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Want to know why making high-ticket sales without sales calls will make your business unstoppable? So many business owners believe the only way they can generate high-ticket sales is through sales calls. That means as their business grows they feel forced to either limit their high-ticket sales by continuing with sales calls or in order to sell without sales calls reduce their pricing (or focus on lower-priced offers). The fact is there is another way. You can make high-ticket sales without sales calls, and when you learn how to do that your business will become unstoppable. Keep on reading to find out exactly how to generate high-ticket sales without sales calls and why it will be a game-changer for the future of your business.
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MAKING HIGH-TICKET SALES WITHOUT SALES CALLS WILL MAKE YOUR BUSINESS UNSTOPPABLE
The High Ticket Sales Myth – You Can Only Sell High Ticket With Personal Interaction
For so long the belief has been that in order to make high-ticket sales a potential buyer needs to have a personal interaction with a business. Depending on the business, and how far back in history you go that interaction may have varied in terms of format. It could have been a physical conversation, a phone call, a fax, a letter or an email. In recent years (in the coaching, consulting and training space) the go-to communication method became the sales call. This would usually be a video call on an online platform, such as Zoom or Teams, where a potential buyer and a sales representative from the business would meet to have a discussion and close the sale.
Whilst a sales call has fast become the go-to way to close a high-ticket sale that doesn’t mean it is essential. The fact is that whilst some people do prefer to have a sales call before making a high-ticket purchase not everyone does. It is possible to make high ticket sales without sales calls. And if you don’t believe me think about this for a moment. Think of all the big online courses that have big annual launches. They are predominately offered by American online entrepreneurs and they’ll have a signature course that they charge around $2,000+ for. Each year thousands of people will buy these courses. They will get no or minimal interaction with the course provider once inside. In 99% of cases, they won’t have had any individual interaction with the course provider beforehand either. But every year thousands or tens of thousands of people pay $2,000+ to sign up.
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The Reality of Relying on Sales Calls
To be clear there is nothing wrong with sales calls per se. I still use sales calls for my 1:1 Business and Marketing Mentoring because I’ll be working one-to-one with someone for 6+ months so I want to make sure I will be excited to work with that person. But the fact is sales calls have a drastic impact on your scaling ability. If the only way you can make high-ticket sales is through sales calls it is going to mean one of the following things:
1. If you want to do all of the sales calls you are going to be limiting how many sales you can make based on the hours you commit to sales calls and your closing/conversion rate.
2. If you want to continue with sales calls but are happy to hire or outsource, then sales will be limited based on the number of people you take on board, how many hours they work and how good they are at closing sales
3. If you want to sell without sales calls you might decide to focus on having a lower-priced offer for your scalable offer.
Why Making High Ticket-Sales Without Sales Calls Makes Your Business Unstoppable
Luckily you don’t have to rely on sales calls and when you master making high-ticket sales without sales calls it will make your business unstoppable for a number of reasons.
The limits for scaling are based on your offer capacity not selling capacity
When you are able to make high-ticket sales without sales calls you don’t have an artificial limit on your scaling potential. Rather than being limited by the number of sales calls your business can manage in a set period of time the only limit is the limit of your scalable offers. So if you have uncapped scalable offers like a course or membership then there will be no limit. And if you have a capped scalable offer such as a mastermind then the limit will be the limit of that offer.
Scaling via high-ticket rather than low-ticket will support higher revenue months (and potentially good cash flow)
The major advantage of being able to scale with high-ticket rather than low-ticket is the revenue potential. For example, if you decided to believe the myth and think you can only sell high-ticket via sales calls you might have decided instead to have a membership as your scalable offer. A £99 per month membership would need 102 people to generate £10,000 whereas you could have a high-ticket offer of £2,000 and make 5 sales and make that amount of money. Selling high-ticket makes it much easier to hit those 10K, 20K, 50K, 100K months. And it also means if you need a cash injection of thousands you can do that easier, which can be very helpful from a cashflow perspective.
Frees you up to focus on delivery and being the CEO of your business
If you are currently spending lots of time on sales calls then being able to have that time to focus on other areas of your business will support future business growth. Having time to focus on delivery will mean that you can ensure that your clients and customers are happy with what your business delivers. Having extra time to focus on being the CEO of your business will give you the opportunity to focus on activities that support the future growth of the business.
Making High-Ticket Sales Without Sales Calls: Your Marketing Needs to Take People Through The Whole Buyer Journey
You’ve seen why making high-ticket sales without sales calls will be a gamechanger for your business but you might be thinking “How do I do it? How can I make high-ticket sales without sales calls?”. To make high-ticket sales without sales calls you need to focus on your marketing. You need marketing that sells – and not everyone has this.
Many businesses think they are creating sales-generating marketing, but in actual fact they are creating lead-generating marketing. To make sales a business needs to take someone through the buyer journey. This is the journey someone goes through from first becoming aware of your business to finally purchasing from you. In many businesses the marketing is only taking people part way through the buyer journey. It is turning them into a lead so they’ll get in touch, but then they have questions to ask (hence needed individual interaction) in order to buy. Whereas, sales-generating content takes people the whole way through the buyer journey. This means they’ll buy without individual interaction.
Given the range of marketing and advertising options, there are so many ways that you can take someone through the whole buyer journey purely from your marketing and advertising. This is great news as you aren’t forced to choose a path that doesn’t feel right for you.
Don’t want to create videos? You don’t have to.
Don’t want to use a specific social media platform? You don’t have to.
Don’t want to pay the big tech giants advertising fees? You don’t have to.
There are so many various combinations of marketing platforms and channels you can use to ensure that someone can successfully complete the buyer journey and make a purchase without needing any personal engagement.
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Making High-Ticket Sales Without Sales Calls: Your Marketing Needs to Address the Needs of all 4 Buyer Types
In addition to ensuring that your marketing takes people through the whole buyer journey you’ll also want to ensure your marketing addresses the needs of all 4 buyer types. If you consider the people who have requested sales calls in the past and the questions they have asked it might be that you can spot some similarities. It is very common to discover when analysing past sales calls that there are particular buyer types who have needed sales calls whereas others don’t. This will be a combination of that buyer type and what buyer type your marketing is designed for.
If you’ve never come across the idea of buyer types before there are 4 buyer types: Driver, Analytical, Expressive and Amiable. Each buyer type is looking for different things in your marketing to help them make a buying decision. With low-ticket sales it can be that a buyer’s needs aren’t totally met but with the low price point people decide to take a risk. As the price increases they’ll want more confidence in their purchase so ensuring that your marketing is addressing the needs of the different buyer types is key when you want to make high-ticket sales without sales calls.
That’s it! You now know why making high-ticket sales is the edge that makes your business unstoppable.
Realising you no longer have to rely on sales calls to make high-ticket sales really opens the door to major revenue growth in your business, without you having to work more.
I hope by reading this blog post you are excited about the possibilities and are eager to improve your marketing so that is is sales-generating and will enable people to buy without interacting with you or a sales representation within in the business.
If you are serious about making high-ticket sales without sales calls then I would love to help you do just that inside of Shine Online.
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As you can see there are multiple things to consider when marketing your own business, especially if you want your marketing to generate sales without sales calls. Shine Online is for business owners who want to make the most of online marketing. If you want to do marketing that feels good and get great results come and join us. |
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