Want to start selling high-ticket coaching?
Use this Checklist to Ensure Your Sales Process Feels Exquisite – and You're Set up for Conversions!
There's so much to high-ticket sales, and at the same time, it's quite straightforward. One of the things I noticed in the process of teaching our clients how to sell coaching at a much higher price point (after restructuring their offers to fit a more affluent clientele), is… preparation!
As a former Opera singer, I'm not surprised!
And I often think of high ticket coaching sales as a performance (as in, you can't fuck up in real-time and expect to get away with it).
At one point, I'd love to write a post about the art of breath and using your instinct to interpret body language, tone of voice and language patterns, but for now, let's get you set up to close more, at a higher price point with this checklist.
If you find there's something you don't have in place, don't worry… just optimize best you can.
These days I have a fabulous office, and $10,000 worth of lighting, camera and microphones. But only a few years ago, I made do with the “enhance” button on Zoom (still got it turned on, hush hush lol), a $50 ring light and a background I crafted from two sheets of very beautiful looking sheets of luxury paper I'd bought at a local store.
SELLING HIGH-TICKET COACHING – OUTER GAME
- Is the process of getting on a call with me simple and glitch-free?
- Do I have a solid internet connection?
- Have I requested my potential client to fill out a questionnaire?
- Have I taken a good 5 minutes to read her replies and make notes? (I usually drop them in a google doc and highlight certain sections I want to mirror back during the conversation)
- Does my background look tidy and representative of my brand?
- Can people clearly see my face with the proper lighting and angle?
- Did I do my hair and make-up in a way that aligns with what I embody for my clients?
- Do I feel GORGEOUS/HANDSOME?HOT? (whatever that looks like for you) #leotip
- Is my mic hooked up properly, and can my potential client hear me loud and clear?
- Have I eliminated any (at least most) background noise?
- Do I have my cheat sheet of AWESOMENESS close by to make sure I insert some credibility throughout the call? (this is a list with some client wins you can highlight during the high ticket coaching discovery call)
- Am I set up to take CC information and other data to forward to my team?
- Do I know what to say to set clear expectations when this turns into a sale? (i.e. expect your contract and payment link within the next 24 to 48 hours)
THE INNER GAME – MIND YOUR MINDSET WHEN SELLING HIGH-TICKET COACHING
- Do I feel upset, exhausted, or distracted? (if yes, reschedule the call) or, take a moment to ask yourself:
- What can I do to become fully present and feeling good? (ritual, dancing, prayer, breathing, music, whatever your medicine)
- Have I reminded myself it's OK to feel nervous when quoting higher prices? (don't try and make it go away, rather, breathe through whatever comes up)
- Do I feel ready to receive? (MANTRA: “It's safe for me to receive money, I'm worthy of receiving it, and I'm lovable whether I have money or not.“)
- Have I released any secret agendas for the call (as in: “I want this person to think I'm nice/woke/worthy” etc.)
- Am I detached from the outcome? (as in: “I don't need this person to buy, money can come to me in all kinds of ways, and through all kinds of people”)
- Do I stand behind my rates? (if no, remember it's all about figuring out what your revenue goal needs to be to have the quality of life you desire, and reverse engineering the pricing of your packages)
- Am I willing to ask difficult questions and hold potential clients to high standards? (whenever you feel the urge to say something, but then censor yourself – stop yourself from stopping yourself, and say what came up for you)
- Am I willing to end the call if it becomes clear there's no fit? (don't try to make a sale when your body is screaming to get the hell off that call)
- Did I remind myself that this person is showing up on my turf? (they're meeting in your zoom room – so you get to make the rules)
- Is my pitch ready to go for the offers I might put forward? (as in: you have a couple of quick sentences that crack the YES CODE, what makes people want to buy).
- Have I reminded myself that objections are a POSITIVE SIGN on high-ticket sales calls?
- Am I in the right headspace to ask for credit card information on the call?
- Have I surrendered the outcome of this call (instead of trying to control it by “saying the right things”)
Let me know in the comments which one you're putting in place/optimizing!
XO,
Merel
© 2022 Merel Kriegsman Media. For permission to reproduce or repost this post, email team@merelkriegsman.com