Making six figures with one high-ticket offer

Being a creator means freedom, flexibility, earning good money, and shaping your life the way you want.

But, it’s not all rainbows. Most creators start with the aim of selling high unit volumes of low-ticket offers. But, this is only sustainable for building an audience in the initial stages. It’s not enough to scale.

Add to that the fact that low-ticket offers require regular updates and more effort on marketing, and you’re bound to find yourself in the middle of where you don’t want to be—burnout.

The solution? Create one high-ticket offer and generate a six-figure revenue stream to scale your creator journey.

Investing your time in a high-investment offer that zeroes in on your audience’s problems and solves them with accountability is much better than chasing sales on offers that rarely bring ROI.

What is a high-ticket offer?

A high-ticket offer is a high-value and high-cost product or service.

For example, Brett offers design solutions for his clients through his productized design service DesignJoy. His clients pay him a fixed subscription fee every month for unlimited design requests, making Brett more money in a week than he used to in an entire year.

six figure offer

Here are some other benefits of selling high-ticket offers:

  • Earn more money by working with fewer customers: A smaller number of customers means you can give the customers you do have more attention instead of spreading yourself thin across a large number of people.
  • Reduce the chances of burnout: Creator burnout is real, and one of the best ways to handle it is by creating a single high-ticket offer. Doing this means you can drive more revenue with a single offer rather than trying to keep multiple plates spinning.

Next, let’s look at the different types of high-ticket offers you can create for your audience.

5 different types of high-ticket offers

There’s no one-size-fits-all guide to crafting the perfect high-ticket offer—it depends on your skill, solution, audience, and creativity.

However, here are some common types of high-ticket offers you can take inspiration from.

Courses and cohorts

These are pre-recorded courses or live cohorts that solve a particular problem through hands-on guidance. High-ticket courses often require a considerable time investment, but cohort-based training often ensures optimal results for customers, as they get more direct access to you as an expert.

Dorie Clark’s course titled “How to attract clients with your reputation and earn what you’re worth” is priced at $2,495. It generated over $118,000 worth of sales in the first five months, creating a six-figure revenue stream for Dori (that continues to snowball over time.)

Dorie Clark

Coaching

Personal coaching is another popular high-ticket offer. It involves mentoring, consultation, and one on one time with the client to help them solve specific problems and reach their goals with a tailor-made strategy.

This model can either include a single, one-time one-to-one live session with the coach or multiple personal mentoring sessions, along with elements like recorded training, workbooks, and other supplemental materials.

Group coaching

While group coaching is often offered as a lower-priced service, you can combine it with occasional one-to-ones. Up the value (and the price) of your offer by highlighting the upsides of group coaching, like less pressure on individuals or peer-to-peer accountability.

Mon, an Instagram Coach, launched her 12-week group coaching program The Standout Social, where she works with a small number of professionals at an investment of $2,997.

The Standout Social Squad

This is a great case in point, as her program includes a mix of group mentoring sessions, peer-to-peer learning sessions, workbooks, recorded training with actionable guidance, and accountability meetups.

Productized service

This model involves selling a “done-for-you” service as a productized solution. Customers pay a fixed amount of money every month to access a recurring service.

For example, Chatty is an editor request platform where you pay a fixed amount of money every month and can place unlimited requests to edit your content. You get matched with an editor as per your content needs, place your editing order, and get the finished output.

Chatty editing

Masterminds

These are closed, niche-specific groups where specialized individuals network, discuss business, and learn from each other. Masterminds can be hosted on a communication platform like Slack, in-person, or regular conferences and can be free or paid.

Joe Polish’s Genius Network is among the most expensive masterminds. It helps entrepreneurs improve their skills and maximize their marketing and business potential. The mastermind costs $25,000 per year for entry-level access with 300 people and goes as high as $100,000 per year.

Genius Network

How to create your first high-ticket offer

The challenge with making six figures from a single offer doesn’t lie in marketing or acquiring customers but in crafting an offer that provides value.

