TPS #22– How to Close High-Ticket Clients

Welcome Back, Solopreneurs. 

Hunter, here. 

Imagine making $100,000/mo. Seems scary right? That's a lot of money. At least, it is for me right now. But when you break it down, it's not that bad. How scary is: • 10 clients at $10k/mo?Not as bad. 

That money would literally change most of our lives. 

But I know what you're thinking. "How on earth how am I going to get someone to pay me $10k/mo??"If you're a new entrepreneur, creator, agency, etc. In my experience, it's a two-sided coin. 1. Value Creation

2. Positioning

Unfortunately, most freshly picked entrepreneurs have no idea how to create value or position themselves in a way that attracts their ideal clients. Many can't get past the idea of charging that much money or imposter syndrome, thinking that no one would pay them that. Let's change that. 

Create More Value

It's simple, really, just not easy. But let's imagine this in a way that makes sense. If Company X makes $1,000,000/year, you can increase its profits by 5% per year through conversion rate optimization (CRO).

Is charging 20% of the extra revenue you bring in unrealistic?No, it's not, and 20% of that 5% is $10,000. That's just one example in one specific niche, but the idea is value creation. That's how you become comfortable with charging high prices. Realize this:The more value you create for someone –> the more money they make.  –> The more you can charge. 

But let's be honest. Most entrepreneurs don't have the skills to create that much value. But that's not the same issue as not knowing how to get someone to pay you $10k/mo. 

You know how to get someone to pay you that much. You just need the skills to create that amount of value. To solve that, learn some skills. But don't just learn for learning's sake. That's not how you foster high-value skills. Research until something hits you, run with it (fail forward), and then reflect. When you feel like you've hit a plateau, return to learning. And the cycle repeats. 

5 of My Favorite High-Value Skills:

• Story-telling• Copywriting• Notion creation• Landing page optimization• Networking (yes, this is a skill)

Positioning

You get your foot in the door by how you position yourself. Let's start with an example. •Client A pays us $100 per month.•Client B pays us $5,000 per month.The $100 that client A pays us will likely be a higher percentage of their net worth compared to client B, which has $5,000 to spend. Client A needs every piece of value you can possibly provide because they need to make their money back ASAP. 

Client B knows how the game is played already and wants to pay a higher amount because people who are the best charge like the best. This brings us to positioning. If you can guarantee results, you can attract this client. Client B wouldn't pay $100 monthly because it's not perceived as valuable. But a $5,000/mo package is already perceived as more valuable because of the price. This is the same concept as veblen goods. Veblen Goods:–Veblen goods are things that people want more when they cost more. People think they are unique or fancy because of their high price, even if they're not that different from other similar things.

In the spirit of today, I wanted to create a system to help you track your habits (learning high-value skills)This way, you can see how consistent you are in your development. At least for me, when I can visualize my progress, it makes it much easier to be motivated to continue. 

To use this template, click the "New Day" Button each day, and click the corresponding button of the habit you want to track. 

Special Shoutout:

Virgil Brewster built an education company from $0 to $10M in 4 years. (insane) In The Building Block, his free newsletter, he shares lessons of his journey and how you can monetize your mind and grow your business. (gold nuggets)

PS: Whenever you're ready, here are two-way I can help you:

1. If you're a busy entrepreneur, creator, or agency that needs help running its team inside Notion or struggling to get leads. Book a call with me and we'll see how I can help.

2.  Grab all of my free resources here at my website.