While the annual spending on coaching is estimated at $1 billion, high-ticket coaches still struggle to attract high-value clients for their expertise.
The disconnect often stems from a sales funnel that doesn’t attract the ideal clients and messaging that doesn’t resonate.
So, how does one create a successful high-ticket sales coaching business?
In this post, I’ll provide a comprehensive step-by-step process for designing a sales funnel and implementing effective messaging to boost your business.
TL;DR – How to Create a High Ticket Coaching Program
Let’s quickly outline the steps to design a high-ticket coaching course. We will discuss each step in detail later in the blog:
- Identify the ideal client and niche
- Craft a unique value proposition
- Design the coaching program
- Implement targeted messaging
- Perfect the high-ticket coaching program
Want to design or refine your existing high-ticket coaching business?
We will work one-on-one to define your goals and ICP, develop a clear value proposition, position your coaching program as a premium brand, and create strategic messaging that fosters trust.
Book a 20-minute call for customized strategies to build and grow your high-ticket program.
What is High Ticket Sales Coaching?
High-ticket sales coaching is premium-priced coaching services that provide clients personalized attention and comprehensive value.
Unlike traditional coaching, high ticket coaching:
- Has a high price tag because it delivers exceptional value to the clients
- Is highly optimized with intense one-on-one sessions and long-term support
- Has customized strategies to ensure substantive results within a set timeframe
- Enables significant breakthroughs in specific problems
Types of High-Ticket Coaching
Coaches deliver their high-ticket sales courses in different ways. These coaching programs fall under these six broad categories:
1. Self-Paced Courses
A self-paced course is more convenient because clients can learn on their schedule.
It’s also easier to manage because there are minimal interactions between the learner and coach.
2. Cohort-Based
A cohort-based course allows groups of learners to systematically go through the syllabus together in a time-sensitive manner.
Discussions and communities motivate them to complete the course. The coach can also adjust topics to include new details or address challenges faced by learners.
3. One-on-One
It involves face-to-face consultation, mentoring sessions, and tailored solutions to specific clients’ problems. Recorded tutorials and live calls often supplement sessions.
These programs are commonly created by industry thought leaders who want to share their expertise with other professionals in their niche.
4. Masterminds
Mastermind coaching typically consists of 5 to 12 members to create a focused and collaborative atmosphere where clients in a particular niche can network, share ideas, and pursue common goals.
Unlike traditional group coaching, participants don’t look up to one expert for guidance. Instead, a facilitator cultivates a supportive atmosphere and ensures members remain on track to achieve their objectives.
5. Retreats
Retreats combine leisure and work activities to create a dependable, high-ticket coaching program.
Although they require extensive planning, they can become a profitable, complementary strategy to other coaching solutions.
6. Productized Services
This coaching offers standardized services to a target audience at fixed prices and periods.
Coaches have a higher earning potential than customized coaching services because they can sell the same service package multiple times.
Overview of a High Ticket Sales Course
Exhaustive high ticket courses often involve these modules:
- Mindset Training: Covers comprehensive training to understand the behaviors of high-paying customers and leverage that knowledge to attract leads, convert them into sales, and grow a high-ticket business.
- Mastering Sales: Provides proven negotiation techniques for becoming a high impact sales person. The sessions can also involve building sales processes, understanding the psychology of selling, and increasing high ticket closes.
- Strategy Sessions: 1-on-1 training on how and where to offer irresistible high ticket products (and services), understanding the customer’s motivation on buying premium products, overcoming obstacles, and developing effective follow-up programs.
How to Build a High-Ticket Coaching Funnel
As a high-ticket sales coach, it is essential to build a strategy that attracts prospects and guides them from initial awareness to purchasing the program.
A typical coaching funnel has these 4 steps:
1. Understand the Ideal Coaching Client
Creating a high-ticket coaching sales funnel starts with drawing up a buyer persona. Analyze the target clients’ common characteristics and understand their demographics, psychographics, and geographic factors.
Also, analyze their preferred communication channels and specific challenges.
2. Create a Qualified Lead Bucket
High-ticket coaches can generate qualified leads by providing a valuable resource upfront. Strategically placing lead magnets on a persuasive sales page is an effective method of attracting qualified leads.