Here’s a breakdown of how exactly you can create your first high-ticket offer and set up a six-figure (or more) revenue stream for your business:

1. Understand your audience *really* well

With a high-ticket offer, you want to be laser-focused on the problem you’re solving. Your audience might be aware of the problem, but it’s highly unlikely they know the kind of solution they’re looking for.

John D Saunders
Image via John D Saunders.

Instead of making assumptions about your audience’s needs, work to define your ideal clients and understand your audience to their core. Without a clear understanding of who you’re selling to, you’ll struggle to craft a valuable enough offering for them.

Think of who you want to serve, which skill you want to turn into a product or service, and why. Next, create a buyer persona—a semi-fictional representation of your ideal customer that’ll help you drill down the specifications and tailor your solution to this persona.

Buyer personas help you drill down on your ideal buyer and validate your ideas with their challenges to achieve results. Image via Hootsuite.

Now that you have a fair idea of what kind of customers you want to attract to your program, it’s time to discover their biggest pain points. Here are some ways to do this:

  • Surveys: The most straightforward way to capture customer feedback and guide your offer forward is to create and circulate a survey to your ideal customers. Include questions that’ll help inform you about the type of offer you should create, which problems they’re facing, how they would like to be addressed (whether self-paced, group, or 1-1), and how much they’re willing to invest in such a solution.
  • Social listening: Identifying and analyzing what people are saying about a particular topic on social media can help you get an insight into what problems your audience is discussing online and how you might tap into it to create an offer of your own. You can use Sprout Social or Falcon to do this analysis and unearth rich insights.
  • Audience research tools: Tools like SparkToro help you understand your audience on a granular level by telling you which social media platforms or hashtags they use, who they follow and engage with, and which websites they visit. It can give you precious information on the obstacles your customers might be facing to help you create an offer around it.

For example, if you want to create an offer on investing in cryptocurrency and want to know if that’s something many people search for and struggle with—you can search for people who frequently talk about investing in cryptocurrency. This will give you an overview of the podcasts they listen to, people they follow, the YouTube channels they engage with, and their demographics.

SparkToro

After gathering all these insights, focus on identifying their Point A—where they are right now, along with their motivations, goals, and desires to reach Point B—where they want to be.

Your job with your high-ticket offer is to craft a solution that makes their ride from A to B super smooth.

2. Perform a competitor and gap analysis

A high-ticket offer requires significant investment and commitment toward solving the problem or achieving a specific goal. But your customers won’t jump at the chance to invest unless it’s the best solution in the market.

So, it’s crucial to understand what other solutions exist in the market, assess gaps, and create an offer that bridges those gaps to offer the best solution.

Here are some things you want to look for:

  • Who your competitors are
  • What product/service they’re offering
  • What their pricing is
  • What some unique perks they’re offering are
  • What their marketing strategy is
  • How well the customers are engaging with the competitors’ content on social media
  • What some of their weaknesses are (search for “company name + review” on Google and social media)
  • What they don’t offer that can give you an edge

Create a Google Sheet with this information to get a bird’s view of your competitor’s strategy, understand how you’d fare in the market with your new solution and how you can one-up them to provide an excellent solution to your customers.

Performing competitor analysis by tracking insights on Google Sheets. Image via Buffer.

3. Start planning your high-ticket offer

Your offer is the most important thing about getting sales, helping customers, and building a creator success story for yourself.

Here’s a roadmap you can follow to start planning your high-ticket offer:

Define the outcome of your offer

Your customers will invest because they want to see results. So, what you’re helping them achieve needs to be the center of your offer, and everything needs to be developed considering how it’ll help customers achieve that goal.

For example, look at how clear the outcome is highlighted on this course landing page.

Decide on your model

Pick the model that’ll help you take your customers to the goal. Suppose you’re creating a fitness offer where you help new moms with postpartum fitness—group coaching is a great way to proceed. If you’re offering business coaching that helps entrepreneurs scale their businesses with tailor-made strategies, then a 1-1 session or assisted 1-1’s would be better.

