Selling high ticket services as a coach or practitioner in the health and wellness space can be a game-changer for your business. Not only does it allow you to have a deeper impact on your clients, but it also ensures you get paid the rates you deserve for your expertise.

As a dietitian with a multi-6-figure business for over 10 years, I’ve successfully designed and sold my own high ticket programs – ranging from completely private one-on-one programs to high touch group programs and everything in between, both in the health and nutrition space and now in the business coaching space. And no matter what industry you’re in, there are some specific steps you must take if you want to design a high ticket program that actually sells!

Here’s a comprehensive guide on how to design and sell high ticket health, wellness, or nutrition services that actually sell.

Understanding High Ticket Services

What Are High Ticket Services?

High ticket services in the health and wellness space typically refer to offerings priced above $2,000. That said, I’ve worked with dietitian and other health professional clients who sold programs as high as $7,000 to $15,000 total, so $2,000 is really just a starting point to get you moving in the high ticket direction!

These services can vary significantly in their structure. They might include:

• One-on-One Coaching: Personalized coaching sessions tailored to individual needs.
• Hybrid Programs: A combination of one-on-one interactions with scalable deliverables such as online courses, group sessions, or resources.
• High-Touch Group Programs: Group programs that still provide a high level of personal interaction and support.

The key to high ticket services is providing substantial value and support that justify the higher price tag. This value must be evident to your potential clients from the outset.

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Benefits of Selling High Ticket Services

For You as a Coach or Practitioner:

• Fewer Appointments: Selling high ticket services means you need fewer clients to meet your financial goals. This allows for a more manageable and less stressful workload. Instead of filling your calendar with numerous low-paying clients, you can focus on providing exceptional service to a select few.
• Higher Revenue: With higher prices, you can achieve your financial goals more quickly and with fewer clients. This translates to increased revenue without the burnout that often comes from trying to serve too many clients at lower rates.
• Focused Expertise: When you offer high ticket services, you can narrow your focus to a specific area of expertise. This specialization not only makes you more effective as a practitioner but also enhances your reputation as an expert in your field.
• Improved Work-Life Balance: With fewer clients, you have more time for yourself. This improved work-life balance allows you to take care of your own well-being, which is crucial for sustaining your passion and energy for your work.

For Your Clients:

• More Access and Support: High ticket services often include more personal attention and support. This means your clients receive a higher level of care and guidance, which leads to better experiences and outcomes.
• Increased Motivation: Clients who make a significant investment are generally more motivated and committed. They are more likely to follow through with your program and achieve the results they desire because they have a greater financial stake in the outcome.
• Personalized Solutions: High ticket services can be tailored to meet the specific needs and goals of each client. This level of personalization is often lacking in lower-priced offerings, making high ticket services more appealing and effective.
• Greater Value: Clients who invest in high ticket services often perceive greater value in what they are receiving. They appreciate the depth of support and the comprehensive nature of the services provided.

Identifying Your Perfect Prospect

To successfully sell high ticket services, it’s crucial to identify and target your perfect prospect. These are clients who are highly motivated, ready to invest in their health, and already taking action towards their goals.

Traits of the Perfect Prospect:

• High Motivation: Your ideal clients are those who are highly motivated to achieve their health goals. They are willing to invest the necessary time, money, and effort to get results.
• Ready to Invest: These clients understand the value of high ticket services and are prepared to make a financial investment to get the support they need.
• Action-Oriented: Your perfect prospects are already taking steps towards their goals. They have likely tried various methods on their own but have not achieved the desired results. They are looking for expert guidance to overcome their challenges.
• Appreciative of Personalized Support: Clients who value personalized support and are looking for tailored solutions will be more inclined to invest in high ticket services.
• Seeking Results: Your ideal clients are focused on achieving tangible results. They are not just looking for information; they want a clear, actionable plan that leads to real improvements in their health and well-being.

Building a Proven Methodology

In today’s market, trust is paramount. Clients need to see that your methods are proven and effective. Highlighting your unique process and the specific results your clients can expect is essential for building trust and differentiating yourself from competitors.

Steps to Building a Proven Methodology:

• Develop a Clear Process: Outline a clear and structured process that you use to help clients achieve their goals. This process should be easy to understand and follow.
• Showcase Success Stories: Share testimonials and case studies from clients who have achieved significant results through your program. These success stories provide social proof and build trust.
• Highlight Your Expertise: Emphasize your qualifications, experience, and any specialized training that sets you apart. Clients want to know that they are working with an expert.
• Use Evidence-Based Practices: Ensure that your methodology is based on evidence-based practices. Clients are more likely to trust and invest in services that are grounded in solid research and proven techniques.
• Provide Clear Outcomes: Clearly define the outcomes your clients can expect from your program. Be specific about the results they will achieve and the timeline for achieving them.

