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Hey guys, and on today's video, I'm gonna show you why$7,000 online coaching service is easier for you to make money than a$7 one.
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Let's get into it.
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For those who don't know, my name is Zach Purner.
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I've been in the industry for over 10 years.
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I was making$4 million plus in my fitness coaching business.
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And now in my online coaching business, we do over nearly$400k months.
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Now the difference is that when I first started fitness coaching, I actually had a really cheap model of coaching basically.
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So it was kind of like I didn't know what I was doing, so I just did whatever.
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And as I slowly grew my following, I was doing YouTube videos that were going, you know, viral, 100k of views a video.
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I was doing Instagram, my following was growing by the hundreds of thousands.
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So I was able to sell a pretty like a low-ticket item, and I was making a lot of money from doing that.
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So as a result, I had to get really, really good at marketing because I was talking to everyone all the time.
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I'm doing one-to-many selling.
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Then I switched to a sales model of like a high ticket because basically I just switched.
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I switched, I started selling in different markets, and I switched my sales method, and I then learned high-ticket sales, and I realized that the gen pop, most people, it is so much easier to make money high-ticket.
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And that's why I've learned so much since my fitness coaching days when I started, and that's why I'm gonna pass that on.
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So today I'm gonna break down five reasons why basically a$7,000 offer in fitness coaching is easier than a$7 offer.
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So firstly, let's actually do the maths.
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So let's say we've got$7 here, and then we've got$7,000 here.
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And we're gonna get to even you when you think, oh, no one would pay$7K, get to it's it's coming soon, just in the end of the video, you'll see.
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Now, these two prices, okay?
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So if we want to make$10,000 a month, most people I help in the blueprint, they want to make$10,000 a month.
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That's the first thing they say.
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So we're gonna use that number.
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So$10K a month, seven, we would need$1,429.
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I just thought of that then.
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Is that right?
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Calculator said over here, okay.
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Not that smart.
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You know how people just do that.
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I'm like crazy.
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$1,400 sales at$7 to hit our$10K month.
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Over here, we need about one and a half.
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Let's just call it two.
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Because two, you might get half of that, you might get a painful, you never know.
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And if you're thinking, there's no way someone would pay$7,000 for a sale, guess what?
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One of my clients just literally got a$7K, but that's USD.
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And he also got one before that.
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And we've had other clients that have got literally$8k payments.
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So if you're thinking, how is that possible?
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Then you're in the right YouTube channel.
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So subscribe here because I'm gonna explain over a series of videos how that's possible and you'll know as well.
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Now, if you guys want my interactive toolkit on literally pricing offer, like if you haven't started coaching yet and you want like a first client kit, download that below.
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It's free in the description for you.
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And I also send you some valuable emails after that too.
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So enjoy.
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Now, getting onto it.
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So 1.5 sales here and 1400 sales.
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So, irrespective of price for a second, let's just think irrespective of price, can you get 1400 people to give you their money?
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And you might be kind of hopeful, right?
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But think about it.
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It is so hard to convince anyone to trust you.
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Even getting$5 off someone is hard.
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And I know this because we actually do this on purpose sometimes.
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I sell a low-ticket item to try and get committed buyers because they're very different.
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Now, if you get someone who's gonna buy something for$7, they're a buyer, no matter what.
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They're just a buyer because then everyone else is not gonna buy it for$7.
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You're gonna get people who will literally, they'll only want free shit.
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Like there's people, you're probably you could be one of them.
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I don't know.
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I don't have any uh anything against you, but there are people who will just watch free information and never buy anything to do with their investing in themselves, right?
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Ever.
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You could be, maybe you bought something before, right?
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Which side of the fence are you on?
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I don't know.
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It looks like I'm fucking interrogating you, I'm not, I promise.
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I'm just trying to illustrate the point that there are buyers and then there are non-buyers.
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And the buyers, sometimes those buyers need a bit of nurturing and they'll buy eventually, but maybe not right now.
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But in any case, there are people who just want free shit and there are people who want to buy and invest.
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So this is a buyer, this is a buyer.
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They're both buyers, different types of buyers, but that's okay.
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Now, in in my opinion, it is so much easier to find the person who is willing to pay more for your offer.
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And it doesn't have to be 7K, it could be 2K, whatever, but it is easy to find the person who is gonna pay more because you need less of them, as opposed to finding thousands of people that are willing to pay.
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$7 even.
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It's so hard.
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Now we're gonna get into more strategic stuff later, but the maths alone, it's even if you get one sale at$7K and you're trying so hard, that's a thousand buyers over here.
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So you gotta think, is this, is selling something cheap at seven bucks a thousand times easier than selling someone 7K?
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Think about it.
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Think of how many people you know.
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If you have to go find a thousand people to buy your stuff versus finding one guy who has who could pay 7k or one girl.
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Now think about this for a second.
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If you were tasked to do this, if I said to you right now, okay, hey, viewer, you're watching right now, you just subscribe to the channel, that's awesome.
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But because you're so cool, I was to say you have to go make 7k right now, right?
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You've got two methods.
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You got$7 to a thousand people, or you got one person$.
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If you were gonna go, okay, I I can get one person and you go the 7K path, what would you do?
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A, what would you do in your offer?
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What would you do in your sales marketing process as well?
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How hard would you work, right?
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This is this is where it starts to actually, these hypotheticals help a lot because you could think, okay, well, if I was selling something for 7k, the offer's got to be dialed in, the pain has to be there.
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I'm gonna try and find the right person with this exact pain point because therefore they're gonna be willing to solve that.
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I'm gonna demonstrate the value of the service on the sales call in this way.
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And to book that call, I'm gonna do XYZ to book that call, right?
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So you would actually do things very differently.
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When we start to run ads, we wanna invest in our product, right?
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So when we run ads on Meta, we're left with something which is a cost per lead, a cost per result.
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So if we're running ads to a$7 product, well, you're probably gonna sell it for seven bucks on the spot.
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You're not gonna like go back and forth and text them and DM set them, right?
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You're not gonna do that.
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So in this case, we need a cost per acquisition that we're talking about, and that is how much it costs to get the sale.
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Same thing over here.
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Although a cost per acquisition on a$7,000 sale, it's more, it's just like, okay, how many leads did it take to get that one sale?
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So we'll walk through that example, right?
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So bear with me for two seconds.
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Let's say we run an ad to a product page and we sell something for seven bucks and they buy it.
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How much does it cost to get that buyer?
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It's probably nowadays, because the competitiveness of the market, it's probably gonna cost 10 bucks, right?
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If your marketing is incredible, it might cost seven.
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But now we're actually running at a three dollar loss if we're trying to target someone on ads to buy a$7 product.
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Now let's talk about the$7,000 product.
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We might spend this, let's say we ran it for seven days at$10 a day.
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We might spend$70, we're getting leads for$10.
