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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 with myself Polly Lavarello, evergreen marketing expert and cushy business pioneer.

Today I’m talking to you about how to leverage your low ticket offers. So firstly, let’s talk about some of the ways I see people. I don’t know if making mistake is necessarily the right word, but the kind of common ways that people slow their growth through how they think about what their low ticket offers should be. If you’d like a full breakdown of this, I do highly recommend my on demand masterclass, which takes you through all of this in depth. But let me cover it briefly to give you some foundational knowledge that will support what I’m about to share with you land way better. Okay, low ticket offers, why do we have them? How do they work in terms of the sales journey of bringing somebody into our world, here is a common mistake I regularly see. For some of my clients that come to me, the majority of them have recognised an evolution in how they can and do business. They recognise they have expertise that when used with the right kind of person, that person can have phenomenal results, which then of course, creates the most incredible case studies, which then brings in a slew of other incredible dreamy fit clients, and allows them to increase what they’re charging because of the incredible results they’re generating. Now, because I work with such beautiful heart centred clients who have high integrity, the majority of them also feel some guilt around who they are leaving behind. And it can manifest in many different ways.

And one of the most obvious ways I see it manifesting is in the suggestion that they’ll bring to a call where they say, I’m thinking about making a low ticket offer for all those clients, I’m leaving behind, like, what if I get on a sales call, and they’re not a good fit, they aren’t yet ready, in a position not making enough money to be able to buy my high ticket offer? Well, here’s the thing, there’s a few things, I think one, somebody should be able to get on a sales call with you unless they’re a good fit for your program, you should have a very clear form that they have to fill in, which will repel them, if they’re not at the right stage in your business. If as a personal brand, and somebody who either has no team or a very small team, you are looking to elevate and grow your brand and attracting a new level of client. If you are still stretching yourself to meet your previous client, here’s a specific response I gave to a client recently I said, if you are to create this a low ticket offer, say an online courses, something relatively passive, for this person who’s come on to the call with you who is a bad fit. If simultaneously also want to be building a following of your ideal client speaking to the kind of levels of transmission you want to facilitate, then that course is going to be sitting there gathering digital dust. Is that worth your time right now? Is it worth your time for the sake of a few 100 pounds to build an online course, which you are not going to be able to sell long term or without as much ease because there aren’t that many people in your following who are a good fit for it. And the attention to growing your audience in that space right now isn’t where you want to be. Because that’s not what’s going to facilitate long term growth and sales for you and your business.

So I don’t necessarily recommend it. What I will say is if you already have something like that, then 100% It’s good to be able to say to someone on your sales page, if you are not a good fit for this right now. I still have this course or this ebook, or this free workshop or podcasts or whatever it is that will support you to get to the next stage in your journey. Wonderful, lovely to do something like that. But in terms of creating sales, one of the things we can always do to kind of semi sub self sabotage ourselves, when we’re looking to bring in that next level of clients is kind of going back to the comfort of the previous client that we used to support and still creating offers for them. Um, so that is not how I look at low ticket offers, I don’t look at low ticket offers as what if someone’s a bad fit for working with me right now? What can I create for them? Now, of course, as my long term view as a business owner, of course, at some point, I would love to create something, for example, in my case, for business owners who are just getting started, as somebody who’s been in their shoes and somebody who managed to kind of grow rapidly, of course, I would love to create some things that will support them, do I trust, I have the capacity right now to do that? Well, in a way that’s truly going to serve them and create the kind of level of transformation I desire for my existing clients and the clients. I wish to call him more of, no, I don’t do I need to know I don’t. I’m creating consistently good revenue, supporting clients I love supporting, it’s not necessary for me to be all the things there are other people out there who are supporting that part. You know, that demographic that that stage and business incredibly well. And it’s better for me to be signposting towards them than trying to be all the things that would be like some of the going to try to remember the name of the toilet tissue brand now but Andrex, that’d be like going to Andrex going, I really like your loo roll. But you know what? It’s your loo roll looks really luxurious next to my toilet. Can you can you also make toilets so that it’s not just soft wiping my bum. But when I sit down, it’s equally soft and cushiony. And then I feel like you would really be giving me everything I need. Or I can’t afford I don’t need your loo roll right now. Because actually what I need is a toilet. Like, Andrex didn’t turn around and go, Oh, gosh, we’re selling loo roll. So we better sell toilets too, because no one’s going to need the loo roll if they haven’t got a toilet to sit on. They accepted there are already toilets that are in existence, and they’re happy to focus on being the Leroy brand. Okay, sorry for that grim. But yeah, so So honestly, just like, yeah, and I am that person that laughs My jokes. But you know, just just just focus on being the frickin Andrex of what it is that you desire to be the first brand that anyone thinks of when they think of luxury, and you know, what it is that they’re looking for? Okay. Okay, so that’s the first piece. You know, we’re not here to be the toilet and the loo roll, you can just be the lira. There are other people that you can signpost them to to find the other bits that they need. There is a self trust piece here, trust that you get to bring in this next level of your expansion and focus on that you don’t need to be all the things. Secondly, low ticket offers are a fabulous way not to work with somebody who’s two to three steps away from working with you right now. They get to be for someone who had been ideal fit for your for your signature program. So what I often say to my clients, when it comes to high ticket signature programs is that there are two reasons why somebody would get on a sales call with you, and decide not to move forward working with you. They’ve gotten the call because they see the value in the transformation. Otherwise, they wouldn’t have booked a call with you. They know they want it.

