275 – Shatter Limits, Increase Revenue: The High Ticket Offer Blueprint

Karen Yankovich 0:10
Hello there, and welcome to the good girls get rich podcast. I’m your host, Karen Yankovich. And this week on the show, we are talking about one of my favorite topics, and that is high ticket offers. And really what we’re talking about is why I think high ticket offers is the answer to creating that transition from wherever you are now to wherever you’re looking to be, in the next three months, six months, 12 months, sometimes you’re leaving corporate, looking to build out a consulting business, sometimes that transition is just a new income level, right? And so often, we’ve got this feeling that we are, you know, full of impostor syndrome, I’ve never did this before. So we underprice ourselves, or we think we need to sell these like Final or things. It is so not the answer. And it is what is keeping us stuck. So I’m excited today to be diving in with you with one of my favorite topics here. So we’re gonna talk a little bit about why I think this is so important. And of course, I’m going to give you lots of tips that you can implement as quickly as you like. So, you know, here’s the thing, I get it, I’ve been there. You know, I remember, well, I will say this, when I first started this, I’m gonna say this version of my business, but it’s really not even it wasn’t this we weren’t doing than what we’re doing. Now. When I first started online marketing, let’s say that I still had a corporate job. So I was paying people to do some of the work, right, like I wasn’t able to do the work, I was running an agency and I needed to pay people to execute the work because I was working full time. So I would get the clients, I would do the strategy, and somebody would do the execution. And you know, always committed to having the best there is right, so I was paying people well. So in order to do that my prices started out pretty high, we were charging as an agency $1,000 per month per platform, way back in like 2010 to manage social media, because because I wanted I knew that we needed to be able to do a good job. And it wasn’t just so that I could have a ton of money in bank, you know, I mean, of course, I’m a for profit business. So there’s nothing wrong with a lot of profit. But at the same time, it really wasn’t as much about that as it was about being able to deliver at the level that I wanted to deliver it. So I kind of started this in this place where I had to create like kind of higher ticket offers, in order to be able to just have any profit at all. But I also had many, many years where I was just saying, oh, we need to you know that this $50 thing is $100 thing. And, you know, I think that that is absolutely what keeps us down. So I want to talk for let’s talk a little bit about what I think a high ticket offer is, okay, a high ticket offer is not overpricing something, right. It’s creating a big, fat, juicy offer that allows you to be able to over deliver, but also brings in enough cash to you so that you can start to fund your next chapter. Okay, if you’re doing this, and you are, you know, charging $50 or $100, you know, it’s gonna take you forever to make that jump. i It doesn’t have to if you get this piece, right. And that’s why I’m here to help you with today. So an example is, you know, I think I’ve talked about this on the show before, but it’s it bears repeating. There was a networking event that I went to, maybe about a year ago now. And I love this group. And it was just, it was all women. And as they went around the room, there’s gonna be 20 people in the room. And I was kind of on the kind of on the tail end of the 20 people as they went around the room. And when they went around the room and they asked everybody like, what is it that you want to get out of this networking meeting, you’re at a networking meeting to grow your business, okay. They asked everybody what you wanted to get out of this networking meeting. And every single person said, Well, I’m a coach, I’d like client, you know, I’m a CPA, I like client, I, you know, I sell widgets, I’d love somebody that can buy a widget. And when it got to me, I was like, Y’all are killing me. Because I of course, if you sell beautiful widgets, you should sell a widget. But the mindset in this room is everybody’s like, I need a sale of a widget. What if we flip that? And a hot look at that from a high ticket offer perspective? And say I sell widgets. I’m looking for somebody that wants to put my widgets in their chain of stores, right? So who do you know that might want to buy 10,000 of my widgets? That’s what I want you to think about. It’s not that I don’t want you to sell widgets, right? So this is crucial for scaling your business. It is crucial for achieving your financial goals even faster, because you know how long it’s going to take you to have to achieve your financial trickles to be the wealthy woman of influence that I want you to be selling one pen at a time, right one widget at a time it’s going to take forever. So we need to understand that there’s a lot