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So this one's getting sales for$10, but we're getting leads for$10, which means we get seven leads.
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So our cost per lead is$10.
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But let's say seven leads, and maybe let's say you get 20% of those to book a call.
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So out of that, you got maybe, let's just call it three.
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Three people or three people to book a call.
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And of that, you end up closing one.
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Let's just say.
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Or even if it takes you book four calls and you have to close one at a 25% close rate.
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This is these are good numbers, right?
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But let's just just bear with me for argument's sake.
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So let's say they even give you just a thousand on the spot and then the rest's coming later.
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You've literally that 70 bucks has turned into a thousand versus this 70 bucks has turned into negative$3 every day, into negative$21.
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This is the the point I want to illustrate here is that when we're dealing with low ticket items, low ticket is going to lose you money on ads on the front end unless you have a solidified backend offer that you're actually gonna use.
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So unless you were gonna take every one of these and upsell them into your big one or your thousand dollar, whatever it is.
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That's a different story.
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If you're selling low ticket, like a$7, you want to have a fucking massive following.
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You just want it because otherwise you're gonna need to go ads.
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And if you go ads, you run the risk of not having enough money in it, essentially, to counteract and actually make back and profit from the cost of the ad itself.
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The second point I want to illustrate is that they're different buyers.
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The person who buys a$7 product is more impulsive.
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They might not even use it, just kind of curious or maybe.
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And typically, a$7 product, just a side note, a little bonus, is it has to solve the problem in its entirety in one sitting.
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So let's think about an offer for fat loss.
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Lose 10 kilos of fat, seven bucks.
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Impossible because you can't you can't just read it and go do it.
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You gotta like, you gotta follow it every day, you gotta list it like every single day for months, you gotta get like do the stuff until you lose it, lose the weight, right?
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Fitness coaching offer for 7k to lose that amount of weight, we're talking because it it involves deliberate daily adherence because you paid a lot of money and you're gonna stick to it.
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With the low ticket offer, something so simple like had a meal prep a week's worth of food in under$70 for high protein meals for a family,$7.
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That can be done in one sitting.
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They can literally go buy the stuff, do it, and then go, wow, great result.
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But something that is long term that has more effort and adherence and consistency can't be done in a low ticket.
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That's why it can't be done on the spot.
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So just a that's a bit of a side note in just marketing in general.
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Shout out to Jason Fladlin for that.
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Amazing.
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Anyway, moving on to the$7,000 buyer.
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So the$7,000 buyer, they know they have a problem worth solving and they are willing and committed to actually solving it.
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It's a behavioral thing.
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It's the type of person who's willing to do one thing is more likely to do the next thing.
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It's like in my business, when people book a call with my team to chat about like the blueprint, the ones who don't show up to the call, even if they get over the line at some point down the track later, they don't do as well on the program.
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Because the the things that made them not value the help, not turn up to their first application call, and then we had to like chase them and things like that, that actually prevented them from actually doing well in the program anyway, because they didn't put in the work.
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So once you look back and see statistics, it's really, really interesting.
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Now, the next point I want to make is that the price will actually change the result.
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So this is the craziest thing.
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The price changes how things work.
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A few studies here.
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So we all know how the placebo effect works, and this is interesting, right?
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Like there was this study, 2008, a study was done where they gave two groups basically a painkiller after they got an electric shock and they gave them a painkiller.
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One painkiller was a sugar pill, they said it's 10 cents.
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The next painkiller was a sugar pill and they said it was$2.50 a pill.
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So the participants thought they were both painkillers, but they thought one was cheap, one was expensive.
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So they both, in all groups, right, at least half of the people said the painkiller helped.
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Because of placebo, right?
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But what was interesting was 85% of the people that took the expensive pill said it helped.
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Only 60% of people who took the cheap pill said it helped.
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So that's a statistically significant, it's a big, big word there.
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25% more percentage points of people who took the expensive one said it worked better than the other one.
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Same researchers did another study on two different energy drinks.
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They had the exact same drink, but one was told it was cheap, one was expensive.
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Then they were tasked to do like anagrams, like mental puzzles.
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Obviously, the group that had the expensive one, they completed more of them.
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The other ones gave up sooner.
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It's the way it is.
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It's just the way human brains are wired.
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So when someone pays seven grand, they believe it is better.
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Otherwise, they wouldn't have paid you the money.
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So when they pay a high ticket, they believe it's better.
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So they show up, they do the work, they have more faith and confidence in your ability to help them, and then self-fulfilling prophecy, they get better help and they get better results.
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Compare that to the cheap product,$7,$10, whatever it is.
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The person's gotta think, I don't know, how good can it be?
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It's cheap.
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Like you download any free plan out there and you'll automatically find reasons why it's cheaper or why it's worse.
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You'll be like, oh, it's generic.
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It's gotta be, right?
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Whatever it is, your brain will find reasons why you shouldn't necessarily trust it, especially when it gets hard, versus the other one, your brain will justify its mechan its reasoning for spending seven grand and it's gonna go, I've gotta stick to it.
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This is the this is gospel.
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If it's not right, I'll feel stupid, therefore it has to be right.
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So your brain will actually go find reasons.
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And irrespective of whether you're objectively right or not, it doesn't matter.
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Because what matters is you stick to the thing and you get it done and you get results.
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So if pricing a little bit higher as a fitness coach means that you're gonna get a better buyer and someone who is more likely to adhere to the plan and they're gonna believe in it more and they're more likely to get better results.
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Well, I'd be wanting to go for that person on the right.
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And even more so that it's easy you have to find less of them.
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So to find less of this one person versus more of these time-wasting idiots, no offense to them, what would you rather and what is gonna be easier to build a business on?
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But this comes at a cost because you can't just throw a$7,000 price on your offer.
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Now, you might be thinking, well, how many certifications do I need to get to get then?
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You don't.
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Like it's not correlated with certifications.
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You just need to know who you're helping, you need to be able to help them, and it has to be above a 20-year-old age demographic, I would say.
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It doesn't have to be just a corporate workers and you know, like this professionals.
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It doesn't have to be that because if you like just target those people, it's gonna look contrived.
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But people do have money, but they might not have a 7k towards it, but people do have money that they can dedicate towards a health and fitness.
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And the thing that I see that coaches make mistakes is they think, well, I would never pay seven grand, therefore no one else is gonna pay seven grand.
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And and that's that's not true, right?
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And I know this because me personally, I would never pay five grand for fitness coaching.
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No way, but I've sold it, and I know that other people sell it, and I know a million people buy it, but just because I wouldn't do it, I know the world isn't me, it doesn't revolve around me.
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So you can't have this like toddler view of the world of going, oh, well, just because I wouldn't do something, that means no one else would.
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No, I get it, that's maybe what you've gone to, but it's not the case.
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You're not the market, and that's something to understand.
