We’ve talked about you, and we also know more about who you’re helping, and what they’re struggling with.
The key now is to build a bridge between those two things, to create an offer of help that resolves their issue in a delightful and powerful way.
Right away, we run into an issue: there’s a HUGE difference between what it includes, and how we present it.
If you create some cool offer and all you do is talk about what’s in it – videos, 1 on 1 calls, trainings, reviews, whatever else you include, then you won’t be able to sell many of them.
In fact, what you often need to say is just one tiny slice of what your offer accomplishes to get your foot in the door and catch someone’s attention.
So, first we’re going to talk about the best kind of offer to design at this stage of the game, and then we’re going to take about the best way to position and talk about that offer in front of people who might need your help.
Designing the Offer
🗂️ The kind of offer that is most powerful in the beginning of any new venture, especially while you’re trying to figure out whether people want what you’re offering or not, is what we call an “Easy-yes Mid-Ticket Offer”.
Let’s say you’re not convinced to start with Mid-Ticket. Let’s talk about some of the other kinds of offers you hear about out there and see what our other options are so we have some points of comparison.
You should never start with Low Ticket. You cannot make money with a $7 or $47 thing unless you already have a massive audience and you’re super well known. If you’re trying to get to $20,000 per month, that’s 2,858 sales of your $7 eBook or mini-course.
Low-Ticket is great (and I mean great) when you’ve got something else on the other side for them to purchase – but if all you have is a low ticket thing, it’s kind of like inviting a bunch of people over without cooking a meal or setting the table first. You didn’t really think this thing through all the way.
Now, most folks will tell you to swing the complete other direction and go for High Ticket – which can also be great in the right situation, but of course, also has its drawbacks…
Honestly, a High Ticket Offer needs a lot of variables to go right in order for it to be viable.
It is super high-touch by necessity – people are going to part with many thousands of dollars to work with you, so there HAS to be a phone call in order for there to be a sale. High Ticket Offers are also very complicated, they feel heavy to pick up and deliver (even at their most streamlined), and they can be a nightmare with the wrong client.
They’re also not very easy to say “yes” to. The stars have to align into a perfect 10 out of 10 for your prospect to even want it; and if you don’t know exactly what they want in their own words just yet, then a high-ticket option is going to be like playing the lottery – it’s a 1 in a million chance it works right the first time.
This is all to say nothing about the logistics. High Ticket offers should, by definition, only be available for a few people and they’d better be perfectly qualified or it’s going to be a bad time. And maybe most dangerous of all — if you depend upon a High Ticket thing for ALL of your revenue, then you don’t own a business… you have 3 bosses that can fire you at any time and destroy your income.
( In short, both high and low ticket are powerful, amazing, and definitely the right choice in certain scenarios… but they have some serious drawbacks that make them a good idea only after you’ve gotten to $10K / mo. in income. )
So what makes Mid-Ticket the best first step?
Few people are talking about this; I think it’s because they don’t want to give away their true secret.
I’ve been on the inside of several well-known high ticket coaching companies as an advisor and a consultant; and all of the most successful ones are still using a mid-ticket offer like this – and wish they had done so sooner!
Let’s break down what makes Mid-Ticket the best first step.
- They are stupid simple to create. It involves you spending a few hours of your time directly helping your client solve a simple, easily defined, pressing problem. You’re taking them from A to B, not A to Z.
- You can quickly test them. If you have an idea of what you want to deliver in your 2-hour session or 7-day sprint, you can ask people what they think of it.
- Most people don’t want to buy their own plumbing equipment (low ticket), AND they don’t want to become a plumber or get all of the plumber’s expertise, or have them re-do all the plumbing in their house (high ticket) – they just have a leak they need fixing and they’re willing to pay someone to come solve the problem (mid-ticket).
- They create Ideal Clients for your High Ticket Offers. If your prospects all need to do something first before they’re ready for your High Ticket Offers, why not get paid helping them get those problems solved so they can become a perfect fit for your other stuff?
- They’re much simpler to sell than either Low Ticket or High Ticket.
- Low Ticket needs a big, fancy, complicated funnel and checkout page experience with super-fast load times, conversion-optimized designs, and phenomenal branding.
- High Ticket requires either a webinar or other major training, and then usually a phone call sales process (and follow-up if you don’t close them on the first call, which is a job unto itself.)
- Mid-Ticket just requires a conversation (either through phone or Messenger) with somebody who needs help from an expert to solve a big problem.
Here’s the best part:
A $1,500 Offer with a plug-’n’-play framework that leads to a specific, cool outcome can completely replace your free “strategy sessions” while leading to a $6K or even $12K offer after the engagement is done.
🗂️ In short, the Mid-Ticket offer is:
- a client-centric application of your skills and abilities
- designed to solve a single, high-stakes problem
- for the most empowered and motivated subset of your market
- that is ready to get help right now, today.
- and simply needs to have a basic conversation with you to see if you’re legitimate.
Until you’re consistently past $10,000 / mo, this is almost all of what you should be selling.