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Emphasizing Perceived Value

Perceived value is what your clients believe they are getting for their investment. It’s crucial to understand that what you consider valuable might differ from what your clients perceive as valuable.

Enhancing Perceived Value:

• Understand Your Client’s Needs: Conduct thorough market research to understand what your clients value most. Tailor your services to meet these needs and highlight these aspects in your marketing.
• Highlight Unique Selling Points: Identify what sets your services apart from others in the market. Whether it’s your unique approach, the level of personalization, or your success rate, make sure these points are clear.
• Offer Tangible Deliverables: Clients often appreciate tangible deliverables such as personalized meal plans, comprehensive assessment reports, or access to exclusive resources. Highlight these in your marketing materials.
• Focus on Benefits, Not Features: When describing your services, focus on the benefits rather than just the features. Explain how your services will improve their lives and help them achieve their goals.
• Provide a Premium Experience: From the initial consultation to the ongoing support, ensure that every touchpoint with your clients feels premium. This includes professional presentation materials, responsive communication, and exceptional customer service.

Providing Personalization and Support

In an era of information overload, clients seek personalized guidance and support. High ticket services should offer a customized experience that aligns with each client’s unique needs and goals.

Strategies for Personalization and Support:

• Personal Assessments: Conduct thorough assessments to understand each client’s unique situation. Use this information to tailor your recommendations and support.
• Customized Plans: Create customized action plans for each client based on their specific needs and goals. These plans should be flexible and adaptable as the client progresses.
• Ongoing Support: Offer ongoing support through regular check-ins, progress tracking, and adjustments to the plan as needed. This ensures that clients stay on track and achieve their goals.
• High-Touch Communication: Maintain regular communication with your clients through various channels such as email, phone calls, and online platforms. Make sure they feel supported and valued throughout their journey.
• Exclusive Resources: Provide access to exclusive resources such as webinars, workshops, and online communities. These resources can enhance the client experience and provide additional value.

Flexible Payment Options

Many clients might need flexible payment options to afford high ticket services. Offering installment plans or partnering with financing services can make your programs more accessible and appealing.

Implementing Payment Options:

• Installment Plans: Offer monthly or weekly installment plans in addition to a full payment option. Ensure that the payment plans are manageable for your clients and include a reasonable interest charge to cover administrative costs.
• Financing Services: Partner with external financing services like Afterpay or Klarna to offer extended financing options. These services can provide clients with the flexibility to pay over a longer period while you receive the full payment upfront.
• Insurance Integration: If you accept insurance, consider using it to cover part of the cost of your high ticket services. This can reduce the out-of-pocket expense for clients and make your services more accessible.
• Flexible Pricing Structures: Offer different pricing structures to cater to various client needs. For example, you could have a base program with optional add-ons for additional services.

Creating Urgency and Scarcity

To encourage clients to make a decision, incorporate elements of urgency and scarcity into your offer. Limited-time discounts, exclusive bonuses, or a finite number of spots can prompt clients to act quickly rather than delaying their decision.

Techniques for Creating Urgency and Scarcity:

• Limited-Time Offers: Create special offers that are available for a limited time. This can include discounts, bonuses, or additional services that are only available for a short period.
• Limited Availability: Limit the number of spots available in your program. This creates a sense of scarcity and encourages clients to act quickly to secure their place.
• Fast-Action Bonuses: Offer additional bonuses for clients who sign up within a specific timeframe. These bonuses can include extra sessions, exclusive resources, or personalized gifts.
• Seasonal Promotions: Run promotions tied to specific seasons or events. For example, offer a New Year’s special to attract clients who are motivated to start fresh in the new year.
• Highlight Deadlines: Clearly communicate any deadlines associated with your offers. This can include enrollment deadlines, discount expiration dates, or bonus availability periods.

You Can Sell High Ticket As A Coach or Practitioner!

Selling high ticket services as a health and wellness coach requires a strategic approach that emphasizes value, trust, and personalized support. By focusing on these elements, you can attract motivated clients who are ready to invest in their health and well-being, ensuring both your success and theirs.

High ticket services not only allow you to achieve your financial goals more efficiently but also enable you to make a significant impact on your clients’ lives. With the right approach, you can create a thriving business that offers both financial stability and personal fulfillment.

Ready to elevate your coaching or practitioner business? Implement these strategies and watch as your high ticket services transform your practice and your clients’ lives. Remember, the key to success is providing exceptional value, building trust, and offering personalized support that meets the unique needs of each client.

I hope this guide helps you effectively sell high ticket services in the health, nutrition, and wellness space. Let me know how it works for you or if you need any further assistance!

Want to get more high-paying clients every week for your high ticket offer? Click HERE to get instant access to my free training: How To Get High-Paying Clients Every Week And Reach $10k+ Every Month In Your Coaching And Practitioner Business