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I have to tell my uh clients this all the time on a kickoff call when they first join because they're terrified of pricing what I tell them to price, maybe two grand.
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They're terrified.
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They think I can't do that because I would never pay.
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And this coach down the road doesn't even charge it.
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So how can I charge that?
00:12:56.879 --> 00:13:08.000
And I'm like, I don't care, but people charge it and you definitely can because if you just do these certain things, get your offer right, make sure you're targeting the right person, hitting their pain points, marketing the right way and selling in the right way, you can charge that.
00:13:08.080 --> 00:13:11.919
And when people buy it, only then will you actually go, ah, people actually do buy it.
00:13:12.000 --> 00:13:13.360
And I'm not the market, right?
00:13:13.440 --> 00:13:15.279
But over time, you will see that.
00:13:15.519 --> 00:13:20.080
But my honest advice here is don't let yourself psych yourself out of doing this.
00:13:20.159 --> 00:13:24.960
Don't let yourself psych yourself out of charging high just because you wouldn't charge high.
00:13:25.120 --> 00:13:27.759
The example I like to use is what is the most common name?
00:13:27.840 --> 00:13:31.039
So think of the most common name in males right now.
00:13:31.200 --> 00:13:32.320
Go, just think of it.
00:13:32.480 --> 00:13:33.279
What came to your head?
00:13:33.440 --> 00:13:34.799
John, I don't know, Sam.
00:13:34.960 --> 00:13:39.919
The most common male name in the world is, let's see if you got it right, Mohammed, Jose, John, Ahmed, Ali.
00:13:40.240 --> 00:13:40.720
Five of those.
00:13:40.879 --> 00:13:41.919
I'm guessing you guessed John.
00:13:42.159 --> 00:13:43.440
Maybe you guessed one of the other ones.
00:13:43.519 --> 00:13:45.360
But point being, most people don't guess that.
00:13:45.519 --> 00:13:50.480
So just because your representation of your world, don't think that that's the same as the actual world itself.
00:13:50.639 --> 00:13:54.559
So aside from the my audience can't afford XYZ, it doesn't have to be 7k, by the way.
00:13:54.639 --> 00:13:56.639
Like 7K is high price, but so is 3k.
00:13:56.720 --> 00:13:58.320
So is 1500 to some people.
00:13:58.480 --> 00:14:00.480
That's like for some coaches, that's okay.
00:14:00.639 --> 00:14:06.480
But either way, price is so relative that when you charge 1500 and more people buy it, it starts to not be expensive anymore.
00:14:06.559 --> 00:14:08.559
And then two is feels expensive, then three.
00:14:08.639 --> 00:14:12.960
So price is so relative that just because you don't feel like you're ready yet, doesn't mean you won't be in the future.
00:14:13.120 --> 00:14:16.240
Now, a lot of people say, well, can't I just start cheap and then work my way up?
00:14:16.399 --> 00:14:17.600
And look, you can, right?
00:14:17.679 --> 00:14:18.960
But like I said, what is cheap?
00:14:19.120 --> 00:14:22.000
I think like pricing cheap is that like 90 bucks a week.
00:14:22.159 --> 00:14:26.480
Some of our clients in the blueprint, when they really want to scale and they say they're charging 90 a week, I'm like, it's too cheap.
00:14:26.559 --> 00:14:29.200
If more than 50% of people are buying on their calls, I say it's too cheap.
00:14:29.279 --> 00:14:30.320
Doesn't matter what price it is.
00:14:30.480 --> 00:14:36.159
So starting too cheap in your mind, if you haven't started coaching yet, what you think is cheap is probably 30 bucks a week.
00:14:36.240 --> 00:14:42.559
Don't start there because you're gonna get the worst clients of all time, and then you're gonna think, well, if someone's not gonna pay me 30 and they're not getting results, how is somebody gonna pay me 90, right?
00:14:42.720 --> 00:14:43.360
Don't start there.
00:14:43.600 --> 00:14:45.840
Start cheap at 60 bucks a week.
00:14:46.000 --> 00:14:50.000
If you have to start cheap, I still don't recommend my clients do that because I'm responsible for their income.
00:14:50.159 --> 00:14:53.360
So I want to do it as maximum, you know, likelihood of them getting success.
00:14:53.440 --> 00:14:56.720
So I always tell them at least at least 80 to 90 to start.
00:14:56.879 --> 00:15:00.240
And if you can do that and then work your way up, great, go from there.
00:15:00.399 --> 00:15:05.759
But just because you don't feel confident in your like self and your ability to sell, don't worry about that.
00:15:05.919 --> 00:15:15.919
First, like get clients by marketing and selling like crazy, like watching the videos on my channel and going, cool, what do I need to do to get my marketing correct, my niche correct, and then also my sales process correct?
00:15:16.080 --> 00:15:17.200
And then delivery.
00:15:17.360 --> 00:15:20.159
Most coaches I work with, they know how to get someone like help.
00:15:20.240 --> 00:15:22.240
They know how to change someone's life and improve their physique.
00:15:22.399 --> 00:15:23.120
That's not the hard part.
00:15:23.279 --> 00:15:26.320
The hard part is the communication, the marketing and the sales.
00:15:26.480 --> 00:15:27.600
So go through my channel.
00:15:27.919 --> 00:15:34.720
If you haven't started coaching and you haven't hit your first five, 10 months, you you probably need a bit more specific work on like the marketing setup and the sales.
00:15:34.799 --> 00:15:38.480
Um, if you have and you are dabbling in coaching, just think, what am I charging right now?
00:15:38.559 --> 00:15:41.120
And am I charging like would I would Zach think this is too cheap?
00:15:41.200 --> 00:15:46.639
Or is is this me saying it's too cheap because I have limiting beliefs on how much I could actually charge?
00:15:46.799 --> 00:15:54.320
And for people who think, well, it's it's not worth that, like it's not worth the price, stop thinking in a price-based mentality and start thinking in a results-based mentality.
00:15:54.399 --> 00:16:03.600
So the results-based mentality is again, if you could have your ideal client and think what are their problems they want solved, what is their dream outcome, and really what is that, how does that make them feel?
00:16:03.759 --> 00:16:05.120
How long have they been trying for?
00:16:05.279 --> 00:16:08.879
What is the alternative if they don't get help and they stay like that and it gets worse?
00:16:09.039 --> 00:16:16.480
Bundle all of that up and go, imagine if I could wave a magic wand and get them that result with certainty, what would they pay to solve those problems and get that outcome?
00:16:16.639 --> 00:16:19.360
That's a very different thing to what is your time worth.
00:16:19.519 --> 00:16:20.559
That's not the same question.
00:16:20.720 --> 00:16:21.759
What is your time worth?
00:16:21.840 --> 00:16:23.200
That's up to you to decide.
00:16:23.360 --> 00:16:28.240
But and that's usually tacked on as a bit of a premium, but what is the end result worth for that person?
