Gill Moakes (00:02.628)
Welcome, welcome to the Heads Together podcast. I'm your host, Jill Mokes. And as always, I am so grateful to have you with me listening in. Oh, I hope you're having a good week. What am I talking about? It's Monday. The week's only just begun. But that's a good thing, right? It's a whole new fresh canvas. So actually, I hope you had a good weekend.
Today, I wanna talk to you about high ticket offers. As coaches and consultants, any other kind of service providers, I think it's really important that you have a high ticket offer at the top of your offer pyramid. So I've talked about this offer pyramid before where, you know, the high ticket, sorry, Lena.
where the high ticket offer goes at the bottom and then your offers suite kind of comes down from that until the bottom of the pyramid. You've got your free offers that bring people into your world. And so today I really want to go into the reason I think it's incredibly important for you to have a high ticket offer. So let's get into it.
Gill Moakes (01:27.268)
So, okay, most of the coaches and course creators and consultants and service providers in general that I work with have three main goals. They want to bring about positive transformation for their clients in whatever way they serve them. Okay. The second thing is that they want to increase their own revenue to give themselves.
and their families and those they support and those they want to help the life they desire. That full fat version of their vision, right? And the other goal they have is to spend less time behind that laptop and more time with their families and their friends doing the stuff they actually want to do. I just asked you whether you had a good weekend. I hope you did. I hope you weren't working over the weekend. I hope you were absolutely doing
the fun stuff that is after all part of the reason that we work hard during the week, right?
So if you share those as your goals or if those goals are important to you, this episode really is for you because I want to talk to you about high ticket offers. And in particular, one thing I want to dive into is how we are told so often that working one -to -one with clients simply isn't scalable. You know, it's not good business strategy, et cetera. And the thing is,
It's partly true, right? There's one of you, you can only serve so many clients on a one -to -one basis, right?
Gill Moakes (03:15.172)
But here's the thing, if time with you on a one -to -one basis becomes so valuable that you can increase your price to a really elite premium level, then suddenly it's more scalable. It means that by serving this handful of precious one -to -one clients, but...
charging a premium price that reflects the premium service you offer straight away, that's increased revenue. I often urge my clients to start with their high ticket one -to -one offer. It often feels counterintuitive to them at first because it feels a bit scary to be starting off asking for a high fee. But you know what?
It actually makes your growth path ahead just so much easier. And there are a few reasons for that. First of all, your revenue can grow quickly with higher ticket offers, right? So when you begin to charge more for what you do, providing you add that value to your clients that makes that high ticket worthwhile, that's a non -negotiable, right?
I always say this to people, I can help you grow an outstanding business if you are an outstanding service provider. Okay. And that's, you know, that's a non -negotiable, that's a given. So charging more for what you do, it brings in a cash injection for your business and it does it quite quickly. You only need to secure a couple, a handful of high ticket clients to actually begin to have some.
revenue available to then be able to scale via more leveraged offers in your business. So you can begin to hire support, for example, maybe it's a virtual assistant, maybe it's a copywriter, maybe it's a podcast manager. You know, those are people that I have on my team. Maybe it's a social media manager, you know, whatever you need to help free up your time.
Gill Moakes (05:35.876)
to begin developing that next down offer. And that might be a group program, it might be a mastermind, it might be a membership, it might be a digital course. I think there's a lot of naysaying out there at the moment about what is and isn't selling. And the truth is that what doesn't and really won't ever sell is copycats, it's templated,
off the shelf offers that really are not innovative in any way. They're not bringing anything new to the party and they're not, and here's the main thing, they're not being delivered via messaging that absolutely resonates to your ideal clients, to the people you want to buy those offers. Okay. So if you.
I don't want you to listen to the naysayers. What I want you to do is to take ownership of creating something that is worth buying. Create something worth paying for. Right. So coming back to the point of starting with that top of the pyramid, that high ticket, possibly one to one offer so that you can get that cash injection to begin building out those lower ticket offers or the
And I'm not talking low ticket offers, but lower. So it could be that the next one down is a mastermind, which is still a high ticket offer. But it's still anything that leverages your time. So in other words, you are serving more than one person at a time, a group program, a course, whatever that is, is always going to be less expensive than trading your time for money. That's your most valuable offer.
It's also the most transformational offer for your clients. So this is the second reason that I really want you to make sure you still have a high ticket one -to -one offer at the top of your pyramid. Make it expensive by all means if that is the level of value that you deliver. But there is absolutely no doubt about it that working one -to -one with clients really does bring about a huge transformation.
Gill Moakes (07:57.732)
And it does that for two reasons. First of all, they're getting your undivided attention and they're getting a bespoke tailored experience that's meeting exactly what they need, right? Everything about that engagement is going to be shaped by them for them.
And the second reason is that when they've made a significant investment to work with you, you better be sure they are going to show up and they're going to do the work. And that means they're going to get the results. They're going to get transformational results. And you know what that means? That means you are going to get absolutely priceless case studies and testimonials, which really take your marketing content to a new level. And of course that.
trickles down, picture that pyramid as you build out your offer suite and you're coming down to the lower ticket. These outstanding testimonials that are coming from your high ticket offers are so valuable to really tell the people in your worlds and the people that you're targeting about you and about the results you get for your clients.
Another reason that having a high ticket one -to -one service will really help you is that it helps sell your lower priced offers. Okay. Clients who work with me know that I encourage, always encourage this pyramid model where you've got that premium one -to -one offer at the top. And then the price, that pricing of that one -to -one offer, it positions your mid tier
And when I say reasonably priced, of course, every single offer you create and put out there should be reasonably priced. And by reasonably, I mean that the price should reflect the value it delivers. So as long as you're delivering on that promise and the value matches the price tag, then you're going to be able to get a reasonable price.