Examples of lead magnets include guided meditation, meal plan templates, dating guides, a net-worth calculator, etc.
3. Nurture Leads with Valuable Content
With a targeted list, it’s easy to personalize content and messaging to interact with potential coaching clients, gaining their trust and demonstrating authority.
Are you wondering how to do message testing effectively? Run A/B tests on different content types simultaneously to understand which resonates and impacts more.
4. Collect Insights and Adapt
The final step is to understand the performance of the coaching sales funnel and optimize it further. Continuously track metrics like website traffic, acquisition costs, conversion, churn rate, and customer lifetime value.
An optimized funnel simplifies future marketing efforts, making retargeting an existing email list with subsequent high-ticket sales coaching offers easy.
How to Create a High-Ticket Coaching Program
A solid foundation is essential to creating a high-ticket sales course. Working together with clients, here are the steps I follow:
1. Identify the Ideal Client and Niche
With an ICP, coaches can understand and solve the target audience’s pain points. Targeted messaging can improve client satisfaction and retain loyal, long-term customers.
Building an ideal client profile (ICP) involves these steps:
- Collect data on the target audience through online surveys, interviews, and observation
- Develop questions to understand the client’s needs and expectations
- Outline specific problems the coaching program will solve
- Write out a detailed profile of the buyer’s persona
2. Craft a Unique Value Proposition
Countless coaching programs exist, so a well-crafted, unique value proposition (UVP) can set a high-ticket program apart.
The UVP should:
- Highlight the specific outcomes clients should expect from the coaching program
- Address the target audience’s most urgent needs and prioritize results over offers
- Define the unique selling points (USPs) that set a coaching program apart
3. Design the Coaching Program
Getting a detailed market analysis is essential when structuring the high ticket coaching business. Other steps include:
- Outline the length, format, and curriculum of the program
- Run a competitor analysis to develop a pricing strategy
- Set a price that matches the premium value of the course
- Set the metrics and KPIs to track and measure success
4. Implement Targeted Messaging
Understanding strategic messaging is crucial to building a high-ticket coaching program. Create conversations that evoke emotions and resonate with the client’s needs.
Here are key pointers to remember:
- Develop compelling messages that nurture potential coaching clients and keep them interested in the program.
- Ensure consistent messaging across different marketing channels, from blog posts to social media posts and emails.
- Come up with core and supporting messages that emphasize the UVP of the course.
5. Perfect the High-ticket Coaching Program
The next step is an effective follow-up system to iron out any issues clients might have with the high-ticket course. It’s also crucial to track metrics such as:
- Customer satisfaction
- Return on investment (ROI)
- Cost of Acquisition (CAC)
Through these (and other) metrics, coaches can identify areas for improvement to make their coaching programs effective.
Partner with me to build your high-ticket coaching program from the ground up. We will work together to define your ICP, develop a strong value proposition, and create targeted messaging.
Let’s get on a discovery call to create high-ticket coaching packages that deliver value to your clients and generate sales.
Frequently Asked Questions (FAQs)
Below are answers to some of the most commonly asked questions about creating a high-ticket sales coaching program:
How Much is High Ticket Coaching?
A high-ticket coaching session could cost at least $1,000. However, most programs command five figures per course, depending on the value they offer.
How Do You Become a High Ticket Salesman?
The steps to becoming a high ticket closer are:
- Mastering sales strategies and understanding client psychology
- Networking and cultivating continuous relationships with customers
- Possessing critical skills like industry expertise, empathy, attention to detail, and decisiveness.
What Role Does Mindset Play in High Ticket Sales Coaching?
Psychology heavily influences the course design, pricing, marketing, and sales.
Overcoming imposter syndrome gives a coach the confidence to market aggressively and set higher prices proportional to the course’s value.
Conclusion
Designing a successful high-ticket coaching program involves understanding the target audience, developing a sales funnel, creating an exceptional UVP, and crafting compelling messaging.
I specialize in designing premium courses, creating a positioning framework, and refining communication across all channels.
Book a call with me to get personalized help to build your high-ticket coaching program.
