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The Scale Think Tank

I got a question the other day from a webinar participant about high-ticket programs.

“Doesn’t high-ticket consulting program just mean one-on-one project work?”

The answer is: no way!

But it got me thinking. What other myths do people believe about creating and running a high-ticket consulting program.

After digging around a bit, I came up with these 3.

1. High-ticket consulting just means one-on-one project work.

You don't have to do one-on-one project work to charge high-ticket.

You don’t have to do one-on-one project work to charge high-ticket.

Definitely not.

I’m not a fan of one-on-one project work. Why not? Because it doesn’t scale. (You may have heard I wrote a book on that subject.)

In fact, most corporations would rather buy something productized than think that you’re “making it up as you go along,” which is often the case for project work. That’s why they focus so heavily on the deliverables when you put a statement of work together.

That’s true with any business owner. They want something with big results they can trust.

It turns out you can easily put a $20k, $80k, or even $180k program together that doesn’t require you to deliver one-on-one work to your customer.

2. If I want to sell something high-ticket, then I’ll just create a mastermind.

Don't leave your prospects wondering what they'll get in your high-ticket mastermind. A "mastermind" by itself just isn't compelling enough.

Don’t leave your prospects wondering what they’ll get in your high-ticket mastermind. A “mastermind” by itself just isn’t compelling enough.

Not if you want to be successful.

Too often people say, “I’ll just start a mastermind group” without any thought as to what that would entail.

Now, don’t get me wrong. I love masterminds. They can be a significant component that gets your client where they want to go.

I use masterminds. I belong to masterminds.

But starting a mastermind is not your ticket to riches.

Often, prospects look at masterminds as just an empty way to get cash from them. They end up asking, “where’s the value?” and “what’s in it for me?”

The typical answer, access to the network, is not good enough. Trust me. I’ve learned this the hard way.

You need more meat on those bones to have a successful high-ticket program.

3. I’ll just create a course and charge a high-ticket price¬†for it because it’s unique and high-value content.

This just doesn’t cut it anymore.

A virtual library just doesn't cut it as a high-ticket program.

A virtual library just doesn’t cut it as a high-ticket program.

Information is basically free. You may think you’ve got some “secret sauce” and you may even be able to convince people that you do. But when they find out it’s just ketchup and mayonnaise mixed together, you’re going to have some upset clients on your hands.

The fact is your clients wants results. And training doesn’t bring results.

Ask any trainer and they’ll tell you that less than 5% of people in a training program will actually put any of that information to use.

Information isn’t enough – which is why it’s a commodity.

Results are what people want and you’ll have to figure out a way to deliver them. And a few videos and downloadable PDFs won’t do it.

If those things don’t work, what does?

I ran a masterclass that taught my clients how to create their own Million Dollar Program by doing what works and avoiding what doesn’t. You can get access to that masterclass as well. It’s a 90-minute, no-pitch training session.

Check it out here

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