Gill Moakes (10:05.7)
for anyone coming in and looking at the price of your group coaching program, maybe it's a signature course, maybe it's a mastermind group, maybe it's a, you know, some kind of element of done for you or done with you service, okay, it's gonna look and feel reasonable when they're comparing it to that one to one price.
And that's absolutely as it should be. This sounds like I'm, you know, straight in the obvious here. But the thing is, psychologically as well, we, it's really good to have this benchmarking built into your own offer suite. Because again, once you've positioned that mid tier of offers, the, you know, the group coaching, the masterminds, etc, then that in turn positions your, oh, that's easy for me to say, Lena.
That in turn, positions your base offers. So now we're starting to talk about things like your digital products, your evergreen courses, maybe it's your, it's more of a passive income offer that you want to create. Maybe it's your books. Those lower priced offers suddenly become positioned as no brainers.
Right? Because people are getting to know you as someone who creates value. And so they're trusting that you are being really transparent about different ways they can work with you. And they can trust that the pricing that you are putting against those offers is reflecting the value. And you're being very clear about what you do and don't offer.
in terms of those lower base offers. Here's the thing. I think this is really true that people love choices, but they want their options to be really transparent and limited to stop them from feeling overwhelmed. You know, we've all had that kind of decision paralysis, paralysis analysis, analysis paralysis. It's one of those anyway, you know what I mean.
Gill Moakes (12:29.988)
And I think limiting having this very distinct offer suite with your high ticket one to one offer at the top makes it very easy for clients to come in and depending on what level they're at in terms of the support they want from you, they're very easily, it's easy for them, sorry, to position themselves.
at the right place within that pyramid of offers.
Gill Moakes (13:07.684)
So fourth thing, fourth reason, I really want you to think about maintaining that high ticket one -to -one offer at the top of your pyramid is that when you work with clients deeply on a one -to -one basis, you get to really get under the skin of the problems and pain points that they have. And you really get crystal clear on what they want and what they need.
not always the same thing, right? You're getting firsthand knowledge of the language they use. You know, you're having these intimate longer conversations with them. You're really understanding the language they're using, the way they're feeling, what makes them feel insecure, what makes them feel excited. And all of that then feeds into improvements in your messaging. And you know, if you've listened to this podcast before, and if you haven't, welcome, but if you have,
You know that messaging, in my opinion, is the make or break of your business in terms of marketing what you do. So it absolutely feeds into great marketing messaging. It also feeds into building out those different offers, different services, because you can create new offers, new packages in response to what your clients are telling you that they...
have needed before, what they need in the future. That's the best client intel you can get is working once a month with a client, right?
I think there's always a bit of a blocker around high ticket offers. And, you know, almost everyone I talked to about this would tend to come up with their own little list of yeah, buts. You know, yeah, but my audience will never pay that. Or yeah, but I don't think I'm experienced enough to sell a 3000, 4000, 5000 pound service or.
Gill Moakes (15:16.128)
Yeah, but no one else in my industry is offering that. Or, oh yeah, this is a favorite one. I don't have time to waste on marketing an offer that won't sell. That's a really, you're wedged in the stuck zone on that one. You know, I mean, I could go on with all of the reasons that people come up.
with as to why a high ticket offer isn't for them and that they can only be comfortable selling at a lower price point. But here, this is the thing I want you to really hear and that is that the client who truly needs you, the transformation that you offer, they will pay to get the results. And if you can deliver those results, if you can deliver on your promises,
And if you can articulate your promise really well, then you can charge a premium price. Okay.
There's really no barrier to entry a particular, you know, thinking, obviously, I, I work with a lot of coaches and there's no barrier to entry to putting out a high ticket offer. You do it today. Open a Google doc and outline it. Number one, what's the transformation for your client to get crystal clear on the results they will see when they work with you one to one. Paint this really vivid picture of that transformation. Right. Number two.
What are the nuts and bolts of the offer? So how many calls will they get with you over what period? How long is each call? Can they email you in between? Can they WhatsApp you? You know, what are the rules of engagement? That's your number two on your Google Doc. And then number three, what's the price? And if you need help pricing your offer, reach out to me or go to my website, joelmoakes .com.
Gill Moakes (17:19.46)
And down, first of all, download the Fix Your Money Mindset ebook, because that's, that will absolutely be of use to you. But also you can book, well, you can, sorry, Lena, can you go just go back. Also, you can apply for a free breakthrough session with me and pricing can be a really good topic for us to go over in one of those calls. So do feel free to do that.
This is such an important topic. There's a few other episodes that I would probably just refer you to where I've talked about this, about high ticket clients. So episode six, and I'll put links to these in the show notes, but episode six of the podcast where I'm talking about the three mindset traps that make selling your high ticket offer hard for you.
Episode 45, which was around high ticket sales and why we're not in the business of convincing people. We did a throwback to that episode recently as well. And then episode 72, go back to that one. That's about a robust money mindset equals higher ticket clients. So that's that complete connection between your own money mindset and your ability to sell a high ticket offer and enroll high ticket clients.
Okay. I hope that's helped get you get some clarity around where a high ticket one -on -one coaching consulting, any other service offer sits in that offer pyramid and why it's really important that you have that so that you can build out a full offer suite that really serves your people where they are.
as they come into your world. Okay, well, that's all for this week. Very, very, very excitingly. Next week is our 100th birthday celebration on the Heads Together podcast. So I have a special episode lined up for you then with a big announcement to make as well about the podcast.
Gill Moakes (19:45.572)
This is really exciting and I am so looking forward to this. Okay, I will see you there next Monday for our 100th birthday party. See you then. Bye for now.
