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Welcome to Make More Money without Selling Your Soul with me Polly Lavarello, evergreen marketing expert. This podcast is for you if you are an online entrepreneur who is looking to simplify their business to scale.  On this podcast you can expect to hear regular talk about wealth, about selling and about wellbeing. Because I believe these three core fundamental things are pivotal to your growth moving forward.

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Hello and welcome to make more money without selling your soul. I’m Polly Lavarello, evergreen marketing coach and today I’m talking to you about how to create a high ticket offer. So why does a high ticket offer matter? What is a high ticket offer? So a high ticket offer is anything in my mind I would classify as anything over 500 pounds.

Most of the time, people in my world, their high ticket offers are over a thousand pounds, but I’d say anything, 500 pound plus starts to kind of. Tickle the end.  tick, tickle what it is to be a high ticket offer. Uh, because essentially it’s a bit harder to sell. Um, you know, you can find that you could literally have a passive funnel to something up to under 500 pounds and a lot of people will absent mindedly, click through and, and spend that summer money once, once you get to around 500 pounds.

Plus, usually you’ve gotta be a bit more. And why is it helpful to have a high ticket offer? Well, here’s why. So when I started my online business, I started with what was done for you services, but they were high ticket. And it was really interesting to observe other coaches because I recognize that a lot of them were really struggling to get off the ground.

and that I really wasn’t, I was partly lucky that I’d gone into a niche where there was a strong demand and lucky that, that it was very easy for me to quickly recognize I needed to be charging a decent sum of money for what it was I was doing because I was helping people make a huge summer money. So , it was, it was very easy to say, yes, this is what my rate is, because here’s a whole list of examples of where I’ve helped people.

30, 40, 50, up to 260 K launches, so people were happy to invest and that gave me a massive, massive advantage, which also gave me nice profit margins, gave me the ability to hire and lots of other things. I saw other coaches who were slower to do. And actually it really doesn’t need to be that way. What’s really wonderful about having a high ticket offer is that it does, like I say, give you bigger profit margins.

It also means you don’t need such a large en list. To make sales because this is a thing, right? When it comes to selling, a certain percentage of your list is likely to buy from you. I think a lot of people in early on in business kind of look at their list of say a hundred and go, surely by the end of this year , a good percentage of them will have bought from me, and they don’t recognize that.

Actually the key to making consistent sales is to make sure that you consistently have more people joining that. Particularly if you’re constantly selling the same thing. If you choose to do the very , exhausting thing of creating a gazillion different offers, then yes, there’s the chance that five people in your audience will buy your 50 pound offer.

Two people in your audience will buy your 5,000 pound offer. And one person in your audience will buy your 20,000 pound offer. But that’s a really exhausting way to do things, and most people end up burning themselves out from trying to create all the different offers and still then recognizing, oh gosh, I now need to increase my audience for each and every single one of these offers to make more sales.

So it was a lot easier to go all in with one high ticket. And just focus on building your list and attracting more people into a world around that one offer and being known for that one thing, that one area of expertise. To give you an example, one thing I’m always saying is at one point I had gut issues and did I go to a normal nutritional therapist?

No, of course, when I discovered there was someone who was called the gut expert, of course I chose to go to her because I trusted she’d have more expertise in that one particular area, and I wanted someone who could really help me. It’s exactly the same in so many other ways. You make life a lot easier for yourself and for everyone else.

When you claim an area and you take it up and you decide to become a master of it, so it’s powerful because you require less sales to be profitable. It’s powerful because you require less leads or less followers or less people in your world to make sales. And it’s also immensely powerful because it’s a high investment because that allows you to be high touch in how you support that person who’s made that high investment in you.

You tend to get big, bold, beautiful results. Okay. If you’ve got a membership, let’s say, and you’ve got 10 people all paying you 50 pounds each, they might, okay. Yeah. It’s quite nice. Yeah. But you are not gonna get amazing, you know, testimonials for our membership because it’s there as a kind of little nice to have, not a need to.

