What Is High Ticket Sales?
High Ticket Sales are defined by price, and in most cases a “high ticket sale” is defined as a sale of any product or service that costs $1,000 or more.
To truly define what high ticket sales is, all you have to do is look at the top tier pricing of products and services in any niche.
So, if you sell custom made baseball bats, and the highest pricing in the marketplace for a competitor of yours is $2000, then they set the standard for what “high ticket” means in your industry.
While high ticket items may be infrequent in comparison to low-ticket items, they represent a significant opportunity for revenue growth for any business, entrepreneur or affiliate marketer.
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High Ticket Sales Allow You To Sell Less And Earn More
Let’s take a look at this example.
If you sell 500 low-ticket items at $20 each and 10 high-ticket items at $1000 each, your total revenue from sales will be $10,000 either way.
But as in the second example you had to sell way less items to arrive at $10,000 in sales.
10 items versus 500 is a huge difference and the requirement of way less customers to arrive at the same revenue.
High Ticket Sales VS Low Ticket Sales
There really is not much of a difference between them, except for how much you make per sale.
And that’s the biggest misconception that most entrepreneurs and businesses can not wrap their head around.
One of the biggest reasons why high ticket sales isn’t much different from normal or low ticket sales, is because the same sales and marketing fundamentals apply no matter what you’re selling – and no matter what price point you’re selling it at.
The biggest difference with high-ticket sales is your making way more money with less customers, and when you get the marketing right, your business should have an increased bottom line with less expenses.
Some will question… “If I charge more, won’t less people buy?”
Let’s take a look from a sales perspective by asking different questions.
What type of customers do you want to attract to your business?
Often business owners are focusing on getting more customers, instead of getting high quality customers.
When you focus on getting higher paying quality customers, you will drastically increase your customer retention.
Why does this happen in high ticket sales and why is it important to understand?
There is a well known fact in sales, that it takes multiple times more money to acquire a new customer, than it does to retain an old one.
Therefore, by getting smaller amounts of high ticket customers .vs. larger amounts of low ticket customers, you’re going to make more profit.
The reason for this is that high ticket customers usually retain for longer.
Higher customer retention at a higher profit margin beats out low quality / low paying customers who aren’t loyal.
Here is an example of this:
The average McDonald’s restaurant takes in around $2.7 million a year in sales.
The average McDonald franchise owners only pull in an estimated yearly profit of roughly $150,000.
A profit of only $150,000 after $2.7 million in sales isn’t even 6 percent, but after food cost, building cost, supplies, crew payroll, and about a dozen other costs handed down by corporate, that’s what franchises are left with.
How much does a McDonald franchise cost to get started?
The initial investment is between $1 million and $2.2 million.
We know bloggers and affiliate marketers who profit $150,000 or more MONTHLY.
The Bottom Line: High Ticket Beats Out Low Ticket
Well it is pretty straight forward, McDonald’s is very low ticket, and extremely low profit margins, with tons of customer acquisition cost.
It will take The average McDonald’s franchise owner about 14 years just to cover their initial investment of getting started not to mention any ongoing costs!
Yet, you can start a blog or get into affiliate marketing for about $1000 bucks, and choose to sell both low and high ticket items that have way higher profit margins and make more money than a McDonald’s franchise owner.
This is the power of high ticket sales.
Disclaimer: Now there is no guarantee of success or that you will earn $150,000 monthly like some very successful bloggers and affiliate marketers do, but there are no guarantees of success with a McDonald’s franchise either, thousands have failed and closed, and they had over a million dollars on the line.
The whole point of showing these extreme examples, is to show how an entrepreneur or business can make a whole lot more money with higher ticket sales.
And how a franchise owner even with a company like McDonald’s really does not make as much money as most people might think because their all low ticket sales, and low profit margins.
Think about how many people go into a McDonald’s restaurant every single day, yet the franchisee can make so little money in comparison.
A Deeper Look Into High Ticket Sales
How you differentiate your business when selling high ticket, is in the quality, value and experience you are providing with your products or services.
A customer might pay more, but over all the quality will be much higher and or the product or service you are selling might solve a bigger problem for the customer, and is worth more to them, hence you can charge a higher price.
Why some sales consultants may charge $10,000 a month and some may charge $10,000 an hour or more!
The perception of you, the company, and the product or service being offered and the value it holds or problems it solves for the customer.
(Just like how Nike’s Jordan’s cost 5x-100X of what Walmart shoes cost)
High ticket sales have many benefits including higher profit margins, increased customer retention, and being able to offer a higher level of customer service.