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The thing that can prevent them from moving forward is either a lack of trust in themselves, and their ability to get what it is that they’re signing up for. Or perhaps there’s a lack of trust in you if you share a whole bunch of lifestyle content, and they have absolutely no idea what it’s like to be coached by you. Perhaps there’s a little wobble of like, this person seems interesting. They seem to have some good testimonials. But will we vibe, will we, you know, is this going to be a kind of environment that I’m going to thrive in, because let’s face it, every coach and mentor is different. And if it’s not obvious enough through the kind of content you’re sharing, then they may feel a slight level of resistance. And sometimes it’s a combination of both, you know, I mean, I mean, that’s that’s what they’ll be telling themselves anyway, and the self trust piece they might not recognise but then nearly always recognise, and sometimes the self trust, they will think is something to do with you. And actually, it’s something to do with them. So let’s not go down that wormhole. So how can we help that particular clients? Because we know that they want the transformation? We know that they like us enough that they’ve gotten a call with us. So how do we you know without and I say this within the context of I never ever want to encourage a client to do something before they’re ready. If they have significant financial pressures over their head. If they are already up to their eyeballs working with another coach and working on other significant significant parts of their business. I would never want to steer them towards working with me at a time that they don’t trust is the right time for them. Like I always trust in what they believe how ever with the caveat that if there is something I can support them with that will help them get Got that bit of self trust in Yes, this is possible for me, I can do this. And you actually earlier on when I said it could be about their trust in you, oh actually, maybe always like 98% self trust and 2%, where they kind of project it onto whether they trust in you, the majority of the times, ultimately, it comes back to them, it comes back to them. So how do we help them recognise what is possible for them? We can do that with a low ticket offer. So a lot of the time people say to me, what do you think people want as a low ticket offer? How do I sell like a 90 minute session with me in a way that’s really going to move the needle for them? How do I sell a VIP day? How do I sell? And I often tell them like, that’s not the way to think about it. We need to be reverse engineering this. So for example, with scale with the power one, the one thing I recognise that would often be the block between somebody deciding to work with me or not often came down to their fear, like the common questions they say was, what if I don’t have the one thing that I’m really good at yet? What if I’m not clear on what my one thing could be? What if I create the one thing and it’s the wrong one thing? But basically, it all boil down to the one signature offer? There was fear around? Do they have anything in them right now that differentiates them from everyone else? Are they ready? Will people like kind of queue up to work with them in the way that they’d like them to? Or do they still need to be in the hustle and bustle of it all? So that’s why I created the intensive I was like, how many? How much time do these people need to get this transformation? 90 days? What kind of context do I want to be delivering it in? Let’s do it in a Voxer group, let’s see how that how that goes. And lets you know, and essentially, it’s the foundational elements of skill with a power one, but because of the Voxer group, that’s what makes it different. And obviously, it’s the fact that they get to work with me for three months, rather than 10 months. So that if they essentially they get evidence already that yes, they can create a compelling signature offer, they can already be making money back on it, before making the decision to come and work with me inside Cisco with the power one, if they should so desire to, if they leave at that stage of 90 days of working with me with a really incredible office suite. And way more confidence about what makes them different from everyone else I know, they’re also leaving with something that’s going to transform their business, whether or not they decide to run a funnel to it already or not. So that’s how I reverse engineer things I saw where I was losing potential clients.

And I created a new way to work with me, still highly aligned still without reinventing the wheel, actually using resources already being used might with by my skill with the power one clients and repackage them up into something that enables them to get over that bump, which will then create more of a flow of clients coming in to scale with the power of one. Then of course, there’s the element of well, what about even smaller than that, what if someone doesn’t want to work with me for 90 days. So then I came up my 90 minute offering, which is around the core concept, the differentiator, so that I can work with a client over 90 minutes and help them recognise what makes them different from everyone else out there. So that they leave with that core concept, which they can then use as a kind of golden thread throughout everything they do to make everything pack more of a punch in their business, a real deep dive with the offer of like an additional 30 days validation box at Sprint, where I support them with the implementation and seeing how things roll for them. So essentially, each offer isn’t a million miles away from the kind of ideal client that I want to be working with. This isn’t for someone who’s right at the very beginning of their business. These are all for women who are experts, like they’ve got expertise under their belts, they’ve got experience under the belt, they’re looking to do things better, they’re looking to work smarter, not harder. And just perhaps some of them just aren’t quite as ready as others to immediately take the plunge. I’ve shared before on this podcast, I’ve had people discover me on a Friday and sign up to work with me by Monday and commit to working with me for 10 months in that time. And I’ve had other people sit in my world for six months to a year before choosing to work with me.