of different ways we can look at this high ticket offer thing. And it’s not necessarily just about overcharging. Right. So it’s really about, like, I think about my client, Claire, who I adored Claire, and I remember this conversation so distinctly and I talked about this still. And that was a couple years ago now. You know, she was in our she’s linked up accelerator program. And on the very first thing we do in that program is I get on the phone with you. And this is my favorite thing to do. And we just brainstorm what your high ticket offer is, right? So Claire’s, like I, she left corporate, she wanted to do leadership, consulting in corporations. So she’s like, I know, I’m thinking it’s about a $5,000 thing, but I’m thinking you’re gonna want it to be a $10,000 thing. So let’s just call it a $10,000 thing. I’m like, Alright, cool. So we spent the time creating her $10,000 thing. And at the end, I said to her, Well, let me ask you something, Claire, what would happen if it was a $20,000? thing? And she, her eyes lit up, and she went like, well, oh, my gosh, then I could go on site, once a month, I could go, I could do assessments for everybody in the department, when she started rattling off all these other things she’d be able to do. If it was a $20,000 engagement, instead of a $10,000 engagement. She didn’t say, Oh, well, then I got an extra $10,000 in profit, right? So this is what I want for you, I want you to think about if you had a 5000 or 10,000, or $20,000 offer, what amazing, beautiful things would you be able to do with an investment level like that? So where do we start? Right, the first thing you have to do is you have to start to think about what your value is, right? What is the transformation that happens on the other side of the work people deal with you. Okay, it’s not about all the features and benefits, it’s about the transformation that happens on the other side of the work people do with you in my shoes linked up accelerator program, the transformation is, we want you to know how to how to create market and land a contract for your high ticket offers using LinkedIn and PR strategies, right? Once you learn this system, we want you to do it once. Once you learn this system, now you can do it over and over and over and over and over. So it isn’t about and you get a weekly call, and you get a call with Karen and his group this and blah, blah, it’s not about that. It’s about you having the ability to create to to to land contracts for your high ticket offers, right? So that’s the first thing you have to do is identify what’s that value, what’s that transformation you want people to have on the other side of the work they do with you, then you have to take then you have to now you have to kind of package your offer, right. And you know, I just had a call ally, if you’re listening, I just had a call with a student in our program. And we were talking about packaging your offers. And we were saying how, you know, the tide changes in the online marketing world, right, there was a time where big long sales pages were a thing, right. And then there was a time that nobody even wanted to look at your sales page or your website, they just want to talk to you or they just wanted to, you know, like, get what you have. And I think it’s coming down to now it’s coming kind of back around to, you know, having maybe a couple different offers being able to customize them. But you want to have you want to create irresistible high ticket packages, that speaks directly to the needs and the desires of the clients that are looking for the transformation that we just identified in the last couple sentences that I was telling you about. Right? So you want to think about how you can package these and I am a firm believer that everybody needs to have a VIP day offer. Everybody needs to have a VIP day offer. You’ll be surprised I think about de who is on our team, but also has a business of her own. And she went through our program and she you know, I’m like create a VIP day offer. And she had a call with somebody and she talked to them about it. She actually did was on the podcast a couple weeks ago. So we’ll link to it in the show notes. We talked about it there. She you know had a conversation with somebody but because she shouldn’t have this offer before. Now she had this offer. And she said well, here’s what I can do. And he said, Okay, where do I sign? Right? So the beautiful thing about that is you can customize it, you don’t need all like kinds of lead magnets and trip wires and funnels and all that stuff. It’s just a matter of having that offer. Right? So as you’re packaging your offer, make sure that you have something that’s simple and powerful and, and profitable for you. Right? People will also pay for fast results. I get if you’re like a weight loss coach, you can say and we’re gonna meet on Saturday and by four o’clock you’re gonna have lost 25 pounds, right? I get that with some of the services that some of you guys that might be listening to have. You can’t promise fast results, but you can. There’s probably