If you were to turn that on its head, and let’s say it was your first ever one-to-one client and that it was one person paying you 500 pounds, and that’s obviously not very much for a one-to-one, but this is me turning things on its head talking about the comparison of look holding space of 10 people in a membership versus one person and your ability to go so much deeper in how you support that one person.

Cuz believe me, it’s less work looking after that one, one-to-one than it would be 10 people in a membership, even if they’re only paying you a small amount. So energetically, , you are showing up less time, but you are giving more. They’re receiving more. They’re investing more of themselves in it, and they will get bigger, bolder results.

and of course, when it comes to online business, Marketing only will take you so far. Your reputation and the, and the genuine results you create for other people will speak so much louder than any of your marketing can. And while it’s important to be doing both, it’s recognizing that essentially there are people out there who’ve thrived on their marketing for years, but if the results aren’t also stacking up behind it, those people don’t tend to stick around for very long.

It’s really powerful for you, for your testimonials, for your portfolio to be creating really impactful results. So here are the things I believe are really important. It comes to creating a high ticket offer. I believe your first ever high ticket offer should be a one-to-one, I believe if you’re going into the world with your expertise.

and you want to do things in a way that allow you to grow as rapidly as you can and create as much impact as you can and create a sustainable, scalable business. I believe the very first step, and obviously this really depends on where you’re at, so if you’re listening to me and you’ve really done one-to-one and you’ve really done all that stuff, please ignore the advice I’m about to give.

However, if you, if you are early on in business, I really genuinely. That your first site ticket offer should be a one-to-one, that you shouldn’t just immediately jump to having a group program, and here are the reasons for that. Firstly, I believe that this is where you turn your expertise into mastery.

It’s one thing to know something, but the genuine experience of supporting somebody, of seeing where their regular hurdles are, of seeing where their regular mindset blocks are on challenging yourself with supporting them with those mindset blocks and supporting them where they perhaps have additional needs that you hadn’t considered previously.

Those are the things that are gonna set you up really solid for when you eventually have a group program if you try to bypass that stage. It’s a lot to be handling all of that all at the same stage. Having said all of this, I don’t believe you need to spend years doing one-to-one. It’s just having a few of them under your belt.

Okay? That’s what I think is immensely powerful, and I genuinely believe that all my experience. Consulting and supporting seven figure, eight figure multi six figure coaches and the lead up to building my group program has been invaluable for knowing where people get stuck, where people have questions.

What was the best way to support people with their learning? The skill with the power one has really genuinely taken off so rapidly.  and some would perhaps say it’s an overnight success, but it hasn’t been in terms of if you recognize everything that has led up to me being able to create a very impactful program.

A lot of the things I put in the first two modules, Were content that I had created to support my one-to-ones. So every time they said, oh, I don’t really understand how to calculate the profit in my business, I then created a table that helped them look at their expenses, what their profit margins should look like.

And when they said to me, I dunno how to manage my time, I created various things to help them audit their time and understand where the time was going. All of those tools had been created already. So when it came to creating my program, there were a lot of things I could already dig into, which were tried and tested and people had come back and said, oh, I don’t understand how this bit works, or how can I make this bit work?

And so all of them, I’d had the opportunity to refine as well, which took a lot of the pressure off. So it’s really powerful because like I say, you get to turn your expertise into mastery. And as I’ve just semi referenced, the one thing I see quite often in people who are newly qualified with coaching, Is they haven’t quite yet mastered.

What makes it unique about working with them? They know they have powerful tools. They know they love supporting and working with people, but when I say what makes it different, working with you versus somebody else out there who offers similar things, quite often they might get a bit stumped on this question.

They’ll be like, oh, I don’t know. And actually, if I look at this competitor, I think this person’s doing it better and this person’s got this way of doing things. I couldn’t do that because I’m not living in Bali, or I’m not single, or I’m not a size eight walking around in a bikini by a pool type person.

