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How to Create a High Ticket Offer from Scratch

Introduction to High Ticket Offers

• Each client can pay between $2,000 and $10,000 for your service. The video discusses how to create high-value offers from scratch.

• Marcos Rasetti introduces himself as the founder of Bluehackers.com, which generates over $250,000 monthly by helping coaches and agencies increase their revenue.

Components of a High Ticket Offer

• The video outlines the structure of creating a high ticket offer, divided into several parts: components of an offer, target audience, what to sell, pricing strategy, delivery method, and examples.

• Key components include understanding who you are selling to and defining what you are selling before determining pricing.

Understanding Your Audience

• Identifying your target audience is crucial; knowing who they are will guide your sales approach.

• The video is part of a free course aimed at teaching viewers how to generate $10,000 monthly. Viewers are encouraged to watch previous videos for context.

Fundamentals of an Offer (NTP)

• The fundamentals consist of Niche (N), Transformation (T), Price (P), and Vehicle (V).

• Niche: Who you sell to.

• Transformation: What promise you make to the customer.

• Price: How much you charge.

• Vehicle: How you deliver or position your offer differently.

Importance of the Offer

• The success of your business relies heavily on your offer; it influences all aspects including sales funnels and marketing content.

• Content creation should align with what you're selling; misalignment can lead to ineffective marketing strategies.

Exploring Ikigai

• Before finalizing offers, it's essential to understand Ikigai—what you love doing combined with market needs and skills that can be monetized.

• What You Love: Passionate about what you're offering.

• Skills: Ability or potential ability in delivering results effectively.

• Market Needs: Ensuring there’s demand for what you're offering.

Conclusion on Ikigai's Role in Business Success

• Focusing on something enjoyable that meets market needs is vital; if not passionate about it, motivation may wane over time.

Defining Your Niche and Market Strategy

Understanding Your Strengths

• The first exercise involves defining personal strengths by asking friends or acquaintances about areas of expertise or frequent advice requests.

• Explore market offerings on platforms like Hotmart to identify what aligns with personal interests and skills, focusing on popular products that meet market needs.

Defining the Niche

• The niche is identified as the target audience for your product or service, marking the initial step in business strategy.

• A niche consists of a group of individuals sharing common psychographic and demographic traits, crucial for effective targeting.

Characteristics of a Niche

• Demographics include age, gender, income level, while psychographics encompass pain points such as business scaling or weight loss.

• For example, if targeting coaches, one could assist them in various aspects like marketing improvement or personal health.

Importance of a Defined Niche

• A well-defined niche reduces competition; specializing allows for targeted marketing efforts that resonate more with potential clients.

• Specialization leads to increased relevance; clients are more likely to choose someone who understands their specific needs (e.g., golf performance).

Benefits of Specialization

• Working consistently within a niche enhances service delivery and client results due to accumulated knowledge about specific challenges faced by that group.

• Greater positioning and trust arise from consistent success stories within the same niche; clients prefer specialists over generalists for tailored solutions.

Financial Viability through Specialization

• Specialized services can command higher fees due to perceived value; examples include high-ticket programs aimed at financially qualified niches.

Niche Specialization and Its Impact on Income

Understanding Niche Specialization

• Specializing in a niche allows for higher pricing; helping someone increase their income from $1,000 to $10,000 can justify charging $40,000 due to the significant value added.

• Focusing on specific client types within a niche makes it easier to achieve success and find clients who resonate with your services.

Market Segmentation

• There are three primary markets: relationships, wealth, and health. Each market has sub-niches that can be targeted for specialization.

• Examples of these markets include relationship advice (couples), wealth management (investments), and health improvement (weight loss).

Identifying Sub-Niches

• Within the wealth market, one could specialize in scaling online businesses specifically for coaches who already generate revenue.

• The key is to drill down two or three levels into a market to find a focused sub-niche that is less saturated.

Factors for Selecting an Ideal Niche

• Consider the size of the target market; ensure there are enough potential clients while avoiding oversaturation.

• Decision-making speed is crucial; targeting smaller businesses may lead to quicker sales compared to larger corporations that take longer to decide.

Evaluating Client Pain Points

• Understand who the decision-maker is when selling products or services; this varies significantly across different demographics.