00:16:28.320 --> 00:16:34.000
Then you can go, cool,$2,000 is not expensive to solve this person's crazy problems.
00:16:34.080 --> 00:16:55.519
Imagine if you knew that a weight loss client making helping them lose 20 kilos, and if you know you absolutely could without a shadow of doubt, because you'd help them stick to it and all these other things, if you knew that helping them lose 20 kilos would add 10 years to their life because it would prevent them from going downhill, let's just say, if you knew, you would have no worries in charging them three grand because they would value three grand for 10 years of their life, right?
00:16:55.600 --> 00:16:56.159
You know they would.
00:16:56.240 --> 00:16:57.679
So that's what they would put that at.
00:16:57.759 --> 00:16:58.639
They would happily pay it.
00:16:58.720 --> 00:17:03.600
But the problem is there's a mismatch between what we are selling and what value they're actually getting.
00:17:03.759 --> 00:17:09.759
And the higher you can price, the more in line that value becomes with what they actually getting.
00:17:09.920 --> 00:17:14.960
Versus if you charge$10, there's no way anyone's gonna believe you that$10 is gonna change their life.
00:17:15.039 --> 00:17:15.359
It's not.
00:17:15.519 --> 00:17:17.200
Seven bucks is not gonna change anyone's life.
00:17:17.359 --> 00:17:18.559
Seven grand can.
00:17:18.720 --> 00:17:22.319
And that's just something that you guys will will soon see when you start to charge high tickets.
00:17:22.400 --> 00:17:31.200
So I'm curious if you guys are charging high ticket or maybe you've like started low or whatever it is, drop your questions in the comments below because I want to actually make dedicated videos on this.
00:17:31.279 --> 00:17:34.000
And if you do, I will give you a shout out directly at the start of the video too.
00:17:34.079 --> 00:17:35.039
So that's it for me, guys.
00:17:35.119 --> 00:17:38.240
If you want my pricing calculator below, it is in the interactive toolkit.
00:17:38.319 --> 00:17:40.480
You can grab that there, and I'll see you in the next video.
00:00:00.000 --> 00:00:05.759
Hey guys, and on today's video, I'm gonna show you why$7,000 online coaching service is easier for you to make money than a$7 one.
00:00:05.839 --> 00:00:06.240
Let's get into it.
00:00:06.400 --> 00:00:07.839
For those who don't know, my name is Zach Purner.
00:00:07.919 --> 00:00:09.519
I've been in the industry for over 10 years.
00:00:09.679 --> 00:00:12.880
I was making$4 million plus in my fitness coaching business.
00:00:12.960 --> 00:00:16.559
And now in my online coaching business, we do over nearly$400k months.
00:00:16.800 --> 00:00:22.719
Now the difference is that when I first started fitness coaching, I actually had a really cheap model of coaching basically.
00:00:22.800 --> 00:00:25.120
So it was kind of like I didn't know what I was doing, so I just did whatever.
00:00:25.280 --> 00:00:31.280
And as I slowly grew my following, I was doing YouTube videos that were going, you know, viral, 100k of views a video.
00:00:31.359 --> 00:00:34.640
I was doing Instagram, my following was growing by the hundreds of thousands.
00:00:34.799 --> 00:00:39.200
So I was able to sell a pretty like a low-ticket item, and I was making a lot of money from doing that.
00:00:39.359 --> 00:00:44.320
So as a result, I had to get really, really good at marketing because I was talking to everyone all the time.
00:00:44.479 --> 00:00:45.840
I'm doing one-to-many selling.
00:00:46.000 --> 00:00:50.479
Then I switched to a sales model of like a high ticket because basically I just switched.
00:00:50.560 --> 00:01:01.759
I switched, I started selling in different markets, and I switched my sales method, and I then learned high-ticket sales, and I realized that the gen pop, most people, it is so much easier to make money high-ticket.
00:01:02.000 --> 00:01:06.239
And that's why I've learned so much since my fitness coaching days when I started, and that's why I'm gonna pass that on.
00:01:06.319 --> 00:01:13.840
So today I'm gonna break down five reasons why basically a$7,000 offer in fitness coaching is easier than a$7 offer.
00:01:14.000 --> 00:01:15.519
So firstly, let's actually do the maths.
00:01:15.680 --> 00:01:20.000
So let's say we've got$7 here, and then we've got$7,000 here.
00:01:20.159 --> 00:01:25.599
And we're gonna get to even you when you think, oh, no one would pay$7K, get to it's it's coming soon, just in the end of the video, you'll see.
00:01:25.760 --> 00:01:27.200
Now, these two prices, okay?
00:01:27.280 --> 00:01:31.599
So if we want to make$10,000 a month, most people I help in the blueprint, they want to make$10,000 a month.
00:01:31.680 --> 00:01:32.560
That's the first thing they say.
00:01:32.719 --> 00:01:34.079
So we're gonna use that number.
00:01:34.239 --> 00:01:38.239
So$10K a month, seven, we would need$1,429.
00:01:38.319 --> 00:01:39.200
I just thought of that then.
00:01:39.280 --> 00:01:39.760
Is that right?
00:01:40.159 --> 00:01:41.359
Calculator said over here, okay.
00:01:41.599 --> 00:01:42.159
Not that smart.
00:01:42.319 --> 00:01:43.200
You know how people just do that.
00:01:43.280 --> 00:01:44.239
I'm like crazy.
00:01:44.640 --> 00:01:48.239
$1,400 sales at$7 to hit our$10K month.
00:01:48.400 --> 00:01:50.480
Over here, we need about one and a half.
00:01:50.560 --> 00:01:51.359
Let's just call it two.
00:01:51.599 --> 00:01:54.719
Because two, you might get half of that, you might get a painful, you never know.
00:01:54.879 --> 00:01:58.400
And if you're thinking, there's no way someone would pay$7,000 for a sale, guess what?
00:01:58.560 --> 00:02:02.079
One of my clients just literally got a$7K, but that's USD.
00:02:02.239 --> 00:02:03.439
And he also got one before that.
00:02:03.519 --> 00:02:06.640
And we've had other clients that have got literally$8k payments.
00:02:06.719 --> 00:02:08.080
So if you're thinking, how is that possible?
00:02:08.240 --> 00:02:09.599
Then you're in the right YouTube channel.
00:02:09.680 --> 00:02:14.719
So subscribe here because I'm gonna explain over a series of videos how that's possible and you'll know as well.
00:02:14.800 --> 00:02:21.919
Now, if you guys want my interactive toolkit on literally pricing offer, like if you haven't started coaching yet and you want like a first client kit, download that below.
00:02:22.000 --> 00:02:23.360
It's free in the description for you.
00:02:23.439 --> 00:02:25.439
And I also send you some valuable emails after that too.
00:02:25.520 --> 00:02:26.000
So enjoy.
00:02:26.240 --> 00:02:26.960
Now, getting onto it.