Your solution and audience should determine the model you choose for your high-ticket offer.

For example, maybe you have a super niche offer like helping eCommerce entrepreneurs scale to reach a $1 million annual recurring revenue (ARR). In that case, you should either go for group coaching so like-minded entrepreneurs can interact and grow together or personal coaching to take accountability and create tailored strategies for each entrepreneur to help them hit the milestone.

Set your program limit

A high-ticket offer lets you deal with fewer customers while earning more money. But you still need to put a cap on how many people you will accept in one batch of your program, so you can manage expectations and resources.

If you’re launching a mastermind or group coaching, you would want a smaller group of around 10-12 people. But if you’re creating a course, you can take up to 45-50 people per opening.

Decide on your content delivery methods

It’s important to decide on your primary content method early so you have enough time to spend creating it. Your content doesn’t necessarily have to be video content; you can mix different types and include live sessions, workbooks, audio notes, community group interactions, and so on.

For example, you will have to record the training for a course, but for cohorts, you might have to prepare presentations and workbooks.

Invest in a tech stack

Creating a high-ticket offer is also about investing in your customers’ experience. Don’t forget to invest in the essentials like a content delivery platform like Podia if you’re selling a course, Zoom for live webinars, Canva for designing, and ConvertKit for email marketing, landing pages, and even selling your course.

Create a structure for your content

A large part of your time will go into preparing the actual content. But don’t do it in an ad-hoc manner. Sit down, and logically plan your offer structure.

For example, a mastermind that helps online businesses scale on Instagram would begin by talking about Instagram basics, profile optimization, content calendar, content creation essentials, and content promotion.

Image via Learn with Roota.

Make your content visually attractive

Spend time branding your content, making it visually appealing and thorough with rich insights and examples to support understanding.

You can also prepare templates, workbooks, ebooks, and checklists as bonuses to help your customers implement your offer and get results.

Pre-sell your ideas

You don’t want to spend months creating content for your offer and not get customers in the end. Instead, collect feedback along the way so you can incorporate feedback into your offer.

You can share polls on social media, ask questions in community groups, and validate your idea on Instagram stories. This will also help get your customers invested in your offer before you sell it and help you frame it as per their needs and goals.

That’s precisely what Khe Hy did. He started by offering life coaching, then talked about Notion, and created a Notion course on his audience’s recommendations.

Later, he realized his audience loved the “authenticity” bit about his creator personality so much that they wanted to learn more about his productivity philosophy. So, his course changed gears from focusing on Notion to being more about lifestyle. He made these iterations based on his audience’s recommendations.

Today, he runs a cohort-based course, Supercharge Your Productivity, which has generated over $500,000 in sales.

Decide on your pricing

Understanding how much to charge and adding a price to your offer is perhaps the most daunting task. You don’t want to overcharge or undercharge for the solution you’re offering.

Your best bet is to analyze what your competitors are charging, what kind of outcome you’re promising, how valuable that outcome is to your customers, and then decide on your pricing.

Another great practice is to ask your community. Include a question in your market survey, or post a poll on social media asking your audience how much they would pay for such an offer and decide accordingly.

You can use the ConvertKit Commerce installment plans to help your customers pay for your high-ticket offers conveniently. Simply go to Earn, Products, and then +New Products. Under payment methods, select the payment plan option and add details about the price, number of installments, and frequency of payments (monthly, quarterly, or yearly).

Payment plan option for selling products through ConvertKit.

Then you can complete your product details and the payment plan option will be made available to your customers.

Do a pilot run

Before making your offer high-ticket, add a base price to your offer and test it with a sample audience size. You should offer them the full experience but at a discounted rate.

The purpose of this pilot run helps ensure your processes are in place, there aren’t any bottlenecks, and to gather feedback to improve the offer before you launch it full-scale.

