5 Steps to Sell your High-Ticket Offer
Learn to value your services the same way your clients do.
Before you read any further, I need you to change your mindset about one thing; selling at a higher price will not lose you business. Repeat that mantra a few times and then you’re ready to take the steps to raising your prices and attracting clients more than willing to pay that price.
Step 1: Understand why you want to raise your prices
The reason many people stumble over this first step is because they go with the obvious answer: “I want to raise my prices because I want more money.” Believing this is self-sabotage.
There is nothing wrong with wanting to earn more from something you dedicate a large portion of your time to. But, always chasing the cash cow is only going to lead you in circles.
Consider what raising your prices will achieve for you and your customers. Will it increase your motivation and dedication to providing a better service? Will it allow you to reinvest in your client's experience with the service?
Having a clear understanding of why you want to raise your prices in the first place is an essential step to doing it successfully.
Step 2: Develop the right mindset
Just by reading this article, you’ve either completed or are close to completing this step already. The biggest obstacle you may come across at this stage is the inability to be brutally honest with yourself.
When you first start, selling at a lower price than your competitors makes sense to you and is one way to gain customers quickly. However, this is a mindset you should only maintain at the beginning. Once you start gaining interest, it’s time for that mindset to shift.
If you don’t move away from the belief that you must undersell to outsell the competition, you are never going to believe in your pricing. You’ll never believe that the service or product you’re selling is worth, deep down, what you know it to be.
Step 3: Create a strong message
Raising your prices will not lose you clients, but people aren’t going to pay for anything. You need to be able to communicate to them why what you have to offer is worth the price they’re going to pay.
You need to promise something to your clients and potential clients that they’ll earn from working with you. The bigger this promise is, the more you can charge for your services. But, you’re only going to succeed at this step if you have a strong message attached to that promise.
No one else can tell you what this message needs to be, only you can know. However, whatever message you decide to push out needs to generate curiosity and add a level of prestige to your business that will attract higher-paying clients.
The most important thing to remember at this stage is that being humble will get you nowhere. Clients willing to pay high prices only want to work with the best so you need to prove that your business is the best.
Step 4: Start small, be consistent
Building an audience of raving fans who will jump at the chance for a new service is important. That’s what you should be aiming for no matter what price you charge for your services. It allows you to gradually increase your prices as your business grows. Your clients are much more likely to accept this than a sudden leap in price that seemingly comes out of nowhere.
However, starting small doesn’t always mean charging lower prices in the beginning. Selling a smaller, cheaper service that compliments a complex one is another option. If you find yourself losing out to your competitors, it’s not always the price you’re charging that is the problem. It’s just that your audience doesn’t yet understand the value your service is going to offer to their lives.
A base-level service that still solves a common pain can help add value to the higher-price option. It gets a client in the door and makes them much more likely to move up to a higher-priced service in the future.
Step 5: Find the pricing sweet spot
This isn’t a process you should be repeating with every new product or service launch. After a time, you should be able to find the pricing sweet spot on instinct.
No longer will you be held back by doubt, wondering if your product is worth it or worried that you’ll lose clients by charging higher prices. You’ve already overcome all of this by following these steps and learning the true worth of your services.
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I’m currently wrestling with the inertia of the mindset from my beginnings. I knew it would come, but still, it takes some time to get rid of it!
Awesome post!