a lot you could do to jumpstart right and that’s what I want you to think about when you’re packaging your offer. People will pay for faster results. If you say to them, Listen, it’s a three month package. But one option is it’s a three month package for $5,000. Right, but one option might be to front load it with like a VIP day. And what that does is takes my $5,000 offer becomes $8,000. But But what’s gonna happen is we’re in one day, we’re gonna do what it normally takes us a full month to do. And then when we jump into the three months, we’re already a month ahead, people will pay for that we live in a world where everybody wants things to happen yesterday, right? So think about these kinds of things as your packaging your offer, and then think about how you’re going to price these things, right? How are you going to price this, you want to think about, you know, a little bit of psychology of pricing, but it really is less about that and more about understanding that people value what they pay for. Right? You know, we, I can tell you that I have personal experience with, the higher the price point, the better the customer. And the lower price point things are the ones that give me the biggest freaking headache, you know, so you want to make sure like, don’t be afraid to create 5000 or $10,000 $50,000 offers, think about like, I’d like you to kind of take your offer and whatever you think it is now. And again, do it with I did with Claire, just double that. Double that and then you don’t you’re just this is just an exercise, right? It’s just you and maybe some a whiteboard or some post it notes, right? Think about what you could offer if you doubled it. And that’s the juicy offer I want you to do. You know, I actually had this conversation I was if you’re listening with somebody that I went to high school with that is a yoga teacher. And she was like, What can a high ticket offer be, and I’m like, You know what, here’s I have a high ticket offer could be, there’s a lot of women that are busy, you know, and we’re not getting any younger. And I can tell you like from my perspective, you know, as I get older, I’ve got carpal tunnel down dog hurts my wrists and blah, blah, all the excuses, right? If you create, if you custom design, if we just can spend a day with me spend a day with me create a couple of different sequences of yoga poses specifically designed for me that I could rotate through, maybe also build in a massage or build in, you know, some essential oil blends that you think I should use while I’m doing these poses helped me create a schedule for this, do something to hold me accountable for this, right? But spend a beautiful, juicy day with me to create this package. People will pay for that people will pay for that. Because they’re not going to yoga classes because they feel intimidated. Even if they’re not feeling intimidated. They just feel like Oh, everybody, there’s can do more than I can do. I don’t want to do it. It’s It’s just frustrating. So I don’t go. Right. So what if you did that? And then what if you held them accountable? Maybe you even do a virtual class a week with them to keep them on track, right? There’s so many things you can do with high ticket offer, no matter what it is that you that you offer. Okay, so the next thing you need to do is you need to market and sell this baby, right? So you need to think about who’s your target audience? Who’s your target audience? You know, I’m thinking of another person I’m working with right now who’s like, all right, I think there’s people that apply this I do I do. There’s people, her audience is women. She lives in an area of the country where women, some of the women that have money, and what they will pay for what she does. And the beautiful thing about the high ticket offer, like going back to my client, Claire, which went from 5000 to 10,000 20,000. If her goal is to if her income goal is a quarter million dollars a year, she only has to sell one of those a month, right? So it’s not like you need to find 10 of these people. If you’ve got a $20,000 offer and you want a quarter million dollars, you’re you just need to find one a month. And I promise you, there is a market for that. Right? There’s a market for that. Obviously, I think LinkedIn and PR strategies is where we make that happen. The reason that we incorporate PR is because as you are especially if you this next chapter looks different than your last chapters, you might not have the testimonials, you might not have the credibility that goes along with somebody wanting to give you their credit card for $10,000. So having being featured in newspapers and magazines and interviewed on podcasts and things like that, you borrow the credibility of the of the publication, and that helps give you that credibility. So that you are people will see you as worthy of their investment. Right. So that’s exactly what we teach in our she’s linked up accelerator program. We have a self mastery version of this as well now, and we teach you the marketing strategies to magnetize. Right. It’s not LinkedIn. It’s