• Assess how urgent and significant the problem is for potential clients—this will influence their willingness to pay for solutions.

Financial Viability and Enjoyment

• Evaluate the financial capacity of your target audience; professionals typically have more disposable income than students.

• Ensure you enjoy working with your chosen clientele as this impacts motivation and business growth.

Defining Your Promise

Crafting Specific Promises

Understanding the Promise in Client Deliverables

The Concept of Promise vs. Deliverable

• The promise is defined as the specific result offered to clients, distinct from the actual deliverable.

• For instance, delivering a client acquisition system isn't just about building it; it's about what benefits the client will gain from it.

• Clients are not paying for hours or time spent but rather for tangible results such as weight loss or improved performance.

Importance of Results Over Time and Effort

• Emphasizing that a lengthy course with no results is less valuable than a shorter one that guarantees outcomes.

• The speaker's elevator pitch focuses on helping coaches and agencies increase their revenue significantly through operational processes and AI.

The Formula for an Irresistible Promise

Components of Value in Promises

• The formula includes value (e.g., promising $1,000), certainty (the likelihood of achieving that value), time (how quickly results can be achieved), and effort required from clients.

• Certainty affects perceived value; higher certainty leads to higher perceived value, while low certainty diminishes it.

Balancing Value and Certainty

• A balance must be struck between promised value and the credibility of achieving it; unrealistic promises can lead to skepticism.

• Quick results with minimal effort enhance appeal; reducing client workload increases attractiveness.

Identifying Winning Problems

Characteristics of Winning Problems

• Focus on solving significant, painful problems that are urgent and necessary for clients to address.

• Examples include issues like obesity affecting life quality or stagnant revenue causing stress.

Metrics for Success

Understanding the Importance of an Irresistible Offer

The Role of Specificity in Offers

• A metaphorical promise must be specific and compelling; without this, it cannot attract cold traffic—people unfamiliar with your brand.

• A more specific promise allows for higher pricing as it targets a particular client type, simplifying operations by focusing on delivering consistent results.

The Metaphor of the Table and Its Legs

• The main offer is likened to a table, where the surface represents the primary promise (e.g., earning $1,000/month).

• Supporting elements (the legs) include strategies like building sales funnels and creating irresistible offers; these should not overshadow the main result being promised.

• It's crucial to sell outcomes rather than processes; for instance, focus on helping clients lose weight instead of just providing meal plans.

Defining Metrics for Success

• Clearly define metrics such as financial goals ($1,000 vs. $10,000), timeframes (3 months vs. 6 months), and pain points avoided (like losing money on ads).

Pricing Strategies and Client Commitment

• Pricing depends on niche targeting; higher prices can be charged when targeting qualified clients who expect significant transformations.

• Unique offerings differentiate you from competitors; having a distinct method or product allows for premium pricing.

Why Charge High Ticket Prices?

Benefits of Fewer Clients

• Charging high ticket prices means fewer clients but less operational complexity, making scaling easier and increasing profitability.

Enhanced Client Engagement

• Higher-priced services lead to more committed clients; they are likely to engage deeply compared to those purchasing lower-cost options.

Personal Investment in Learning

High Ticket Sales Strategies

The Benefits of High Ticket Sales

• Selling high ticket items simplifies the sales process, as fewer transactions are needed to reach financial goals. For example, making 10 sales at $1,000 is easier than making 100 sales at $100.

• There is less competition in high ticket sales since many focus on low-cost offerings. Specializing in valuable products can set you apart in the market.

• Marketing for high ticket items is more straightforward; it often involves guiding potential customers to a call rather than complex funnels or lengthy webinars.

Perception of Value

• Higher-priced products are often perceived as better quality. For instance, a Rolex priced at $2,000 is generally viewed as superior to a $100 Casio watch.

• If clients could instantly achieve their desired results with a "magic wand," they would likely pay significantly more than your current pricing for those outcomes.

The Mechanic Analogy

• A story illustrates that the value of services lies not just in the task performed but also in the expertise behind it. A mechanic charging $500 for a quick fix emphasizes time saved and future benefits over mere labor.

• Focus on selling results rather than deliverables; it's essential to communicate the impact of your service effectively.

Selling Without Followers

• It's possible to sell high ticket items without a large following. An example includes a client who increased revenue significantly with only 500 followers.

