👸🏻 How to create & sell ultra high-ticket offers

BONUS: Do you want a copy of the short “email proposal” I sent to close a $30,000 deal? Let me know.

You may have heard about coaches and consultants selling packages or services for $20,000, $50,000, or even higher. How are they able to command those premium prices? What does it take to sell at that level?

The truth is, selling high-ticket offers requires a very different approach than selling a $500 or even $5,000 offer. It's not about flashy webinar funnels, hard closing techniques, or any of the usual internet marketing tactics. Instead, selling in the $20K-50K+ range is all about relationships, leadership, and delivering massive value.

In this post, we'll dive into:

• The critical mindset shifts needed to sell high-ticket

• How to structure your sales calls for success

• Tips for over-delivering value to high-paying clients

So if you've ever dreamed of selling premium $20K-$50K packages but weren't sure how, read on. It's time to play a bigger game.

The High-Ticket Sales Mindset

Before we get into brass tacks strategies, we need to address mindset. Because successfully selling five-figure and higher offers demands a new way of thinking.

Here are some of the key shifts:

1. You are the best at what you do. Period.

If you want to charge premium prices, you have to believe you are the absolute best at what you do. Not just "good" or "better than average." The best. You are in a league of your own, and your services are worth every penny of your high-ticket prices. Stand tall in your expertise and unique genius.

If you aren't there yet, keep developing your skills and experience until you can confidently say "I'm the best sales strategist/business coach/graphic designer I've ever seen." Boldly own it.

2. Sales is service.

Many entrepreneurs, especially women, have hang-ups around sales. We don't want to be pushy or "salesy." But when you're selling ultra high-ticket offers, you can't afford to be timid.

The key is to reframe selling as service. You aren't being aggressive or icky - you are offering an incredibly valuable solution to a major problem. You are helping people and making an impact. Sales is how you get to serve your clients powerfully. Embrace it.

3. Profit first.

High-ticket is all about profitable selling. Unlike low-ticket digital products that barely cover their ad costs, premium packages allow for healthy 50-80% profit margins when structured correctly.

So as you design your high-ticket offer, think profit first. How can you deliver outstanding results for clients while keeping your delivery costs down? Focus on strategy, consulting and leveraged services rather than getting stuck trading dollars for hours. Your goal is to work with 5-10 high-paying clients per year, not hustle to sell hundreds of low-priced widgets.

4. Get uncomfortable.

Selling $20K+ packages is a big leap for most entrepreneurs. It's going to stretch you outside your comfort zone. You'll have to do things differently, have uncomfortable conversations, and test the boundaries of what you think is possible.

Embrace the discomfort. Know that it's part of the process. With practice, selling high-ticket will start to feel natural and even easy. But you've got to be willing to push yourself initially. If it feels scary, you're on the right track.

Your High-Ticket Sales Process

With the proper mindset in place, let's look at some best practices for your high-ticket sales process.

Keep calls short and purposeful.

When it comes to your sales calls, keep them concise and to the point. Aim for 30 minutes max. Your goal isn't to drag out the conversation but to assess if the prospect is a fit, powerfully communicate the value of your offer, and lead them to a decision.

Use a proven sales script to keep the call on track. Include an agenda slide upfront so the prospect knows what to expect. And NEVER do one of those long, painful "discovery calls" that are really just disguised sales pitches. Respect your prospect's time with a direct approach.

Take control and have a game plan.

Confident leadership is critical when selling high-ticket. Your premium prospects are successful, take-charge individuals. They don't want a wishy-washy sales person - they want to work with an expert who has a clear plan and process for helping them reach their goals.

So take control of the sales conversation. Have a definitive game plan for how you'll get them results. Clearly articulate your unique methodology. Instill confidence that you are the #1 person to help them solve their big, costly problem.

Remember, your high-ticket prospect is looking for someone to take the reins. They're busy and happy to pay $20K+ for proven expertise. Lead the sale like the trusted authority you are.

Details matter. A lot.

Finally, recognize that small details make a big difference when selling at this level. How you show up - your clothing, environment, Zoom background, communication - all influence how you're perceived as a high-ticket expert.

Make sure every touchpoint exudes excellence and professionalism. Invest in quality branding photos, marketing assets, and sales materials. Take the time to prepare thoroughly for your sales calls. Have testimonials and case studies on hand. Know your numbers cold.

When you're asking for $20K or more, the little things matter. Your prospects will test you to see if you're legit. Show them you are with consistent attention to detail.

And while we’re on the subject of sales calls, how’d you like an 80% close rate on your discovery calls? No more talking to people for an hour, only to hear “I need to meditate on it.” Find out more →

Delivering the Transformation

While selling high-ticket offers has its unique challenges, in many ways delivery is the most important piece. Because if you don't create incredible results for your clients, you won't be able to charge those premium prices for long.

Here are a few tips for knocking your client delivery out of the park:

Go above and beyond.

With high-ticket offers, meeting expectations isn't enough. You need to exceed them. At every opportunity, go the extra mile for your clients. Send them surprise gift boxes. Check in with encouraging texts. Bring all your creativity and effort to getting them out-sized results.

Remember, high-ticket clients are used to top-notch service. Wow them with your commitment to their success. Make them feel like your only client, even if you have 10.

Become friends with discomfort (again).

Sometimes delivering a $20K+ package will require you to stretch and grow. You may need to tap new skills, call in favors, or even bring on team members to ensure your client gets an incredible outcome.

Once again, lean into the discomfort. Don't let fear of failure hold you back from taking bold action on behalf of your clients. Your job is to do whatever it takes (within reason) to get them results. Step up to the challenge.

Treat your best clients like royalty.

While all your clients deserve great service, your highest-paying clients should truly feel like VIPs. These are the people who have invested majorly in you and your work - so make sure they know how much you appreciate them.

Give them special perks, from first access to new offerings to private retreats and dinners. Lavish them with attention and appreciation. Make them feel like insiders and friends.

Not only will this boost client retention and satisfaction - it encourages glowing referrals and testimonials. And when you're known for treating your best clients exceptionally well, selling those next $20K packages becomes much easier.