not LinkedIn strategies where it’s like spam your network like that is never anything you’re gonna hear from me. It’s a magnetic strategy that attracts those people to you. Right, and helps you effectively market this so that you’ve got the exact right people landing in your lap, landing in your lap. And then of course, you have to have sales conversations about this very rarely is somebody throwing you their credit Call for 20 grand without a sales conversation, right? So there’s a sales conversation that needs to happen to go along with to get that contract signed, right to get that contract signed. So you want to have high value sales conversation. And this is that these are the kinds of things that lead to those conversions in those contracts, without feeling salesy without any, like sales tactics, or anything like that. It’s truly just about having a conversation, to see if it’s a fit, and to custom design, something that’s going to help them get that transformation that we talked about earlier, so that they, you know, they’re achieving the goals that they want to achieve, and you’re there to guide them and help them. When you’re doing this. Can you see now how when you do this, you’re starting to, you’re showing up at a higher level, and you can more quickly achieve your financial goals, which will more quickly get you out of wherever you are now and into wherever you want to be. You see how this can happen with a high ticket offer, it is the key to doing this. Without this, it’s so much harder, and it takes not even twice as long, maybe 10 times as long. Alright, so here’s the thing is we’re doing this right. I’m sitting here saying, and you’ve never done this before, and I want you to sell this for $10,000. Right, and you’re probably thinking, you’ve lost your mind, Karen, how

do I do that? A lot of it is up here. A lot of it is up here. We have impostor syndrome, the most common hurdles are thinking that we are not worthy of it. And I know you were not born yesterday, you’re probably not a college graduate just just recently graduated college and listening to the show. Most of the people that watch the show are people that have been around for a while and have a skill, right? All we’re doing is reimagining that skill for the next chapter with some higher ticket offers, so you can more quickly get to those income levels, right? So there’s mindset shifts that have to happen. And you know, all the work that I do all the work that I do in our she’s linked up accelerator program, there’s a big mindset component, we kick off every single week, we start the week off on Mondays with a mindset Monday call where we’re working to shift your mindset a little bit, so that you’re stepping into this new chapter confidently and like the CEO, and feeling really good about yourself, if you’ve taken our quiz or assessment, if you go to Karen yankovich.com. All over the website is linked to the assessment, the LinkedIn quiz, one of the things you’ll get with your results is an empowerment visualization. I want you to feel empowered, that’s how you step into this new chapter with this empowered feeling. And it comes from those visualizations, well, the visualizations help you with that, like shift your energy, and shift your vibe into the place that’s going to help you have the kind of success is there for you. Right. But most of our blocks are here, 100% there, most of them are here. So just know that you do not have to do this yourself, right? Whether you want to talk whether we want our help, or whether you’ve got help from somebody else, maybe you’ve got some mastermind people or some entrepreneur friends that you work with, don’t do this alone, don’t do this alone, get support, and get support from people that understand it. Right. Like sometimes, you know, our friends or our family, they love us, and they want the best for us. But they don’t get it when we say our seven figure businesses in our future. They’re like, what? Right? Like they don’t understand it. You need to surround yourself with the kinds of people that understand your big goals and have the same big goals. Right? And that’s how you start to shift this and again, nobody I mean, I can’t think of a single person. I mean, I’m trying to think of it right now. Right? So it’s probably wouldn’t come to me that quickly anyway. But I can’t think of a single person that I can think of that has the kind of success that I want for my business in my life that does it alone, it does it without a coach or does it without a team, right? You need support, you need support. And this is this mindset. And this this people around you are the ones that are going to be like, yes, you can do this, you can do this, you can have these $5,000 sales, these $10,000 sales, these $20,000 sales, you can do this. Okay, like I said, it’s the very first thing we do when I start to work with you, on any level is create your high ticket offer. Because that, to me that the work you do on LinkedIn is not designed to get people to buy one pen at a time, the work that we that the strategies