Are you ready to increase your big ticket sales without having to work 24/7, bug friends and family, or feel like a pushy salesperson? Mastering your big ticket sales is the simplest way to increase your total dollars sold each month.
Last week I blogged about How to Get to 6 Figures FAST in your business, and one of my strategies was to have a high end offer.
Once you have a high end offer, the next step is knowing how to close the big ticket sales.
What is a big ticket sale?
A Big ticket sales is a product or service that is high end for your industry. Big ticket sales vary in price point by industry. If you are selling cosmetics, a big ticket sale could be $300. If you are selling software, a big ticket sales could be $150,000. So look at your industry and your product lineup and determine what is the big ticket product you want to focus on selling.
- Seed the offer from the very beginning– When you meet a new prospect, start planting verbal seeds about the services you offer. Saying things like, “That’s something we work on in my mastermind group…” Or “I just got back from doing a VIP day with one of my new health coaching clients…” Just drop little hints so that the idea of working with you is already swimming around their brains.
- Sell big ticket in a high touch environment- We would all love to sell $25K mentoring programs online without ever having to talk to a prospect. But that’s just not the way this game works. If you want to close big ticket sales, you need to have conversations with a real human! Think live events, phone calls, in person meetings etc. Watch this week’s Youtube Video for more on this.
- Get rid of the objections early- Objections are a normal part of the sales process. And your clients almost always have the same objections. So bring them up early on in the conversation, so by the time you are ready to offer, they are no longer an issue.
- Put your emphasis on benefits and results- Sometimes when we are trying to close big ticket sales, we make a long list of everything they get. It feels overwhelming, and sounds like a lot of work on the consumers part. What they really want is to know how it will benefit them, and what results they can get because of using your product.
- Make sure your deliverables are clear– That’s not to say that you can skip over the deliverables all together. Everyone is skeptical when they hear a list of benefits, but no explanation of HOW this product or service is going to change your life. We need a balance. Make sure your deliverables are clear, to the point, and as streamlined as possible.
- Create an irresistible offer– The way you position your offer makes a big impact on the deals you close. Make sure you position the value so that your deal feels like a steal.
- Limitation on your CTA– So many people miss this step! And you need it. Without a limitation, you’re clients will have no reason to buy now, vs a year from now. I’m not talking about those sleazy high pressure offers where you have to act now, or it will never be available again. I’m talking about a reason why they would want to say yes now vs later. It could be a limiter on time (This offer is available for 24 hours), price (If you choose in, you can get an x% discount,) or availability, (I only have openings for 15 people.) Make sure your limitations are true and that there is a purpose behind them.
Increasing your big ticket sales is one of the best ways to make more, and not have to spend so much time working. A 6 figure a year business with a 10K product, is only 10 clients. Focus on high end so you can get to your goals faster.