00:02:27.120 --> 00:02:30.560
So 1.5 sales here and 1400 sales.
00:02:30.639 --> 00:02:37.120
So, irrespective of price for a second, let's just think irrespective of price, can you get 1400 people to give you their money?
00:02:37.360 --> 00:02:39.439
And you might be kind of hopeful, right?
00:02:39.520 --> 00:02:40.159
But think about it.
00:02:40.240 --> 00:02:43.280
It is so hard to convince anyone to trust you.
00:02:43.439 --> 00:02:45.439
Even getting$5 off someone is hard.
00:02:45.520 --> 00:02:48.800
And I know this because we actually do this on purpose sometimes.
00:02:48.879 --> 00:02:53.120
I sell a low-ticket item to try and get committed buyers because they're very different.
00:02:53.280 --> 00:02:58.240
Now, if you get someone who's gonna buy something for$7, they're a buyer, no matter what.
00:02:58.319 --> 00:03:01.759
They're just a buyer because then everyone else is not gonna buy it for$7.
00:03:02.240 --> 00:03:05.439
You're gonna get people who will literally, they'll only want free shit.
00:03:05.520 --> 00:03:07.439
Like there's people, you're probably you could be one of them.
00:03:07.520 --> 00:03:07.840
I don't know.
00:03:08.080 --> 00:03:15.360
I don't have any uh anything against you, but there are people who will just watch free information and never buy anything to do with their investing in themselves, right?
00:03:15.520 --> 00:03:15.840
Ever.
00:03:16.000 --> 00:03:17.919
You could be, maybe you bought something before, right?
00:03:18.000 --> 00:03:18.960
Which side of the fence are you on?
00:03:19.039 --> 00:03:19.280
I don't know.
00:03:19.360 --> 00:03:21.360
It looks like I'm fucking interrogating you, I'm not, I promise.
00:03:21.439 --> 00:03:24.240
I'm just trying to illustrate the point that there are buyers and then there are non-buyers.
00:03:24.319 --> 00:03:28.960
And the buyers, sometimes those buyers need a bit of nurturing and they'll buy eventually, but maybe not right now.
00:03:29.120 --> 00:03:33.039
But in any case, there are people who just want free shit and there are people who want to buy and invest.
00:03:33.280 --> 00:03:35.840
So this is a buyer, this is a buyer.
00:03:35.919 --> 00:03:38.319
They're both buyers, different types of buyers, but that's okay.
00:03:38.479 --> 00:03:44.240
Now, in in my opinion, it is so much easier to find the person who is willing to pay more for your offer.
00:03:44.319 --> 00:03:53.120
And it doesn't have to be 7K, it could be 2K, whatever, but it is easy to find the person who is gonna pay more because you need less of them, as opposed to finding thousands of people that are willing to pay.
00:03:53.280 --> 00:03:54.319
$7 even.
00:03:54.560 --> 00:03:55.439
It's so hard.
00:03:55.680 --> 00:04:04.240
Now we're gonna get into more strategic stuff later, but the maths alone, it's even if you get one sale at$7K and you're trying so hard, that's a thousand buyers over here.
00:04:04.400 --> 00:04:11.680
So you gotta think, is this, is selling something cheap at seven bucks a thousand times easier than selling someone 7K?
00:04:11.759 --> 00:04:12.159
Think about it.
00:04:12.240 --> 00:04:13.280
Think of how many people you know.
00:04:13.360 --> 00:04:19.279
If you have to go find a thousand people to buy your stuff versus finding one guy who has who could pay 7k or one girl.
00:04:19.439 --> 00:04:20.639
Now think about this for a second.
00:04:20.720 --> 00:04:26.639
If you were tasked to do this, if I said to you right now, okay, hey, viewer, you're watching right now, you just subscribe to the channel, that's awesome.
00:04:26.800 --> 00:04:31.439
But because you're so cool, I was to say you have to go make 7k right now, right?
00:04:31.600 --> 00:04:32.560
You've got two methods.
00:04:32.639 --> 00:04:36.720
You got$7 to a thousand people, or you got one person$.
00:04:37.199 --> 00:04:41.680
If you were gonna go, okay, I I can get one person and you go the 7K path, what would you do?
00:04:41.920 --> 00:04:43.279
A, what would you do in your offer?
00:04:43.439 --> 00:04:45.600
What would you do in your sales marketing process as well?
00:04:45.759 --> 00:04:47.040
How hard would you work, right?
00:04:47.199 --> 00:04:55.199
This is this is where it starts to actually, these hypotheticals help a lot because you could think, okay, well, if I was selling something for 7k, the offer's got to be dialed in, the pain has to be there.
00:04:55.360 --> 00:04:59.759
I'm gonna try and find the right person with this exact pain point because therefore they're gonna be willing to solve that.
00:04:59.839 --> 00:05:03.279
I'm gonna demonstrate the value of the service on the sales call in this way.
00:05:03.360 --> 00:05:06.879
And to book that call, I'm gonna do XYZ to book that call, right?
00:05:06.959 --> 00:05:08.639
So you would actually do things very differently.
00:05:08.800 --> 00:05:11.839
When we start to run ads, we wanna invest in our product, right?
00:05:11.920 --> 00:05:17.199
So when we run ads on Meta, we're left with something which is a cost per lead, a cost per result.
00:05:17.360 --> 00:05:22.319
So if we're running ads to a$7 product, well, you're probably gonna sell it for seven bucks on the spot.
00:05:22.399 --> 00:05:25.360
You're not gonna like go back and forth and text them and DM set them, right?
00:05:25.439 --> 00:05:26.000
You're not gonna do that.
00:05:26.079 --> 00:05:31.680
So in this case, we need a cost per acquisition that we're talking about, and that is how much it costs to get the sale.
00:05:31.839 --> 00:05:32.720
Same thing over here.
00:05:32.879 --> 00:05:39.120
Although a cost per acquisition on a$7,000 sale, it's more, it's just like, okay, how many leads did it take to get that one sale?
00:05:39.199 --> 00:05:40.639
So we'll walk through that example, right?
00:05:40.720 --> 00:05:41.920
So bear with me for two seconds.
00:05:42.079 --> 00:05:46.720
Let's say we run an ad to a product page and we sell something for seven bucks and they buy it.
00:05:46.879 --> 00:05:48.639
How much does it cost to get that buyer?
00:05:48.800 --> 00:05:53.920
It's probably nowadays, because the competitiveness of the market, it's probably gonna cost 10 bucks, right?
00:05:54.079 --> 00:05:56.319
If your marketing is incredible, it might cost seven.
00:05:56.560 --> 00:06:02.879
But now we're actually running at a three dollar loss if we're trying to target someone on ads to buy a$7 product.
00:06:03.040 --> 00:06:04.959
Now let's talk about the$7,000 product.