So everybody is different. And like I say, it’s never my job or your job to rush anyone to choose to work with you. Because the clients who do the best are the ones who back themselves and put themselves forward, not the ones that you need to persuade as possible for them. You shouldn’t need to do that. And this is where having an office suite that supports them to get to that next part of the transformation. That next step is really, really valuable. One of the really important things to emphasise here is that essentially you just need to be incredibly clear about what that smaller version of the offer does. I was and what it doesn’t, okay? Because I’ve had people in the past come to me and say, Can we have a half day VIP day where we look through all of my funnel assets, we rewrite absolutely everything. And we come up the other end with a business plan to scale. And I had to respond immediately and say, I would love to do all that work with you. But there is no way in any capacity that it would be possible for somebody to do that in a way that was genuinely going to move the needle in your business, within three hours, like Yeah, of course, I can make some great pointers, and I’m sure you’d get your money back just from those few tiny pointers. But, you know, ultimately, I didn’t want that client to leave feeling disappointed. And I knew to do a thorough job on looking at her entire business funnel, that one morning, was just not going to kind of cut the well not in the context of also then having a scalable business plan and everything else that goes with it. So you know, and ultimately, I suggested a VIP day instead, which would allow us to break it up into two places. But you need to be really, really honest, one of the biggest mistakes sometimes people make when it comes to selling is we can fall into our people pleaser mode. If someone goes, oh, when can I have this and can I have that you are putting yourself at risk of leaving a client being disappointed, because they came in expecting the sun and you only gave them the moon. Now the moon is incredibly valuable, but they won’t see the value in it because they came in expecting the sun.

So when you are incredibly clear, essentially, when it comes to selling low ticket offers should look no different than your high ticket offer. In that you’re very clear about who it’s for, and who it’s not for, you’re really clear on the benefits they’re gonna get. And the features of what it is you’re going to be working through, as well as incredibly clear about what they can’t expect at the other side of it. Because ultimately, if they are coming to work with you, because of the transformation you sell as a whole, and that transformation that you sell as a whole is your long term high ticket program, then they’re not going to achieve all of that, you know, just because they’re spending more money to have a shorter period of time with you, doesn’t mean you’re jam packing 10 months of work into one afternoon or one day. It’s just not humanly possible. Like I say, don’t get me wrong, there’s a huge amount you can do in a half a day and a day with a client Do not get me wrong. VIP days can pack an incredible punch. And it’s a very different experience working with a client for three months or 10 months. And they’re very different processes. So anyway, that’s kind of got slightly into the weeds there. Essentially, the things you need to know about low ticket offers are, like I say, don’t use them to try and meet every single person you could possibly work with. You don’t need to be Andrex and a toilet. Doing it with that analogy came with but hopefully it’s memorable. And secondly, when you think about what your low ticket offers are reverse engineer them.

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What is the common block that standing between your ideal client choosing to work with you? Like what is the what is the block? If there is something that they don’t entirely entirely trust as possible for themselves? What can you create for them? Whether it’s in 90 minutes, whether it’s in half a day, whether it’s in a VIP day? Or whether it’s in a kind of six to 12, week intensive? Whatever it is, what can you create for that? What can you support them to achieve? That will give them evidence of what is possible for them? What part of the pie Can you break off and give to them while still demonstrating what is possible when they go in for even more of that pie? Okay, because that’s also the thing that will leave someone finishing the call with you going, oh my gosh, I cannot believe in 90 minutes alone. We’ve achieved this and you can be like in Yes. Great. I’m so happy we have got the sun that I promise you. You’ve not living with the moon, you’re living with the sun. And just imagine what would happen if we started exploring the rest of this universe together. Okay, and then that feels like a very nice invitation. And nada, Oh God, I only came up with this because again, you were really clear about what they were coming in for. So they will be delighted by what they’re leaving with. And hopefully, in many cases, excited to learn about how they can work with you further. And then almost like a webinar, it becomes his very own funnel to bring in regular new clients into your long term high ticket offer. So there we have it, my lovely I hope that was helpful. I will be back in your ears again soon to talk about the different journal prompts or kind of exercises you can use to figure out what differentiates you from the rest of the competition. This is a big one. I cannot wait to share it with you be in your ears next week. Like I say if you enjoy today’s podcast, please leave a review. I would love for this to help and reach as many people as possible