310: The High-Ticket Coaching Strategy Every Coach Needs to Know - #GrowYourLife

Thanks for listening to the Grow youw Life podcast. My name is Jeremiah Gracowski and on this podcast I talk about ways for you to grow in your life, your business, to get more clients and to make more money in your coaching business. Now today I want to talk about high ticket. A lot of times there's a misconception about high ticket and what it means. What does it mean to sell high ticket? What does it mean to get high ticket clients? After building multiple coaching businesses online, I can tell you that if you don't have a high ticket strategy, you're missing it because that's where a lot of your revenue can come from and a lot of your profit margins can come from as well. Now I know that oftentimes a lot of us as coaches really I want to help people. I don't want to have to just sell expensive stuff. And I get that. That's why I have a free podcast, that's why I have my YouTube channel. But at the end of the day, I'm in a business to make money. And so even in my group coaching program, I don't fully provide everything to people inside of that program. I require people also become a part of my high ticket program. So let me explain the difference between these two and how you can actually sell people for it and how we designed our program as well as what the purpose of a high ticket program is. The purpose of a high ticket program is of course to make more revenue, but also to provide actually more access and more value to people. And I'm going to tell you something that I was surprised about until I actually got into the weeds of it, is that I thought, well, if I don't have a high ticket program, everybody can just go into a lower level with me. I'm going to provide far more value to people. Here's the problem. The more money people make, and there's a human phenomenon to this, I can't fully explain it, but I have seen it in action, is that when people make a bit higher of an investment, they are more likely to do something with it because they feel obligated to do something because of how much money they spent. And so the way that as a coach, if I don't have a high ticket opportunity for people, a high ticket offer, I am literally preventing my clients codependently from being able to get the kind of results that they want. Because I'm just saying, well, I give it away in my lower tiers. I don't want to charge too much money. I don't want to make it too expensive for people. And by saying that I am literally trying to control another person and in essence I am actually hurting them and their chances of success. And I didn't realize this until after I created a high ticket program of my own. And I started to see that the people who became a client in that high ticket program got more results than those that were not. Why? Because it's not necessarily because the value wasn't provided in the lower tier. Trust me, my wealthy coach Academy program, It's monthly, it's $197 a month, provides so much and above and beyond more value than you're going to find anywhere in the online coaching industry. And that is what our clients say. Not just myself saying this, but the people who work with us say that we have the, the single greatest level of information support, accountability and exactly what you need to get results inside of my wealthy Coach Academy program. And yet by the same token, the people who took advantage of a high ticket offer with me got more results because that increased level of access and I believe that increased investment caused them to take more seriously the actions to get those results. And so again, if you think oh, I'm not going to have a high ticket because I want to help people, you are actually doing far opposite of that by not having a high ticket program. Now when it comes to selling a high ticket program, people buy from people who they trust. And so to get people to join your high ticket program, you need to build trust with people. And this is even more so with a high ticket program. This is even more true with the program that costs more is that it takes trust. Trust is the currency of business. The ability to get people to trust you, the ability to move people when they trust you, to get them to take action. And so again, if you have a coaching program, a group coaching program, a high ticket program, trust is what it takes to get people to buy from you. Now here's how I've split it out is I will often have two tiers. Again we will have our entry level tier one, $97 a month. I'll offer a 14 day trial of this. This is my Wealthy Coach Academy program. This is my group program that everybody can join at any stage right there. But then I have my high ticket program which is $900. This is a monthly per month, $197 a month, $900 a month. This gives people access to still a group coaching, but also gives them access to limited amounts of one on one interaction with me through Voxer. The Ability to work with me closer, to get in closer proximity with me. And by the way, I have an even higher ticket tier that starts at $5,500 a month. This is where I'm actually running your ads. I'm actually building out all your landing pages. I'm actually working with you to create all of that result. So those are the three different tiers, two different tiers of high ticket and then mid tier ticket that I have. And at each level, it takes a level of trust to get people to sign up. Now, what's interesting is the top tier right there usually is somebody who just wants somebody to do it for them and they're already making the kind of money that they want to make. This first level of high ticket is somebody who has gone through my webinars, gone through my content. They want the coaching, but they're not quite ready yet to make the investment for me to do all the work for them. So what they do is they want me to be able to show them and guide them through exactly step by step, what to do, where to take each process. And that's what's in my VIP one on one coaching experience. This, you're able to actually work with me closely to develop out every aspect of your business. You're able to work with me closely to be able to make sure that things get results. And I'm telling you, you will get more results inside of my VIP one on one coaching experience than just by staying in my wealthy coach academy program. It is guaranteed. Okay, so by having a high ticket program, I am providing an opportunity for you to actually make way more results, get way more results out of it by creating that chance for you to say, okay, I'm going to make more of an investment with Jeremiah to go to the next level of access with him. And that's going to be the catalyst that's going to drive me forward. And if you believe that that's exactly what it is and your clients, I'm going to flip it for you are going to believe the same thing. You want them to believe the same thing about what you are offering as well. Each offer that you make needs to be driven by a specific outcome that they can expect, a result that they can expect. And by leading with that outcome, oftentimes as mentors and coaches, we can lead with our features. What does it include, how does it work together? That's all well, great and dandy, but it's not what sells programs. What is the outcome and the delivered desired result? Change and tangible. Walk away with that almost like you can hold it in your hand. Storytelling based outcome that came out of the situation that you're coming out of. And when you do that, when you bring those things together, man, it is so much easier to close the sale. It is so much easier to get clients to sell high ticket. Oftentimes you might need to do a phone call with people, especially in the beginning. But over time you can translate that into a webinar or a micro VSL that people can watch a video of. This isn't that I'll do is I will send out a mass series of four or five videos people can watch to get them to upgrade to that. Oftentimes people are going to come in at a lower tier with you initially and then they're going to ascend or upgrade up to the next highest tier. And so that's why you want to figure out, okay, of the people who are in this tier right here, what do they need more than anything else? If I could provide that to a smaller group of people, what do they need that's going to help push them over the edge to get the results that they want? And now that's what you promise and deliver in your next high ticket tier. Okay, listen, I know that you can make it happen because I've seen it happen with other clients of mine. Grow your life, everybody, and I'll see you in the next episode. We'll talk soon.