00:06:05.120 --> 00:06:08.720
We might spend this, let's say we ran it for seven days at$10 a day.
00:06:08.800 --> 00:06:11.519
We might spend$70, we're getting leads for$10.
00:06:11.839 --> 00:06:16.319
So this one's getting sales for$10, but we're getting leads for$10, which means we get seven leads.
00:06:16.399 --> 00:06:18.480
So our cost per lead is$10.
00:06:19.040 --> 00:06:24.720
But let's say seven leads, and maybe let's say you get 20% of those to book a call.
00:06:24.879 --> 00:06:28.079
So out of that, you got maybe, let's just call it three.
00:06:28.319 --> 00:06:30.639
Three people or three people to book a call.
00:06:30.720 --> 00:06:33.040
And of that, you end up closing one.
00:06:33.120 --> 00:06:33.759
Let's just say.
00:06:33.839 --> 00:06:38.560
Or even if it takes you book four calls and you have to close one at a 25% close rate.
00:06:38.720 --> 00:06:39.920
This is these are good numbers, right?
00:06:40.000 --> 00:06:41.759
But let's just just bear with me for argument's sake.
00:06:41.920 --> 00:06:45.759
So let's say they even give you just a thousand on the spot and then the rest's coming later.
00:06:45.920 --> 00:06:54.160
You've literally that 70 bucks has turned into a thousand versus this 70 bucks has turned into negative$3 every day, into negative$21.
00:06:54.560 --> 00:07:06.800
This is the the point I want to illustrate here is that when we're dealing with low ticket items, low ticket is going to lose you money on ads on the front end unless you have a solidified backend offer that you're actually gonna use.
00:07:06.879 --> 00:07:11.839
So unless you were gonna take every one of these and upsell them into your big one or your thousand dollar, whatever it is.
00:07:12.000 --> 00:07:12.800
That's a different story.
00:07:12.959 --> 00:07:18.480
If you're selling low ticket, like a$7, you want to have a fucking massive following.
00:07:18.639 --> 00:07:20.959
You just want it because otherwise you're gonna need to go ads.
00:07:21.040 --> 00:07:28.399
And if you go ads, you run the risk of not having enough money in it, essentially, to counteract and actually make back and profit from the cost of the ad itself.
00:07:28.560 --> 00:07:31.279
The second point I want to illustrate is that they're different buyers.
00:07:31.439 --> 00:07:34.079
The person who buys a$7 product is more impulsive.
00:07:34.160 --> 00:07:36.560
They might not even use it, just kind of curious or maybe.
00:07:36.720 --> 00:07:44.480
And typically, a$7 product, just a side note, a little bonus, is it has to solve the problem in its entirety in one sitting.
00:07:44.639 --> 00:07:47.360
So let's think about an offer for fat loss.
00:07:47.519 --> 00:07:49.439
Lose 10 kilos of fat, seven bucks.
00:07:49.600 --> 00:07:52.319
Impossible because you can't you can't just read it and go do it.
00:07:52.480 --> 00:07:59.040
You gotta like, you gotta follow it every day, you gotta list it like every single day for months, you gotta get like do the stuff until you lose it, lose the weight, right?
00:07:59.279 --> 00:08:07.360
Fitness coaching offer for 7k to lose that amount of weight, we're talking because it it involves deliberate daily adherence because you paid a lot of money and you're gonna stick to it.
00:08:07.439 --> 00:08:17.360
With the low ticket offer, something so simple like had a meal prep a week's worth of food in under$70 for high protein meals for a family,$7.
00:08:17.839 --> 00:08:18.959
That can be done in one sitting.
00:08:19.040 --> 00:08:21.839
They can literally go buy the stuff, do it, and then go, wow, great result.
00:08:22.160 --> 00:08:27.600
But something that is long term that has more effort and adherence and consistency can't be done in a low ticket.
00:08:27.680 --> 00:08:28.879
That's why it can't be done on the spot.
00:08:29.040 --> 00:08:31.600
So just a that's a bit of a side note in just marketing in general.
00:08:31.759 --> 00:08:33.279
Shout out to Jason Fladlin for that.
00:08:33.440 --> 00:08:33.679
Amazing.
00:08:33.840 --> 00:08:35.440
Anyway, moving on to the$7,000 buyer.
00:08:35.519 --> 00:08:41.519
So the$7,000 buyer, they know they have a problem worth solving and they are willing and committed to actually solving it.
00:08:41.600 --> 00:08:42.559
It's a behavioral thing.
00:08:42.639 --> 00:08:45.919
It's the type of person who's willing to do one thing is more likely to do the next thing.
00:08:46.000 --> 00:08:56.799
It's like in my business, when people book a call with my team to chat about like the blueprint, the ones who don't show up to the call, even if they get over the line at some point down the track later, they don't do as well on the program.
00:08:57.039 --> 00:09:07.919
Because the the things that made them not value the help, not turn up to their first application call, and then we had to like chase them and things like that, that actually prevented them from actually doing well in the program anyway, because they didn't put in the work.
00:09:08.000 --> 00:09:10.879
So once you look back and see statistics, it's really, really interesting.
00:09:10.960 --> 00:09:14.639
Now, the next point I want to make is that the price will actually change the result.
00:09:14.799 --> 00:09:15.919
So this is the craziest thing.
00:09:16.000 --> 00:09:17.120
The price changes how things work.
00:09:17.279 --> 00:09:18.080
A few studies here.
00:09:18.240 --> 00:09:20.639
So we all know how the placebo effect works, and this is interesting, right?
00:09:20.720 --> 00:09:27.919
Like there was this study, 2008, a study was done where they gave two groups basically a painkiller after they got an electric shock and they gave them a painkiller.
00:09:28.080 --> 00:09:30.399
One painkiller was a sugar pill, they said it's 10 cents.
00:09:30.559 --> 00:09:33.679
The next painkiller was a sugar pill and they said it was$2.50 a pill.
00:09:33.840 --> 00:09:38.320
So the participants thought they were both painkillers, but they thought one was cheap, one was expensive.
00:09:38.480 --> 00:09:42.720
So they both, in all groups, right, at least half of the people said the painkiller helped.
00:09:42.879 --> 00:09:43.919
Because of placebo, right?
00:09:44.159 --> 00:09:48.559
But what was interesting was 85% of the people that took the expensive pill said it helped.
00:09:48.799 --> 00:09:51.440
Only 60% of people who took the cheap pill said it helped.
00:09:51.600 --> 00:09:54.720
So that's a statistically significant, it's a big, big word there.
00:09:55.039 --> 00:09:59.759
25% more percentage points of people who took the expensive one said it worked better than the other one.
00:10:00.000 --> 00:10:02.879
Same researchers did another study on two different energy drinks.
00:10:02.960 --> 00:10:06.000
They had the exact same drink, but one was told it was cheap, one was expensive.
