects to make a huge upfront commitment leads to delay objections ("let me think", "talk to my partner", etc.). Deeran illustrates the problem with a client whose $12,000‑per‑month package had low conversion. He proposes adding a low‑risk, paid trial as an entry point: a 10‑day trial costing $7,000, refundable if the client is unsatisfied. This trial lets prospects experience the service, reduces perceived risk, and creates a "slippery‑slope" path to a full‑price contract. He supports the approach with a casino‑walkway analogy, noting that humans dislike making decisions and prefer a smooth, decision‑free journey. Deeran ties the strategy to product‑led growth used by major software companies, emphasizing that a strong fulfillment foundation is required first. He advises businesses to design similar trial offers, possibly targeting past clients, and acknowledges a modest refund rate (10‑20%) is acceptable because it still captures many prospects who would otherwise never sign. The video ends with a call‑to‑action to schedule a call for implementation help.
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If you're a high-ticket business who's selling a higher-end offer, your offer might be too big for prospects to buy. And in today's video, I'm going to be breaking down how you can get people to take smaller steps so you can close more deals instead of always relying on someone to say yes or no, which is a huge decision on the sales call. And so if you're getting a lot of let me think about it, if you're getting a lot of let's talk next week, or you're getting a lot of delay objections to where you're just not closing deals fast enough, this video is going to be for you. If you don't know me, my name is Eric Deeran. I've built an 8-figure business. I've I've booked over 15,000 sales calls and I've worked with over 800 high-ticket businesses to help them fix these issues so they can close more deals faster. So let's go ahead and dive right in. So when I say your offer is too big, really what I mean is if you're trying to close people from cold traffic who do not know, like, or trust you, there are longer sales cycles associated with that. And so if you're getting people to come in and you're getting all these delays after the call, or you're getting things like, let me think about it, let me talk to my partner, let's push this to Q4 or Q1 or Q2, it's not really the prospect's fault. Really what it is, is you're asking them to make this huge commitment on the call. And we had a client talking to me about this the other day where they were struggling to get these deals done because they were asking people for a very large amount of money upfront on the call. They had no backup option. It was either they signed up with them for that full package or they just didn't sign up at all. And so what we did is we said, hey, why don't we add some sort of trial option to your packages so you can close more sales? And so what we did is we structured a 10-day trial with this client. Their average package is around $12,000 a month. And so they were getting a lot of people who were struggling to say yes to that because they didn't know, like, or trust them. And they also were concerned it wouldn't work. And this client specifically did not have any sort of guarantee, which is fine if they don't have that, but you're asking someone to take a big risk coming in and saying, hey, it's $12K a month, there's no guarantee. The guarantee is we're going to work with you and help you. And so the client didn't really want to offer a guarantee. And so what we said is, how can we structure something to where we can still get people in the door with you without necessarily having to get them to commit for the $12K a month, right? And so what we did is we came up with a 10-day trial. And so the 10-day trial is essentially they put some $7K down for this paid trial. And then basically the client is going to build out all of their roadmaps, their game plans, everything that they're going to do with this client. And so then their sales team can essentially sell, hey, totally understand you're not ready to commit for the $12K a month. That's totally understandable. What I would suggest is we come in for a 10-day trial. Let's put $7K down. And then at the end of that trial, if you hate us, you don't love the plan, or you don't like anything that we're doing, you could just refund after 10 days, right? No big deal. And so this increased his conversion rate a ton on the front end because we were able to get people in the door with him and then they could prove how good their fulfillment was in this 10-day trial. I think so many people are trying to get people to commit to a huge package when in reality these are businesses that needs to make sense for them financially and they've been burned tons of times before and you can't really expect someone to pay you all that money upfront if you're not willing to offer them some sort of guarantee or some sort of trial option to come in and work with you. And the other thing is you're not asking people to make a decision on the call, you're just asking them to try you out for 10 days. There's a reason why some of the biggest software companies in the world offer trials, because they know their product is so good. They're using product-led growth to propel them forward, right? Whereas if you're not super confident in your fulfillment, I would say number one, you need to fix that first. Number two, you don't want to offer something like this because you're going to get people who refund. But if you're really good at what you do, which most of you watching this are, hopefully offering a 10-day trial can be a great way to get people in the door so they can start working with you, start seeing what it's like, and then it just becomes what we call like a slippery slope, right? So it's like they do the trial and then they just kind of slide into working with you as an actual client. And there's no real decisions they have to make. The best analogy I love to use for this is if you've ever gone into like a casino— this is my horrible drawing of a casino, here you go— when you go into a casino, there are no actual hard turns. The entire walkway is just like this kind of winding road that takes you through the casino. If you look at any casino, you'll see this. There are no hard left or right-hand turns, and they do that for a reason, because you're not having to make any decisions. Should I go left? Should I go right? You're just moseying down this path and you're getting taken through the casino, through all the different slot machines and the games And all the things that you could go and bet money on. This is a proven human psychology point because humans don't like making decisions. And so if you can play into that human psychology of just come in for a trial, just see how it is, you can always get your money back, you can always refund within the 10 days. If you can play into that, you're going to get a lot more people through the front door. And then as long as you are doing a great job on fulfillment, you're going to keep those clients. As opposed to saying, hey, you have to make a decision on paying $12K a month for, you know, 3 to 6 months with us. Otherwise, we're just not going to do it. You're going to lose a lot more people doing that. And so I guarantee you there's some way you can offer this in your business depending on what you sell. But look at how can I get customers to not have to make a decision but still get them into our ecosystem to start working with us so we can continue to get them to pay us after that. Because after the 10-day trial, it's just you get them so looped into your ecosystem to where it's so much harder for them to say, well, you know, I don't want this anymore, or, you know, let's stop everything we're doing. It's actually more of a decision for them to say, hey, let's stop doing this, than to just keep going, right? And so you want to think about how can I just that slippery slope to get them in the door with me, and then we just continue to work with them to make sure that we're doing a great job, right? So that's what I'd look at. And then the casino example is just a great example of how casinos do this. They make billions of dollars a year, so obviously they know something about human psychology. And the whole goal is to get people in the front door and then upsell them afterwards. So something you can do is go back to all your past clients if you come up with a trial option and offer them a trial to get them in the door with you. Because the worst thing that happens, even if you refund 10-20%, you're still netting 80% of people who wouldn't have otherwise worked with you simply because there was too much risk and they were worried to take that jump. So try that out. I hope that helps. It's just something that we're working on with our clients. And if you want our help implementing systems like this into your business, click the link below, schedule a call with our team, and we'll be happy to see if we can help.