At this point, you have your content ready and are constantly validating your ideas through customer feedback for improvement. You also want to find a way to offer something extra, with the right set of benefits that’ll lure your customers in—like a free trial or early-bird offer.

4. Design your high-ticket offer funnel

You can’t directly go to your audience and tell them to buy a $2,499 mastermind subscription. You first need to build trust, establish your expertise, nurture them with educational content and social proof, start with a small offer and then go for the big ask.

This calculated process of taking your prospects through a journey is the sales funnel tailored according to your audience and offer. While there are a hundred different ways to create a sales funnel for your program, here’s one you can begin with and tweak as per your customers and offer:

Create a landing page

You can either use a creator marketing platform like ConvertKit or buy a new domain for your offer and build a landing page. If your offer doesn’t involve a course, cohort, or any form of delivery that requires multiple elements like hosting pre-recorded training or sending workbooks, it’s best to go for self-hosting so you can optimize for SEO, run ads, and layout your offer in detail to attract customers.

On this landing page, clearly mention who would be the ideal customers, which problem you’re solving, why your customers need this solution, what’s included, and what change your offer will bring. Vanessa Lau, a seven-figure course owner, does this well.

You can also display testimonials and social proof of your work through market surveys during the pilot run of your offer or previous work done in the field to convince prospects to invest.

You would also want to set up a seamless checkout process, offer FAQs, and an easy way to reach out—to truly provide a high-quality experience.

Create a lead magnet to build an email list

A lead magnet helps you nurture your audience, earn their trust and then ask them to invest in your product or service.

The Rise with Reels course, priced at $699, offers a free masterclass that acts as a lead magnet to upsell the course.

Creating a lead magnet for your landing can help you build an email list and capture the contact information of interested prospects. This lead magnet will be a free yet gated resource related to the topic of your offer, which will provide valuable information to the customers but only act as a teaser, so they sign up for your main offer.

You can create a template, checklist, ebook, recorded training, or host a webinar as the lead magnet to capture this contact information.

Nurture your email list to build trust

The lead nurturing process begins once prospects get added to your email list.

You can greet them with a welcome email highlighting what they can expect from your emails, how to use the lead magnet, an introduction to yourself, and your main offer.

Vanessa Lau’s email newsletter promoting her YouTube live. Image via Vanessa Lau.

The following email sequence should be education-focused, sharing interesting and valuable insights around the main problem you solve in the offering. This will be intriguing content that triggers the prospect’s core concerns and leads them to the sale with a benefit-driven Call-to-Action (CTA) at the end.

You can use the same process with social media and community engagement to gather interested customers in one place and nurture them into making the sale by highlighting the issue and the solution you’re offering.

Promote the offer

Until now, you were plugging your offer as a potential solution for their problems through educational content, but now it’s time for the big ask.

Tell them what they need to hear about your offer, make them the hero of the story, and tell them what’s waiting for them on the other side with social proof and testimonials. Check out this example from Vanessa:

5. Prepare your offer for pre-launch

Simply setting your sales funnel in motion isn’t enough to drive sales. You need to generate buzz around your offer and begin promoting it at least 60 days before launch. Create an offer waitlist, and promote it with incentives like an early bird discount or first access to seats to create some FOMO.

This will ensure people are aware of what you’re launching, and as soon as you open the registration doors, they jump at the chance. This is precisely how creators generate high-ticket sales within the first week of launch and then build from there.

However, just like any other marketing strategy, you need a solid plan of action for this too.
Here are some pre-launch promotion tactics you can use to create awareness:

  • Create educational content around your offer on social media channels where your ideal customers are most active. Use a combination of text, image, video posts, and engaging story polls to highlight the problem, and offer a sneak peek into the solution and the results it can get. Promote your offer within the post or through links in the bio.
  • Collaborate with creators in your industry, and ask them for a paid shoutout or a share in good faith. Often, the latter is possible if you have a good network in your industry and helps extend goodwill while facilitating audience exchange and driving buzz.
  • Host free webinars and share lead magnets on social media and your landing page to attract interested people in your audience and show them the importance of achieving the goals you target with your offer.
  • Run paid ads, and retarget prospects who left your landing page without signing up for the email list. At this point, your focus is not on driving sales but on establishing credibility, gaining trust, and generating awareness around the topic or goal of your offer.

