A 3-Step System To Go From One-Off Clients To High Ticket Recurring Clients

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One thing that the “big ticket” and “high ticket” guru’s never talk about is the transition phase from your current pricing to the premium pricing model.

That’s the phase where you go from charging your current low prices ($97-$297) to charging higher end prices ($997-$2,000) for the same service.

Having gone through this very cycle several times, I can honestly tell you that it can be very difficult to implement and wrap your head around.

(No matter what anybody tells you!)

Especially if you have a steady flow of loyal clients that have been hiring you for one-off services at a established price point for a while.

So today, I’m going to share three of the only ways I’ve personally been able to make the transition somewhat easier.

Here’s the blueprint:

Step #1: Start by creating new service offerings around either achieving a specific result or around one particular marketing medium.

An example of this could be getting a specific amount of…

– …new patients a month for a chiropractor…
– …quotes for a roofer or…
– …new diners for a resturant.

Or you could base it around a traffic medium like Facebook, Linkedin, Youtube etc. and combine it with a specific result that you’ll achieve.

Just so you know…the most powerful types of offers are the ones that solve a specific problem (preferably related to getting new clients, customers or patients) by offering a specific solution.

Step #2: Change the way you position yourself in the eyes of your target market.

In my opinion, even if you create new higher priced marketing service offers, you can still fail unless you present your offers in the right way.

When it comes to premium pricing, it all matters…

– The way you present your offers.
– The results you promise in your offers.
– The amount of content you put out in front of your target market.
– The quality of content you use to attract prospects.
– Where you advertise your offers.
– The amount of time you’re willing to invest to get a client.
– Whether you back up your claims with case studies.

It all matters.

At a minimum, you want to put out quality content on a weekly basis in front of your target market that leads to a compelling offer.

But be willing to explore all of the factors I just listed above.

Optional Step #3: Complete service/website/company rebrand.

Sometimes when you’ve established yourself in the marketplace in a certain way, it’s virtually impossible to change it.

That’s when you must use a complete rebrand in order to move past your past pricing models.

In fact, if you are really focused and good with design based branding, then I recommend doing this step first.

However, the reason why I didn’t is because for most consultants, rebranding everything can be a huge time killer that can suck the life out of their business.

Therefore, I normally recommend that you do it last, so that you have a few clients flowing in under the new pricing model to keep cashflow coming in.

Depending on where you’re at in your consulting business, those three steps may seem like alot of work, but it’s totally worth it.

After all, would you rather pull in $12,000 a month working with 7 clients or $3,000 working with 15 clients?

I also want to answer a question that a few consultants have asked.

Basically the main question is…”how long does this pricing and positioning transition take?”

All in all, it took me about 90 days to get everything transitioned over to the premium pricing model.

The first 30 days were spent getting a new company name, domain and website with ten pieces of foundational positioning content in place.

The next month was dedicated to getting my marketing services packaged and productized in a specific way that reduced my workload, but increased profits.

And the final thirty days was spent on getting simple expert positioning funnels in place to start running prospects through.

By the way, when I say simple expert positioning funnels, I mean simple and basic.

I’m talking about a landing page, two or three simple results-in-advance video’s and one strategy session offer for a specific service.

That was it.

But it did take me putting a pause on bringing in new business at the lower price point and eventually winding down existing contracts so I could relaunch the new
brand on time.

Now in this quick overview I just shared, does that sound easy?

I hope not because it wasn’t easy.

In fact I spent alot of time wondering if I was doing the right thing by raising my prices.

Turns out I was.

And the even better news is that not one consultant who has ever made the transition has looked back in regret at the “good ole days” of lower prices.

Maybe it’s time for you to make the jump?

[NOTE] One of the things that also made the transition much easier was I actually focused on adding more real, tangible value to my service offerings.

I honestly believe that was huge for me in making the mental shift in how I priced my services.