I mean, and, and they all have their stuff, but they haven’t quite recognized what makes them unique. And to be honest with you, yes, there is a certain amount of introspection, a certain amount that friends and family can reflect to us, or a journal can help bring up for us. . But again, I, I don’t think very much really makes up a real life experience.

And when you have the real life experience of supporting people, you’ll start to recognize that one of the things I had regularly reflected back to me was, you are grounded, you are relatable, you’re trustworthy, and you’re not fussy or fatty or fancy. And at first I was like, oh, maybe I should try and be more of those things because everyone else out there who’s succeeding has nailed all of those elements until I started to recognize this is why people come to me and this is why people like me.

And recognizing that a lot of them use the word simplicity as well. I mean, partly probably because it’s a word I use too. And empowering. You know, I, I ensure now that those words are litted throughout all my marketing, because I love working with people who see that in me and, and like that, because I know that they’re the kind of people I’m gonna get along with.

So we really start to understand. More about what makes us unique, which makes it easier to market our group program later on. And it also allows you to really understand what is your signature framework? What is your signature way of working with people? Because later on when you create your group program, rather than feeling like you’re pulling it out thin air, if you work with someone one-to-one, you’ll know that in my training I learned that this is the foundational element to support people with.

but actually where I’ve worked with people one-to-one, I’ve recognized that actually if they don’t have this pre-work done, first, it doesn’t do anything. . And often when I talk to someone like that, they were like, oh yeah, I guess that does make me unique cuz other people out there are doing it this way.

Oh, and the other thing I also add in at this stage is I add in, you know, let’s say they do EF f t, they’re like, oh, I also add in a bit of nutrition at this stage because I used to study nutrition And so actually it’s a blend of ex and and they start to see all these unique ways that marry up as to how they support people.

And this is where your group program then becomes entirely unique. And so somebody who’s looking at your masterclass, somebody who’s looking at coming to work with you, won’t be comparing you with anyone else because they’ll know what’s unique about signing up to work with you. If you don’t know that, Then it’s a lot harder to sell and people will be comparing you with everybody else, and you can’t make this stuff up.

I mean, you can if you want to. You can create some fancy name, but people aren’t stupid. And you aren’t stupid either. When it comes to your marketing, if you don’t know what it is, you won’t be able to talk about it with authenticity and that lack of authenticity is gonna have people running for the hills.

So it’s really important to understand what’s unique about work with you, what’s your unique framework, which later you will transfer. Into your high ticket group program. But in the meantime, it’s also the thing that’s gonna help you sell your high ticket offer. So it helps you sell your one-to-one when you can say really clearly, these are the three core fundamental elements that I support you with when you come to work with me.

So even if later on these three things evolve, it’s really powerful. In the early stages when someone. I’m interested in working with One-to-One. Can you tell me like what is it that we will be focusing on our time together? So when I first started, for example, I used to say to people, I support you as systems sales and strategy.

And so I’d look at their processes and make sure their systems were set up in a way that were scalable. I’d look at how they were selling and I’d look at their business strategy, like what was their offerings and how were they selling them and where they’re running ads and all that kind of stuff. But I could summarize it in.

Words like all the esk, and that gave someone a really good overview as to how they were gonna be supported by me. You know, obviously none of those words referenced anything remotely spiritual. Nothing in there referenced anything remotely, mindset, setty or energetic. Funny enough, I do actually bring those elements to how I coach people.

However, it just meant that people weren’t coming in to work with me and leaving disappointed because they understood that fundamentally the main premise of working with me was strategical and essentially setting their business infrastructure up in a way that was going to support them to actually have some reins on it and actually understand what it was that they were building, rather than just being pulled by the tide in every single direction.

