How to Market to High Ticket Clients

There are two basic ways to make money in business. The first is to create a low-ticket product or service and sell the heck out of it to anyone and everyone, giving you the opportunity to make a nice profit because you’re priced so affordably.

The second is to come up with a high-ticket product or service that only appeals those who are willing to pay a greater amount, thereby reducing your client pool but also increasing the likelihood that you’ll attract the very people you want to work with.

Neither way is wrong, but if you’re more interested in the second option, this takes a slightly different approach. And one successful entrepreneur has made a living teaching others what that approach is.

Learning From Other High-Ticket Entrepreneurs

His name is Russ Ruffino and he is the founder of Clients on Demand, a company that shows coaches and consultants exactly how to command top prices helping potential clients realize the value you have to offer.

For instance, in one of Ruffino’s YouTube videos, he interviews Brian Aganad, an entrepreneur who now earns $1 million as a handstand coach. Yes, you read that right. A handstand coach.

So, how do you attract high-ticket clients so you can earn this same type of 7-figure income?

Set High Ticket Prices

Though this may sound like common sense, some entrepreneurs try to reach higher-paying clients by pricing low and then upselling. However, Ruffino shares that this method of pricing doesn’t work.

If you want to attract people who are willing to pay four or five figures (or more), then your prices need to be four or five figures (or more). If you price less than this, you’re going to continue to attract people who are more interested in price than in results.

Additionally, the lower your prices, the more you’ll likely be sidelined with questions that keep you busy versus promoting a sale.

Niche Your Products and Services

Who makes more: a general surgeon or a surgeon who specializes in a specific field? If you guessed the latter, you are correct as the Houston Chronicle shares that, on average, general surgeons earn around $374,310 per year whereas cardiothoracic surgeons bring in about $449,624 and neurological surgeons earn closer to $580,362 annually.

This teaches us that, if you want to command higher prices, you need to niche your products and services. If you just offer the same thing as everyone else, there really is no need for someone to pay you a higher amount.

One way to niche yourself is to offer a very specialized set of products or services that would only be appealing to a limited market. Another option is to niche the market you serve, such as in tailoring your goods and services to a currently underserved segment of the population.

Focus on the Relationship versus the Sale

When your goal is to bring on high ticket clients, it also helps to understand that a lot of other entrepreneurs have that goal too. So, after being approached repeatedly, your target market feels like they’re viewed as more of a wallet than a cherished customer.

The last thing you want to do is make them feel this way, which is why it helps to focus on the relationship versus making the sale. Let them know that you truly care about them and their results and they’re not just another check in your income receipt log.

ThinkAdvisor shares that you can do this by following up immediately, focusing on the customer and not yourself, and treating all of your potential clients with the same level of respect. Do this and they’ll begin to see the same value in you as you see in them.