Written by: Martyna Boss, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
December is one of the busiest times in business. Successful companies are planning for next year, which is the last moment for the most significant long-term investment. Yes, you are reading this right- that is one of the best times for you to attract and close high-ticket clients quickly.
This is why I created a step-by-step strategy to attract and close high-ticket clients for you so that you can start next year with consistent profit. Before we start, let's consider why high-value (high-ticket) offers are essential to your business.
It's great for starters because selling high-ticket offers works even with tiny audiences below 1000 followers.
Having that high-value offer positions you as an expert and someone who values knowledge and experience – that attract people who understand power or investing in themselves.
It's easy to scale a business because the cost of getting a new client is meager compared to the profit. That allows us to invest more in business and provide better client service.
High-ticket offers are mostly with 1:1 or small groups, so our clients get these unique, tailor-made solutions. The results are better, and we get better testimonials, which gives us more trust and credibility. In the long run, that business might run with zero ad budget and grow only from word-of-mouth. I called this the Boutique Business Model.
Operating costs and your time are much lower with a high-ticket offer strategy. If you have a course or membership, you might need a whole team to get it up and running correctly. With a high-ticket group masterclass, you might work with your clients only twice a month, and most of the work can be done by a small team.
We could continue with the benefitsof high-ticket offers, but today we want to focus on getting the first or next high-ticket client before Christmas. I hope you are ready for that, so let's dive in.
Prepare your schedule
You want to ensure that all the high-value content you produce will pop up in front of your ideal client's eyes. But who has time to post daily on hundreds of different platforms? Moreover, new trends and algorithms change faster than I can blink my eyes.
There is a simple strategy to manage your content. It's called content repurposing. All you have to do is produce at least four long-form and high-value pieces of content. It can be YouTube videos, blog articles, or podcast episodes. Once you have more experience, you can start producing more high-value content, but once a week is a minimum to keep your fans engaged. These three platforms are like evergreen machines that will help you get the proper visibility and show your expertise with minimum effort. Focus on something other than TikTok or Instagram as your primary platform. The problem is with a content life cycle. Unfortunately, providing content on this short-attentions platform is an endless content creation hamster-wheel for business owners. Instead, you can focus more on the quality of your leading platform and hire a content repurposing team. They will change these four pieces of content into 20 or more short-form content pieces and schedule on platforms like Instagram, TikTok, YouTube Shorts, etc.
Go on the stage
I know what you can think right now, but this is one of the fastest and easiest ways to pop up in front of your ideal clients. It can be a real or virtual stage – with the second one, no one has an excuse.
Almost everyone these days have access to the internet and social media platform. When I lived in San Francisco, a group of homeless people lived in tents. They have photovoltaic panels to charge their phones and access social media. You can show your expertise on Instagram lives, in different Facebook groups that allow guest speaking or become a guest on podcasts. Remember to look for options with a similar audience to yours- so you will pitch your offer to the right prospects.
Create a high-value offer
The following industry problem is that most people teach only marketing and sales techniques and love to repeat that your offer doesn't matter and that all our activities should focus on marketing strategies... So let's take a look at these two myths closer. First, selling one-to-many is a highly effective way to grow and scale your online business, but only when you build your audience. I mean an audience of ideal clients who follow you daily and buy almost everything from you. You have fans who trust you. But you can build trust over time with your consistent actions and through sharing your expertise. It will work for influencers and all more known online content creators. But, if you only have a few hundred people on your Instagram account and some colleagues from 9-5 on your LinkedIn account, that strategy will only bring you burnout and disappointment. The second industry killer is a mantra that your offer does not matter, only marketing and sales. Is that mean you can provide poor results services or products as long as you know how to market them properly? Don't go this way! Most people say these things and swear by them because marketing and sales are the ONLY skills they have. And this shortcut takes you nowhere. Business is all about relationships and providing value to others people's life. If your offer doesn't solve a real problem or make a fundamental transformation for others, any marketing strategies will not help. Instead, you will buy tons of courses from gurus who promise they know the"secret" strategies that no one does.
Use your email list
According to research by Litmus, for every $1 spent on email marketing, our return on investment will be $32. That is an impressive ROI and guidance, where we should spend our marketing budget too. You might be surprised, but if you have 5000-1000 prospects on your mailing list, you already have a six-figure business. Don't leave money on the table, and look at your mailing campaign statistic; which campaigns this year perform the best? Use this data to create a compelling campaign with a call-to-action to DM you or book a call with you or your sales team. Explain to your audience how many spots you have available for 2023, what results your existing clients got this year, and what your audience can expect from working with you.
Explain the process. With a proper email marketing strategy, you should have calendars and DMs fully booked. Pay attention to this powerful tool.
Use mail merge to follow up with qualified past leads
Your mailing list is where you are warming up your audience, but your CRM (Customer Relationship Management) is where you follow up and close your clients. If your business doesn't bring consistent clients, that's only because no one follows up with old prospects. Getting new clients is expensive - it costs you time and money. But once you have them on your prospect list, you have to care about all prospects who said no to your offer. So, naturally, all our attention goes to new clients, it's always exciting, but remember about the rest of your prospect list. Only because someone said no, it doesn't mean no forever. People who buy high-ticket offers treat this as an investment. They need to discuss this with family members, with business partners, check out your testimonials, and obviously competitors. But finally, they will make this decision. Guess where they will invest their hard-work-earn money? In someone who pitches them an offer once and disappears? Or maybe to this lovely person who once a week checks out how they are doing, how they feel, and shows them interest and attention?
If your prospect list is extensive, use the mail merge option to send hundreds or even thousands of emails with a personal touch. That option is available in most CRMs on the market.
The time before Christmas and New Year is outstanding for upselling existing clients and generating new high-ticket clients. So don't be afraid even to use cold emails or cold calls. People will appreciate you reaching out to them when they need your products or services.
Martyna Boss, Executive Contributor Brainz Magazine
Martyna Boss is an investor, serial entrepreneur, and business consultant with over 17 years of experience. She studied Management & Marketing with a specialty in Multimedia Design in Warsaw and is a Digital Marketing Expert certified by Google. Martyna is a creator of PreVision - an interactive 3D walkthrough solution for real estate; she has been running start-ups in IT, was a co-founder of the PC game, running a construction and renovation company, and negotiating contracts with investment funds in the US, Europe, and China. Martyna founded consulting and sales agency House of White Ravens LLC, which produces $100k+ monthly profit for each client. She loves traveling with her family, private mom of a toddler.
