How To Sell A Dream – Understanding The Value Proposition

If you’re going to be charging a premium price for a big ticket item, then you need to make sure that what you’re selling is really worth that amount of money. What’s more, you need to ensure that your potential buyers believe that it is worth that amount of money.

And this means that what you’re selling essentially needs to transform lives.

That sounds like a tall order but it’s something you can do – you just need to know how.

Look at it this way. No one is likely to spend $3,000 on an ebook or about fishing, about football or about how to tidy their home. This is the kind of thing that they might be happy to spend $50 on at most – but it just isn’t worth more than that.

On the other hand, selling something that promises to make a person rich, that can help them to find love, or that can help them get the body of a god or goddess – that is something they will happily spend $3,000 on.

What’s the Difference?
The strange thing to understand here is that the product can be the exact same. It can have the same number of words, the same number of hours but it’s the topic that allows you to charge that much more.

What this is really all about is what is known as the ‘value proposition’ and understanding this is the key to selling high-ticket. What a value proposition basically is, is a promise to your audience.

This is how you’re going to change their lives and it’s what your program can do to make things easier and happier for them.

In the case of your make money ebook that value proposition is that you can make them rich and thereby remove all of their money stresses. On the other hand, if your book is about dating, then the value proposition is that you can help them to find love/happiness/romance/sex.

From here, you now need to focus on that value proposition in all your marketing and to really work on the emotional drive that will hopefully help you to make sales. Talk about how sad it is to feel alone on Valentine’s Day, or how hard it is looking in the mirror and not liking your body.

Then get them to imagine what it would be like to be in a loving relationship or to have an amazing body. Essentially you’re selling a dream – and dreams are priceless!

With kind regards,

P.S. – Want to build a high ticket business and charge premium fees? Book A Call and select “High Ticket Funnel Accelerator” –> CLICK HERE!

Posted by Michael Cloke in High Ticket, Value Proposition

How to Build Trust and Authority

Take a look at some of the best big ticket items being sold by internet marketers and you’ll notice that the price can vary greatly. You can spend several thousand dollars for a weekend with someone like Tony Robins, or you can spend less than that for a whole week workshop. A consultation with one blogger might cost you $99 for one hour but a short lunch with Elliot Hulse will set you back £1K!

Clearly time isn’t the only factor that matters – so what is it that is really determining the pricing of these products?

The answer is simple: it’s the individual who is providing the information. If you are someone who has a ton of experience and qualifications, then you can charge a huge amount of money for your services. Conversely though, if you’re someone that no one has heard of and you have no qualifications under your belt, then you’ll have to charge a lot less.

This should be interesting for anyone looking to make a lot of money as it basically means that all you have to do to start charging big bucks, is to convince people that you know what you’re talking about and that you’re worth those big bucks. So how do you do that?

Fame
One way you can start charging a lot more money is to promote yourself and to become better known within your niche. Elliot Hulse is hardly a household name but he is well-known among fitness enthusiasts due to his appearance on YouTube.

Likewise, Tony Robbins is a household name and he can charge huge amounts as a result.
To get yourself to something approaching this level, you can run your own YouTube channel/blog for instance and you should also consider appearing in interviews.
Make sure that you really believe in your own hype. Present yourself as someone who is work $1,000 an hour and people will be more likely to believe it.

Plumb Your CV
You can almost think of your sales page as being like a CV. The objective for you here is to show off your qualifications, experience and anything else that might make you seem credible. Think about the highlights of your career and anything people will know about. Think of numbers (did you increase your company’s profit by X amount?) and think about claims to fame – many people talk about their appearances on TED for instance. You might also want to put down qualifications.
Finally, consider linking yourself to other successful people. Tai Lopez’s sales page includes an image of people like Arnie, Steve Jobs and Einstein. He had nothing to do with their success but the unconscious link is clear!

With kind regards,

P.S. – Want to build a high ticket business and charge premium fees? Book A Call and select “High Ticket Funnel Accelerator” –> CLICK HERE!

Posted by admin in Personal Branding

How to Write Sales Text That Works for a Landing Page

If you’re planning on selling a big ticket item, then chances are that your entire income model is dependent on those sales. A big ticket item can sell for anything from $99 up to $2,000 or even $20,000. For most of us that means enough money to live off for the following week, month or even year!

The bottom line? You need to do everything you can to make these big ticket items sell and one of the very best ways to do that is by creating a landing page and adding the right type of persuasive text to encourage sales. This is one page that is entirely dedicated to making a sale and that has no other function. Here’s how you go about wording it…

Narrative Structure
The first tip is to consider using a narrative structure. You want to position yourself as a figure of authority, so don’t make your narrative one about how you used to be broke/fat (this is a good option for cheaper products). Rather, just talk about your experiences and how you came up with this great idea for a course. That way, your writing will be much more compelling and engaging and people will want to keep reading.

The Value Proposition
During your text, always focus a lot on your value proposition. A value proposition is essentially the thing that you’re offering your readers/customers. If you’re selling an ebook, then the value proposition is not the text that makes up the ebook and it is not the PDF file that you are saving the ebook as. Rather, it is what that ebook can do for your customers and how it can change their lives. Focus on this and really try to understand the emotional appeal of what you’re selling.

AIDA
AIDA is a popular structure used in many sales pitches. The idea is to acknowledge that the buyer has never heard of you or your product before and to take them from being understandably dubious to a keen buyer. It stands for ‘Awareness, Interest, Desire, Action’.
Social Proof and Community

Finally, never underestimate the power of social proof, social influence or community. People love to feel that they’re a part of something and that they’re part of a movement. They also often look to others for cues that will guide their own behavior.
Make sure that your product is the exciting and exclusive offer that all the most in-the-know people are talking about.

With kind regards,

P.S. – Want to build a high ticket business and charge premium fees? Book A Call and select “High Ticket Funnel Accelerator” –> CLICK HERE!

Posted by admin in Copywriting, Direct Response Marketing, Landing Page
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