Finally, this is where you also get the amazing case. . So that’s the kind of groundwork right before you start thinking about your high ticket offer is once you’ve done all those things, working with someone as a one-to-one, it’s so much easier to understand what your group program is. Sometimes I’ve had people come to me and scale with Power one, they’re like, I don’t know.

I’ve only ever worked one-to-one. I don’t know what my group program could be. And I’m like, well, can you tell me about how you support your one-to-ones and what the framework is? And once they’ve told me everything, I’m like, um, that sounds like a pretty epic group program. If you ask me. There’s no need to reinvent the wheel here.

You have everything you need already, and you’re not having to create a whole bunch of new resources and materials. It’s all right there. And one of the most potent takeaways I wanna share with you in regards to. , what will help you when it comes to creating a high ticket offer that sells? Cause that’s the important part, right?

That sells, is to meet people where they’re at the stage.  that they want to buy from you.  crazy. I know. But here’s the thing, right? There’s a lot of people selling to all the newbies and I, I mean this across the board. I’m not just talking about an online business. I’m talking about this in health. I’m talking about this in wellness.

I’m talking about this in, in every single context. There’s always a lot of people who are really early on. Making offers and thinking, oh my gosh, I can’t like, jump right into the deep end. I’m, I’m gonna offer them to the newbies cuz that’s gonna be really easy, right? There’s lots of evidence of people doing this and making money so I can do it too.

Well, yeah, there’s lots of evidence of people doing it, lots of people making money doing it, but that also means there’s so much more noise that you are competing against. So if you can actually go a bit deeper  and offer a deeper high ticket transformation for somebody.  and there are less of people out there offering that.

Actually. That’s where you can find people biting your hand off to work with you and on top of that, meeting them at the time. When they are desiring that transformation, you’re not trying to persuade them that what you have is good. You’re saying, I know you are looking for this. I know you’ve already tried X, Y, Z.

You’ve had enough of it, and it’s time to come and work with me. For example, I don’t make all my marketing about meeting people who’ve just started online business and telling them, now’s the time to go Evergreen. All my marketing is geared. People who are tired of live launching, they’ve been burnt by it in one form or another, whether it’s through exhaustion or through a failed launch, or perhaps a bit of both, or they’re at capacity with one-to-one.

Both these people love what they do and know that what they’re doing is no longer sustainable and they are looking for a solution. So of course, that’s where I meet them. Come and join scale with a power one and let’s do things differently because they are ready to act. I’m not trying to convince them on the virtues of all of these things because they are ready.

They are looking for a solution and they’re ready to take action on doing things differently. So it’s looking at your own business and recognizing who are the people who come to you that with barely any questions have already signed up. And why was.  and how can you find more of them and how can you speak to more of them?

And that is how you create a high ticket offer that you barely have to sell and people come to you and already want to buy it from you. Which I’ve experienced numerous times this year already, and I can’t tell you what a great feeling it is. And that really comes down to you carefully positioning your high ticket offer in the first place, not making it a nice to have, and instead turning it into a need to have.

So there we have it. That’s how you create your high ticket offer. It’s ensuring that you have a unique framework that people won’t find anywhere else. It’s ensuring that you understand who it’s for so that it’s their internal urgency driving them to work with you rather than a fake urgency from yourself.

And finally, it’s recognizing that because you have this high ticket offer, the level of transformation you get to facilitate will help you speed up your business growth. The momentum is unreal. Like I say, if you are not at a stage where you are fully booked with one-to-ones or have never worked one-to-ones, then I really recommend starting there.

Then the next obvious phase is to move into a high ticket group coaching program where you can bring those same skills and share them with so many more people. If you found today’s podcast interesting and you are interested in looking at how you could turn your way of doing business evergreen, I have got a fantastic free downloadable on how to turn your high ticket group program into an ever.

Business model. If you’re interested in it, click the link below this podcast and you’ll be able to get it. And in next week’s episode, I will be talking about how to scale when you are multi-passionate. It’s a hot one. See you soon.