In this behind‑the‑scenes YouTube video, Jake Setterlun (Speaker A) coaches an entrepreneur (Speaker C) from his community of 4,000+ online offer owners on how to land high‑ticket clients without mass‑messaging. The conversation uncovers why the entrepreneur’s low response rate stems from targeting the wrong people (setters or gatekeepers) and from overly broad, impersonal outreach. Jake recommends a shift to low‑volume, high‑quality engagement: using retargeting pixels on all digital assets, adding Facebook ads, commenting on Instagram posts, sending multiple DMs, adding prospects as Facebook friends, and leveraging LinkedIn where appropriate. He stresses “penetration” – joining prospects’ email lists, free‑course groups, Facebook groups, and even purchasing low‑ticket offers to get inside the community. Personalization is key, with suggestions to send Loom videos and to keep messages concise. He also proposes strategic partnerships with setters/closers on a commission basis, and advises cleaning up messaging. Finally, Jake suggests allocating extra time to start a podcast that interviews ideal prospects, turning the interview into a testimonial and a discovery call that can be converted into a sales conversation. The overall framework moves from high‑volume cold outreach to a focused, multi‑channel, relationship‑driven pipeline for high‑ticket sales.
Chapters
In this video today, we're gonna be pulling back the curtain and showing you a one-to-one conversation that I had with one of our community members of over 4,000 online offer owners that are inside. Again, these are agency owners, coaches, consultants, online experts, SaaS business owners that are all building and scaling businesses to 7 and 8 figures. And this is a behind-the-scenes look of a candid one-to-one conversation. These are conversations that I have every single week with these community members. Enjoy.
This entrepreneur was trying to land high-ticket clients. He had testimonials, case studies, and a setter reaching out to potential customers. But the response rate was low, and many of the founders he wanted to work with weren't even seeing his messages. So he brought the problem to me. The solution wasn't simply sending more messages. It was changing the entire approach to getting in front of the right people.
Before I tell you, like, a suggestion, I want to rule out that you're not just potentially sending messages to a setter. Like, if they have a setter, Or if they're, again, they're too big, so it's gonna go to a team member, something like that. Right. Do you know your—
that email? Because that way we can reach directly.
Yeah. I, my, my personal opinion, I think you, cuz you have testimonials, right? You have like case studies, testimonials or no?
Yep.
Oh, you do? Yeah.
Okay.
Beautiful.
Yep.
So I would do 2 things. I would do— is your— sorry, is your setter on a paid plus commission or just commission only?
Just commission,
20%. I would— the first thing I would definitely do is I would set up some retargeting and start pixeling all of your assets to stay in front of them after they follow you or they interact with you on IG. Um, I would add Facebook into the mix potentially. I know Facebook sounds crazy, but sometimes Facebook's the easiest way to get in front of some of these people because like IG, they have a setter in there. Um, you know, they have a team member checking, uh, their email, things like that. Yep. Um, what they will check, what these individuals will check is they will check their comments. So I do think com— commenting is a good way, um, to get in front of them or at least say, hey, did you get the email that I sent you? Very important that you check this. Um, LinkedIn is hit or miss for some of these individuals.
Hmm.
I would focus on less volume and more high-quality engagement and penetration. And what I mean by that is instead of trying to do 100 a day, do 10 a day and don't stop until you get a yes or a no. Um, so like comment on their IG, hit 'em in the DMs multiple times, add 'em as a friend on Facebook. Obviously your setter's doing all this. Um, you know, LinkedIn is another great thing to do. Try to make it, and you could maybe do like a Loom video after you get a reply. Like,
mm-hmm,
try to make it more personalized instead of automated because your ticket price is much higher. And for one of these type of people, this isn't like an agency where like a $4K retainer, they stick on for 3 months and then they leave. Right. For most of these type of individuals, when they're partnering with you, I'm gonna assume that they should stick for a, a decent amount of time. Unless you're signing up somebody that just doesn't have that kind of money, which I'm assuming you're disqualifying. So I, I would focus on wider, wider outreach, deeper penetration than, and like 5 people a day, 10 people a day, and let that stack up over day after day after day. 'Cause after 30 days or 20 days, um, let's just say it's a full month, right? You only work 4 weeks, 5 days a week. Mm-hmm. You're gonna have 200, 300, 400 people that are potentially in a pipeline that you're gonna constantly want to touch base with. Yeah. And the quality of those people are gonna be really good. So you're gonna actually want to spend time on those individuals. And I would, I would be doing things like join their email list, join their free school groups, join their Facebook groups, potentially buy their low-ticket products. And like, that's where I was talking about like penetration. The people that I've bought stuff from, again, speaking from my personal experience and then what I've seen other individuals do properly, is they, they're able to penetrate past the like surface layer because the surface layer for all these people is everybody just like you that's just sending messages, sending messages. Again, I'm, I'm talking to online people, right? Not, not local businesses. Mm-hmm. So if you can penetrate and you can get into their groups, In the DMs where it's actually them talking to you, things like that. That's where it's much easier to actually you know get an appointment scheduled, and your close rate should be much higher. But it's it's again focusing on more touch points and less volume of actual prospects that you're sending messages to.
Because we've been doing this, the reply rate has been. Relatively less, but then again, like I said, like, I don't have enough data to actually, yeah, uh, do that. Would you recommend strategic partnerships? Because I was, I was curating, maybe like, I was like, I was thinking along these lines, maybe connecting with setters and closers, like in these sales communities, maybe school communities, Discord communities that they have, and then maybe just giving them commissions because they are technically working with these founders. So Would you recommend that?
That's something I would— I like that.
But then I was like, how do I even frame it? Like, would it be— Yeah,
I would. Before you do anything like that, I don't hate that by any means, but what I would potentially do is 2 things. I do think your messaging is probably off. If you wanna send some over in Telegram, I'm curious what you're sending.
Yeah.
Um, just be, I, you're probably, I could be completely wrong. I'm, my guess is you're sending too big of a message and you just need to send something that's like very like direct of like, hey, we're gonna do this for you. Let's work. Mm-hmm.
Um, yeah. Clean that up.
Yeah. So I, I, I do think that potentially could help your messaging. Um, yeah. I would also, if, if we're like, What should you spend? I have an extra 2 hours a day. Like, what's the best use of my time? I would start a podcast and I would be booking people and inviting your ideal prospects on the podcast. Do like 15, 10, 15 minutes. Number one, you can position that, that podcast as an interview on your YouTube and it looks like a testimonial. Yeah. 'Cause you could say like, he signed $50K in 30 days or something like that. And it's like obviously an interview.
I'm gonna note that down.
But you're positioning it as a podcast. But then the other thing that I would do is once you've penetrated now, right? They're on a call with you, you're asking them questions, you're doing an interview that ends up being kind of your discovery. At the end, it's a very simple answer that it's like, hey man, like I don't normally do this, but I think we'd work great together. You know, based off what I help founders do, um, you know, could we book a 5 to 10 minute conversation? I, I'd love to at least just show you exactly what we do.
Mm-hmm.
And, and then use that to, um, you know, number, not only get them on the call, but then get them on a sales call.