00:10:06.080 --> 00:10:08.879
Then they were tasked to do like anagrams, like mental puzzles.
00:10:09.039 --> 00:10:11.600
Obviously, the group that had the expensive one, they completed more of them.
00:10:11.679 --> 00:10:12.799
The other ones gave up sooner.
00:10:12.879 --> 00:10:13.519
It's the way it is.
00:10:13.600 --> 00:10:15.600
It's just the way human brains are wired.
00:10:15.759 --> 00:10:18.879
So when someone pays seven grand, they believe it is better.
00:10:19.039 --> 00:10:20.399
Otherwise, they wouldn't have paid you the money.
00:10:20.480 --> 00:10:22.799
So when they pay a high ticket, they believe it's better.
00:10:22.879 --> 00:10:30.080
So they show up, they do the work, they have more faith and confidence in your ability to help them, and then self-fulfilling prophecy, they get better help and they get better results.
00:10:30.240 --> 00:10:33.600
Compare that to the cheap product,$7,$10, whatever it is.
00:10:33.840 --> 00:10:36.240
The person's gotta think, I don't know, how good can it be?
00:10:36.399 --> 00:10:36.720
It's cheap.
00:10:36.799 --> 00:10:41.840
Like you download any free plan out there and you'll automatically find reasons why it's cheaper or why it's worse.
00:10:42.000 --> 00:10:43.440
You'll be like, oh, it's generic.
00:10:43.519 --> 00:10:44.320
It's gotta be, right?
00:10:44.480 --> 00:10:56.320
Whatever it is, your brain will find reasons why you shouldn't necessarily trust it, especially when it gets hard, versus the other one, your brain will justify its mechan its reasoning for spending seven grand and it's gonna go, I've gotta stick to it.
00:10:56.399 --> 00:10:57.679
This is the this is gospel.
00:10:57.840 --> 00:11:00.480
If it's not right, I'll feel stupid, therefore it has to be right.
00:11:00.559 --> 00:11:02.240
So your brain will actually go find reasons.
00:11:02.399 --> 00:11:06.480
And irrespective of whether you're objectively right or not, it doesn't matter.
00:11:06.559 --> 00:11:09.919
Because what matters is you stick to the thing and you get it done and you get results.
00:11:10.080 --> 00:11:20.639
So if pricing a little bit higher as a fitness coach means that you're gonna get a better buyer and someone who is more likely to adhere to the plan and they're gonna believe in it more and they're more likely to get better results.
00:11:20.799 --> 00:11:23.600
Well, I'd be wanting to go for that person on the right.
00:11:23.759 --> 00:11:26.639
And even more so that it's easy you have to find less of them.
00:11:26.720 --> 00:11:33.679
So to find less of this one person versus more of these time-wasting idiots, no offense to them, what would you rather and what is gonna be easier to build a business on?
00:11:33.759 --> 00:11:38.480
But this comes at a cost because you can't just throw a$7,000 price on your offer.
00:11:38.639 --> 00:11:41.919
Now, you might be thinking, well, how many certifications do I need to get to get then?
00:11:42.080 --> 00:11:42.399
You don't.
00:11:42.559 --> 00:11:44.879
Like it's not correlated with certifications.
00:11:45.039 --> 00:11:52.799
You just need to know who you're helping, you need to be able to help them, and it has to be above a 20-year-old age demographic, I would say.
00:11:52.960 --> 00:11:56.639
It doesn't have to be just a corporate workers and you know, like this professionals.
00:11:56.799 --> 00:12:01.200
It doesn't have to be that because if you like just target those people, it's gonna look contrived.
00:12:01.360 --> 00:12:08.879
But people do have money, but they might not have a 7k towards it, but people do have money that they can dedicate towards a health and fitness.
00:12:09.120 --> 00:12:15.200
And the thing that I see that coaches make mistakes is they think, well, I would never pay seven grand, therefore no one else is gonna pay seven grand.
00:12:15.600 --> 00:12:17.600
And and that's that's not true, right?
00:12:17.759 --> 00:12:22.639
And I know this because me personally, I would never pay five grand for fitness coaching.
00:12:23.039 --> 00:12:32.879
No way, but I've sold it, and I know that other people sell it, and I know a million people buy it, but just because I wouldn't do it, I know the world isn't me, it doesn't revolve around me.
00:12:32.960 --> 00:12:38.000
So you can't have this like toddler view of the world of going, oh, well, just because I wouldn't do something, that means no one else would.
00:12:38.159 --> 00:12:42.080
No, I get it, that's maybe what you've gone to, but it's not the case.
00:12:42.320 --> 00:12:44.480
You're not the market, and that's something to understand.
00:12:44.559 --> 00:12:51.200
I have to tell my uh clients this all the time on a kickoff call when they first join because they're terrified of pricing what I tell them to price, maybe two grand.
00:12:51.440 --> 00:12:51.919
They're terrified.
00:12:52.000 --> 00:12:53.840
They think I can't do that because I would never pay.
00:12:53.919 --> 00:12:55.600
And this coach down the road doesn't even charge it.
00:12:55.840 --> 00:12:56.720
So how can I charge that?
00:12:56.879 --> 00:13:08.000
And I'm like, I don't care, but people charge it and you definitely can because if you just do these certain things, get your offer right, make sure you're targeting the right person, hitting their pain points, marketing the right way and selling in the right way, you can charge that.
00:13:08.080 --> 00:13:11.919
And when people buy it, only then will you actually go, ah, people actually do buy it.
00:13:12.000 --> 00:13:13.360
And I'm not the market, right?
00:13:13.440 --> 00:13:15.279
But over time, you will see that.
00:13:15.519 --> 00:13:20.080
But my honest advice here is don't let yourself psych yourself out of doing this.
00:13:20.159 --> 00:13:24.960
Don't let yourself psych yourself out of charging high just because you wouldn't charge high.
00:13:25.120 --> 00:13:27.759
The example I like to use is what is the most common name?
00:13:27.840 --> 00:13:31.039
So think of the most common name in males right now.
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Go, just think of it.
00:13:32.480 --> 00:13:33.279
What came to your head?
00:13:33.440 --> 00:13:34.799
John, I don't know, Sam.
00:13:34.960 --> 00:13:39.919
The most common male name in the world is, let's see if you got it right, Mohammed, Jose, John, Ahmed, Ali.
00:13:40.240 --> 00:13:40.720
Five of those.
00:13:40.879 --> 00:13:41.919
I'm guessing you guessed John.
00:13:42.159 --> 00:13:43.440
Maybe you guessed one of the other ones.
00:13:43.519 --> 00:13:45.360
But point being, most people don't guess that.
00:13:45.519 --> 00:13:50.480
So just because your representation of your world, don't think that that's the same as the actual world itself.
00:13:50.639 --> 00:13:54.559
So aside from the my audience can't afford XYZ, it doesn't have to be 7k, by the way.