Why Do High Ticket Sales?
Whether you’re getting organic traffic or using paid ads, with high ticket sales it enables you to have an extremely high ROI.
Think about the numbers alone needed if you wanted to make $100,000 a month.
You would have to sell, 1,000 – $100 products in order to get there.
Now imagine… If you’re selling something for $1000 or $10,000.
At $1000 it would only take 100 people to buy your product and even easier yet, at $10,000 it would only take 10 people to hit your goal.
So high ticket sales are truly the secret to unlocking next level ROI for any business, ad campaign, affiliate marketer, or solo-preneur.
However, in your following and business you WILL have a lot of people who can’t afford the higher ticket side of things.
So of course, you will still want some lower ticket products and services to offer them as well.
This will ensure you are able to see the highest profit possible by having low, medium, and high ticket products and services available.
You don’t need to be a sales professional to get started or do better.
Anyone can learn, how to do high ticket sales for beginners and experts alike.
Pop your details below and we can offer you guidance to high ticket sales success!
What Is High Ticket Closing?
So ‘high ticket’ refers to the price as we explained in the beginning of this article. It’s a high-priced or high perceived value item.
Closing is an old real estate term that is still used today, and refers to the process of making a sale.
So very simply, High Ticket Closing is the finalization of a purchase of a high price and high perceived value item.
What Is A High Ticket Closer?
A High Ticket Closer is someone who is responsible for facilitating a purchasing decision for a higher priced item.
Someone who has conversations with potential buyers, asks questions, organizes information, and makes sure that the purchase is the right decision for the end consumer.
A high ticket closer helps the consumer in making their purchase, that’s it. It’s really not that confusing.
In the most basic terms, if you can listen and you can speak, you can do high ticket closing.
High Ticket Sales For Beginners
When it comes to selling high-ticket items, many people are intimidated by the thought of doing it.
However, with the right tools and knowledge, anyone can succeed in selling high-ticket items, including beginners.
So if you do not have your own high ticket products or services already, your first step is to research and find high ticket affiliate programs that you can join, and are well suited for beginners.
As not all high ticket affiliate programs except beginners with no marketing experience.
If you have no marketing experience, we suggest joining a program such as the Home Business Academy which will teach you the fundamentals of online marketing.
They also have a higher ticket affiliate program you can participate in that pays out 80% commissions. Plus a complete sales funnel builder you can use to create any type of sales pages you wish.
You can make sales from a low end of $20 per sale on up to $800 per sale.
We’ve found that by following the right sales and marketing strategies, anyone will be able to sell high ticket products and services efficiently.
How To Make High Ticket Sales?
This can depend on the price of the product and service you are trying to sell.
Often it’s been found and proven that you can sell just about any product or service without needing human interaction (calls, zoom calls, live video, messaging) if the price of the product is below $2,000.
So if you’re offering a high ticket product or service below $2,000, you in most cases can run a good lead funnel to what you’re offering.
You may use a low or medium priced item as the lead in for higher ticket.
Something that goes along with or compliments the first offer.
This is known as an upsell, when you get this right you can increase your bottom line by leaps and bounds.
You test your marketing funnel process until you get it right.
A good CRM & funnel builder will aid you well in this process. We have also used live and pre-recorded webinars for high ticket sales of up to 3k.
However, if you’re charging anywhere above $3,000 – it’s highly recommended for your high ticket sales process to have some human interaction in it, and to use a pre-qualifying process before the human interaction begins, such as using an application or form for your leads to fill out ahead of time.
This would then tell you if the lead is qualified for you to spend more time with in person, on the phone, or in a live zoom call, etc.
The High Ticket Sales Process
You have an opt-in page (Lead capture page) that gathers the prospects information so you can follow up with them via your autoresponder or CRM and direct them through the rest of the sales process.
Your first sales page would then have a low or medium priced item as the lead in for higher ticket.
If they purchase, they would then be taken to your upsell (if below $2000) that is related to the first product or services they bought.
If over $2000 they would be taken instead to your form or application page specifying your upsell offer, and if they are interested they would fill it out and submit it, so you can decide based on the information they provide you with, if you should spend more time with them on a call or live meeting.
You could also as an option send them from the form after they submit it to another page, where they can book a call on your calendar to see if they are a fit for the product or service you’re offering them. (VSL sale page / Book a call page)
From there, of course you meet with your customer at the designated day and time and start the conversation… (and close the high ticket sale)
Getting On A Call To Close A Customer
Once you have the prospect or potential client on the phone, it’s your time to shine and close the sale.