• Enhancing perceived value can be achieved by increasing service duration or adding extra features while adjusting pricing accordingly.

Pricing Strategies and Payment Terms

• When selling high ticket items, consider charging upfront (50% or more), ensuring that you have solid closing rates (25% or higher).

• Different payment structures include fixed prices, base plus percentage models, and purely commission-based payments tailored to specific niches.

Flow and Friction Concept

Understanding the Concept of a Unique Vehicle

The Importance of Pricing and Client Retention

• Discusses how increasing prices can lead to fewer clients while maintaining revenue, simplifying operational complexity.

• Introduces the concept of a "blue vehicle," which is a unique method or service that differentiates from competitors.

• Explains that the vehicle represents the means by which clients are taken from point A (current state) to point B (desired outcome), such as using a ketogenic diet for weight loss.

Differentiation Through Unique Vehicles

• Emphasizes that many businesses offer similar services ("red vehicles"), leading to competition based solely on price.

• Stresses the need for creating "blue vehicles" that stand out in the market, providing unique solutions rather than generic ones.

• Connects the idea of blue vehicles to Blue Ocean Strategy, highlighting differentiation in less competitive markets.

Positioning and Perceived Value

• Illustrates how positioning a service as unique can change client perceptions and expectations about effectiveness compared to standard offerings.

• Provides an example contrasting traditional Facebook ads with innovative sales funnels, showcasing how uniqueness can alter client beliefs about success rates.

Enhancing Perceived Value Over Price Reduction

• Discusses how packaging products differently can increase perceived value, allowing businesses to charge more without lowering prices.

• Uses an analogy comparing unwashed vegetables versus pre-packaged ones to illustrate how presentation affects pricing strategies.

Strategies for Increasing Perceived Value

• Outlines that perceived value must always exceed actual price; discounts create perceived savings but should not be relied upon as a primary strategy.

• Suggests focusing on enhancing product value instead of reducing prices, ensuring customers feel they receive more than what they pay for.

Examples and Applications

How to Create an Irresistible Offer

Overview of the Methodology

• The Taco method assists digital service businesses in gaining 10,000 Instagram followers and converting them into clients.

• It helps individuals without stock market knowledge generate income through trading, addressing living costs.

• The methodology also aids men over 40 in achieving abdominal fitness with a training regimen three times a week.

Key Components for Crafting an Offer

• To create an irresistible offer, one must define the niche (target audience), transformation (promise), price, vehicle (unique delivery method), and deliverables.

• An example of a deliverable is sending a comprehensive document of over 100 pages upon request via Instagram.

Enhancing Deliverables

• Deliverables can be made more appealing by focusing on three aspects: functional, dimensional, and emotional benefits.

• Functional: Clear description of what the document contains and its utility.

• Dimensional: Visualizing how the course will simplify learning and note-taking.

• Emotional: Providing peace of mind by ensuring all information is consolidated in one place.

Additional Elements to Consider

• Bonuses can enhance offers; examples include free trials or additional resources for early sign-ups.

• Social proof is crucial; showcasing client results or personal achievements builds credibility. If starting from scratch, work with initial clients at reduced rates to gather testimonials.

Guarantee and Urgency

• A guarantee increases buyer confidence; it should clarify what happens if promised results are not achieved.

• Incorporating urgency (limited-time offers or discounts) encourages prompt decision-making among potential clients.

Final Steps to Launching Your Offer

• After developing your offer, it's essential to take action rather than endlessly planning. Use feedback from real-world application to refine your approach continuously.

Understanding Mentality and Overcoming Limiting Beliefs

The Importance of Mindset in Achieving Goals

• The discussion focuses on the mental aspect of achieving goals, emphasizing the need to understand how to break through limiting beliefs and fears.

• Common issues addressed include procrastination, fear of charging high prices, fear of selling, self-doubt, and uncertainty about earning significant income (e.g., $10,000 per month).

• The upcoming video aims to work through these challenges and provide solutions for overcoming them.

Course Resources and Engagement

• Viewers are encouraged to request a summary document containing notes and processes by sending the word "notas" via Instagram.

• A call-to-action is made for viewers to subscribe, activate notifications, and share the video with others who may benefit from it.