that we teach, are designed to help you land the big fat juicy clients. Right? So let’s just recap this for a second here. First of all, just remember that that if you’re next if you want your next chapter to look different than your last chapter, then we have to do something differently. Right. So I believe that the fastest way to do that is high ticket offers. Right and high ticket offer. Ken is not just about raising your prices, although it could be. I want you to double the highest price thing you have. And just think about how amazed saying you could make that offer if you had all that extra budget to do that. And remember that you don’t have to have as many sales and contracts in a month to hit your income goals, if you have those higher ticket offers. And the best part of all of this, when you have that extra cash coming in, you can pay people to do all the crazy things you think you should be doing changes to your website, 60,000 social media posts, right, all the things sending out your emails every week, right? You can pay people to do that, if you start thinking, like, I like to call it flipping the funnel, thinking about the biggest ticket opportunities first and then paying people to help you build your audience so that you can sell some of the lower ticket stuff, right. So you have to you have to craft your offer, you have to get clear on you know, what your value is how you’re going to package it, what the price is going to be. And then you have to market and sell it right, you have to market it and sell it again, I know this can happen for you. It happens for all of our students in our choosing depth accelerator program, and it can happen for you. But you have to shift your mindset to be open to this and to allow for this to come into your world. Does that make sense? I hope that that makes sense. Because honestly, it like I said it is one of my most favorite topics to talk about. It is my favorite thing to do. As a matter of fact, whenever I talk to my team, and we’re making changes to the program, whatever they’re like, oh, no, you have to do that call because that and we’re always driving our students back to listen to the replay of that call. Because because it helps you remember what’s possible. Right? It helps you remember what’s possible. So if you want to know what it looks like to get some help with your high ticket offer, best way to do that is grab a spot on our calendar at Karen yankovich.com/call. These are calls that we just were there to support you, right? I mean, our community starts with this with you listening to the show, right? If you want to know what it looks like to get some help or have a spot on our calendar, these calls are not there. They’re just truly getting to know you getting to know your goals. And then if it’s something we think we can help you with, we’ll tell you what that looks like. But we are truly looking for perfect fits. And if you’re a perfect fit, we’ll tell you that, right. If we don’t think you’re a perfect fit, we’re still gonna give you a ton of value, we’re still gonna give you lots of things that you can do to take action on. But at the end of the day, nothing’s going to change if you don’t book that call. So go to Karen yankovich.com/call, I would love to see your name on the calendar, check out the show notes. There’s links to all the things I talked about here today. There’s also a link for SpeakPipe where you can leave me an audio message I love your audio messages I get to I respond personally to every single one of them. It makes me feel like this is a little bit less me talking at you and more me talking with you. So I love, love, love that. If you got some value out of this show, I also would be so grateful if you took a quick screenshot of this. shared it on social media, whether you’re listening to it, wherever you’re listening to it, if you’re watching this on YouTube, you know, subscribe to my channel so that you don’t miss an episode. If you’re listening to it on a podcast player, make sure that you follow the show and the player, your player of choice so that you don’t miss an episode. And then take a screenshot, share it on social media, make sure you tag me so that I see it because then I can share your posts with my audience. And we both get visibility that way, right. And that’s how we start to lift each other up. That’s how we start this beautiful collaborative experience of getting support giving support showing support and building beautiful, abundant businesses. My goal is for there to be more wealthy women in the world wealthy women of influence change the world women with money can can donate money, can vote have more choices. And I know that what I talked about here on this show is the fastest way for that to happen for you. Okay, and that’s how I contribute to the world. Right? I my contribution to the world has happened more women have more money. It starts at Karen yankovich.com/call. I’d love to see you there. And I will be back here again next week with another episode of The Good girls get rich podcast. I will see you then.