Your job during your high ticket sales conversations is to do these few things:
- Ask questions so you better understand their needs and wants.
- Ask clarifying questions to dive deeper into what they truly desire.
- Relate / demo / illustrate how and why you are able to solve those problems or give them the solutions they need.
- Give the pitch and close the clients on why you and your solutions are the single and best product or service they can purchase.
- Ask if they’ll be paying with a credit card or Paypal.
Selling on the phone shouldn’t be “selling” per say.
Selling high ticket products and services should be like having a conversation with a friend.
You’re going to hear from many “gurus” and “master sellers” that you have to say the right things, at the right times, otherwise you’ll lose the client.
This is entirely false. What will determine whether or not you lose a client, is if the client believes or doesn’t believe you actually care about them.
Your client needs to know without a doubt that you have the solutions to their problem, or will give them the results they desire.
If they do not believe this, they will not buy, plain and simple. Learn to build rapport and trust quickly with your customers.
Always make sure to listen and hear clearly what your client is wanting or needing.
A client can talk themselves into buying, if you do all of the talking they are not buying.
Your clients and customers are the people you depend on to purchase your goods and pay for your services.
Without them, your business would quickly collapse.
In short, the success of your business depends on having good rapport and listening to what your client wants and needs.
I once sold for Frank Kern. In fact, at the time I was the #1 salesperson Frank Kern had, out of 6 sales people on his team.
And the #1 sole reason on WHY I was able to outsell everyone on the sales team.
Is because I was genuine, actually cared, and showed how I cared to our clients.
I listened and identified what they wanted.
Why does this work?
It’s the #1 sales factor in all business.
Why People Buy Into High Ticket Sales
“People don’t buy products and services, people buy people” – Jon Weberg
Yes, of course you’ll find that people do buy what they need and want.
They buy food, toilet paper, brands, and from companies all the time out of whim. But almost ALWAYS…
A #1 brand in their mind that they’ve built a connection with over and over again and whom they NEVER will sway to the competition for.
That #1 brand, company, or product – in some way built an actual connection to the person and what they desire / and don’t want as well.
People buy feelings. People buy real. People buy genuine.
And most importantly, people STICK to these things. They abandon what doesn’t serve them well.
How To Sell High Ticket Products And Services
You’ll need in total the following in order to sell well with any high ticket product or service.
- A high ticket sales process / funnel – for your leads to go through
- A zoom call / phone call / direct 1 on 1 human connection and communication – with the lead
- A general process or template for questions and idea you’ll walk through live with the client – done with the lead
- A good heart, and mind that cares for people.
Other then that, we hope you enjoyed this article on “High Ticket Sales” and that the information we have provided to you will help you include high ticket sales into your marketing strategy so you can have a more profitable business.
If you have any questions, don’t hesitate to post them in the comments section below or just say hello.
With our kindest regards,
Is selling software or SaaS a good high ticket sales business?
Yes, you can earn a great living through selling high-ticket products such as software.
When I’m selling high-ticket items, do I have to do it on the phone?
No, you can be a person closing high ticket in person, on a video call, through text, webinars and other messaging.
Should I give my prospect a checkout page to close them?
Yes, you need to close all prospects immediately via sending them to a checkout page of some kind. This way you can immediately tell when a purchase has, or hasn’t been made.
High ticket is done right in intimate situations, so keep them on the call or live meeting until they have finished paying.
You do not have a close until they pay.
Make sure you always charge the original ticket price for anything you’re selling, even if your customer thinks it’s to high.
Solid video Jon.. brother Richard simply wow.
We need to connect and discuss Groove 🙂
Peace from Nairai Beach ⛱️ Thailand.
Hey Thanks Dom really appreciate your feedback brother, means alot, will hit you up on skype soon my friend.
I know that talking to prospects is important but not my cup of tea if you know what I mean, do you have a program you recommend for beginners to make money online and doesn’t require talking to prospects?
Yes, we recommend for you to learn email marketing my friend, click here and you will be taken to a page, where you can sign up for an email marketing challenge. You will learn email marketing and how to start marketing and promoting online. This is a great place for you to start as a beginner.
In the 7 day challenge What would I be promoting or selling?
You would be learning how to sell through building an email list. As you build your email list, you can choose to sell multiple products and services my friend. You will learn how, which is the most important thing.