And last, to ensure you don’t miss out on anything when the launch time comes near, prepare an offer launch checklist to ensure everything is in place, from the payment methods on the checkout screen to the welcome package when customers sign up.

6. Take your offer live

So, you’re finally done with the mind-numbing part of actually creating the offer. You’ve also got a waitlist of people who are excited to join your program as soon as you launch it—but you get cold feet.

There’s no reason to be nervous. It’s important to have confidence in your offer before you launch it because a high-ticket offer requires building trust with your customers, providing comfort and support at every stage of their journey. But this can’t happen unless you trust your program enough to help your customers.

When we aren’t confident in our offer, we struggle to sell it because we don’t fully believe it’s worth it. You have to believe 120% in your offer, that it is the best thing on the market and that it provides incredible value for what you’re charging.
Maria Wendt, The $100K Mastermind

Here’s a checklist you can follow to take your program live:

  • Ensure your landing page is optimized, has a fast loading speed, and isn’t glitching.
  • Do a pilot run with a sample checkout right before you launch to ensure the checkout is smooth.
  • Centralize all your assets in one place, like promotional material, group access links, etc.
  • Have your launch poster ready and a sequence of marketing material to build momentum.
  • Hit publish, breathe, and try not to check your sales numbers every minute.

And there you go, your high-ticket offer is out there and ready to drive 6-figure sales.

7. Promote your high-ticket offer

Now that your offer is live, you need to promote it.

High-ticket sales don’t come on their own. While you may have set your sales funnel in motion, post-launch promotion is important to drive the initial traffic and get as many sales as possible within the first 24 hours.

When you start your career as a coach, it’s easy to think that coaching will be your primary responsibility. Not so fast. In fact, your full-time job will be marketing. Whether you run an online business, work in person, or do a blended model—marketing is crucial.
Whitney Hanson, six-figure money coach

Here’s how you can drive awareness of your offer:

  • Do a live session on whichever platform your potential customers are most active. Talk about your offer, answer questions, engage with your community, and highlight the benefits of joining the program. You can also partner with a creator with a significant following to discuss the problem you solve in your program and subtly promote it while leveraging their large audience base.
  • Prepare a series of social media posts such as stories, reels, text posts, carousels, static posts, and videos to talk about the offer in different ways. You can share previous client wins, create an educational post around it, do an FAQ, or create a promo video.

    Image via Arvid Kahl.

  • Create an affiliate program and promote it within your community to attract affiliates. You can also start an affiliate program for the customers who join your program.
  • Leverage paid advertising to target your audience on social media and search through a pain point-driven approach and drive sales.
  • You can also use outreach to reach out to people who you think will benefit from your program with a personalized approach that highlights what they can gain from your offer.

There are many ways to promote your offer, but these strategies are an excellent place to begin. Combine this with a limited-time deal to create FOMO or give early-bird discounts, and you’ll drive sales faster.

This post-launch promotion is a continuous process. Even if you get sold out, continue promoting it and make it a part of your organic strategy so potential customers can enroll in your waitlist and join your program as soon as the doors open.

Start building your first six-figure offer today

Creating a high-ticket offer is not an easy feat for a creator.

A lot of effort goes behind the scenes that often goes unseen. But it’s one of the best ways to monetize your skill, get top dollar for it and avoid chasing customers.

Instead, you can attract high-quality clients with one offer, focus on getting your customers the results they want to see, say goodbye to burnout, and create a more consistent revenue stream for your business.

If you’re ready to start selling your high-ticket offer, sign up for Creator Pro today and start building your email marketing funnel.

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