00:13:54.639 --> 00:13:56.639
Like 7K is high price, but so is 3k.
00:13:56.720 --> 00:13:58.320
So is 1500 to some people.
00:13:58.480 --> 00:14:00.480
That's like for some coaches, that's okay.
00:14:00.639 --> 00:14:06.480
But either way, price is so relative that when you charge 1500 and more people buy it, it starts to not be expensive anymore.
00:14:06.559 --> 00:14:08.559
And then two is feels expensive, then three.
00:14:08.639 --> 00:14:12.960
So price is so relative that just because you don't feel like you're ready yet, doesn't mean you won't be in the future.
00:14:13.120 --> 00:14:16.240
Now, a lot of people say, well, can't I just start cheap and then work my way up?
00:14:16.399 --> 00:14:17.600
And look, you can, right?
00:14:17.679 --> 00:14:18.960
But like I said, what is cheap?
00:14:19.120 --> 00:14:22.000
I think like pricing cheap is that like 90 bucks a week.
00:14:22.159 --> 00:14:26.480
Some of our clients in the blueprint, when they really want to scale and they say they're charging 90 a week, I'm like, it's too cheap.
00:14:26.559 --> 00:14:29.200
If more than 50% of people are buying on their calls, I say it's too cheap.
00:14:29.279 --> 00:14:30.320
Doesn't matter what price it is.
00:14:30.480 --> 00:14:36.159
So starting too cheap in your mind, if you haven't started coaching yet, what you think is cheap is probably 30 bucks a week.
00:14:36.240 --> 00:14:42.559
Don't start there because you're gonna get the worst clients of all time, and then you're gonna think, well, if someone's not gonna pay me 30 and they're not getting results, how is somebody gonna pay me 90, right?
00:14:42.720 --> 00:14:43.360
Don't start there.
00:14:43.600 --> 00:14:45.840
Start cheap at 60 bucks a week.
00:14:46.000 --> 00:14:50.000
If you have to start cheap, I still don't recommend my clients do that because I'm responsible for their income.
00:14:50.159 --> 00:14:53.360
So I want to do it as maximum, you know, likelihood of them getting success.
00:14:53.440 --> 00:14:56.720
So I always tell them at least at least 80 to 90 to start.
00:14:56.879 --> 00:15:00.240
And if you can do that and then work your way up, great, go from there.
00:15:00.399 --> 00:15:05.759
But just because you don't feel confident in your like self and your ability to sell, don't worry about that.
00:15:05.919 --> 00:15:15.919
First, like get clients by marketing and selling like crazy, like watching the videos on my channel and going, cool, what do I need to do to get my marketing correct, my niche correct, and then also my sales process correct?
00:15:16.080 --> 00:15:17.200
And then delivery.
00:15:17.360 --> 00:15:20.159
Most coaches I work with, they know how to get someone like help.
00:15:20.240 --> 00:15:22.240
They know how to change someone's life and improve their physique.
00:15:22.399 --> 00:15:23.120
That's not the hard part.
00:15:23.279 --> 00:15:26.320
The hard part is the communication, the marketing and the sales.
00:15:26.480 --> 00:15:27.600
So go through my channel.
00:15:27.919 --> 00:15:34.720
If you haven't started coaching and you haven't hit your first five, 10 months, you you probably need a bit more specific work on like the marketing setup and the sales.
00:15:34.799 --> 00:15:38.480
Um, if you have and you are dabbling in coaching, just think, what am I charging right now?
00:15:38.559 --> 00:15:41.120
And am I charging like would I would Zach think this is too cheap?
00:15:41.200 --> 00:15:46.639
Or is is this me saying it's too cheap because I have limiting beliefs on how much I could actually charge?
00:15:46.799 --> 00:15:54.320
And for people who think, well, it's it's not worth that, like it's not worth the price, stop thinking in a price-based mentality and start thinking in a results-based mentality.
00:15:54.399 --> 00:16:03.600
So the results-based mentality is again, if you could have your ideal client and think what are their problems they want solved, what is their dream outcome, and really what is that, how does that make them feel?
00:16:03.759 --> 00:16:05.120
How long have they been trying for?
00:16:05.279 --> 00:16:08.879
What is the alternative if they don't get help and they stay like that and it gets worse?
00:16:09.039 --> 00:16:16.480
Bundle all of that up and go, imagine if I could wave a magic wand and get them that result with certainty, what would they pay to solve those problems and get that outcome?
00:16:16.639 --> 00:16:19.360
That's a very different thing to what is your time worth.
00:16:19.519 --> 00:16:20.559
That's not the same question.
00:16:20.720 --> 00:16:21.759
What is your time worth?
00:16:21.840 --> 00:16:23.200
That's up to you to decide.
00:16:23.360 --> 00:16:28.240
But and that's usually tacked on as a bit of a premium, but what is the end result worth for that person?
00:16:28.320 --> 00:16:34.000
Then you can go, cool,$2,000 is not expensive to solve this person's crazy problems.
00:16:34.080 --> 00:16:55.519
Imagine if you knew that a weight loss client making helping them lose 20 kilos, and if you know you absolutely could without a shadow of doubt, because you'd help them stick to it and all these other things, if you knew that helping them lose 20 kilos would add 10 years to their life because it would prevent them from going downhill, let's just say, if you knew, you would have no worries in charging them three grand because they would value three grand for 10 years of their life, right?
00:16:55.600 --> 00:16:56.159
You know they would.
00:16:56.240 --> 00:16:57.679
So that's what they would put that at.
00:16:57.759 --> 00:16:58.639
They would happily pay it.
00:16:58.720 --> 00:17:03.600
But the problem is there's a mismatch between what we are selling and what value they're actually getting.
00:17:03.759 --> 00:17:09.759
And the higher you can price, the more in line that value becomes with what they actually getting.
00:17:09.920 --> 00:17:14.960
Versus if you charge$10, there's no way anyone's gonna believe you that$10 is gonna change their life.
00:17:15.039 --> 00:17:15.359
It's not.
00:17:15.519 --> 00:17:17.200
Seven bucks is not gonna change anyone's life.
00:17:17.359 --> 00:17:18.559
Seven grand can.
00:17:18.720 --> 00:17:22.319
And that's just something that you guys will will soon see when you start to charge high tickets.
00:17:22.400 --> 00:17:31.200
So I'm curious if you guys are charging high ticket or maybe you've like started low or whatever it is, drop your questions in the comments below because I want to actually make dedicated videos on this.
00:17:31.279 --> 00:17:34.000
And if you do, I will give you a shout out directly at the start of the video too.
00:17:34.079 --> 00:17:35.039
So that's it for me, guys.
00:17:35.119 --> 00:17:38.240
If you want my pricing calculator below, it is in the interactive toolkit.
00:17:38.319 --> 00:17:40.480
You can grab that there, and I'll see you in the next video.
