It’s much easier to get to $1 million
$10k, $20k, $50k 
or even $100k at a time.

In between my first marketing job and becoming a freelance copywriter, I worked for about a year in sales.

One of the first things I did was set up a marketing system to deliver high-value leads directly into my pipeline.

Basically, we sold training priced from $99 to $30,000+.

And while I could’ve talked to people all day long to sell training at $99, $199, etc…

I decided I’d much rather make the $5,000, $10,000, even $30,000 sales.

So that’s where I focused my efforts.

The company was doing about $300,000 per month at the time.

So a single one of those $30,000 sales was something like 10% of the monthly revenue.

A couple was 1/5 of the monthly sales.

Makes a big difference to the company.

And if you’re getting paid commission — as I was — it makes a big difference in your monthly check.

Let me admit, too, that I was kind of lazy.

While I was happy to do the work to generate results, I wanted to focus on high-impact, or high-leverage work.

I didn’t want to have to make a ton of small-dollar sales to add up to a big check.

I’d rather make a couple big sales and have an incredible month, without ever grinding away for pennies on the dollar.

I’d learned this Dan Kennedy lesson years before…

The bigger your transaction size, the easier it is to get to $1 million.

At $200 a pop, it takes 5,000 sales to make $1 million in revenue.

That’s 5,000 customers or clients you have to attract, convert, and serve.

For $20,000 sales, you only need 50.

And at $200,000, you only need 5.

And here’s the thing…

Not only is it far easier to get 5 or even 50 customers than it is to get 5,000.

They’re going to tend to be much better, less demanding customers (counter-intuitive, I know).

And there’s far more margin in the sale, to both improve the customer experience AND the take-home profits at the end of the day.

It’s win-win.

My focus on high-ticket sales worked…

Within a couple months, I was consistently among the top-performing salespeople in the company.

I didn’t have a ton of huge sales every month.

But sometimes I’d sell $100,000 or more in training.

And the majority of times a $30,000 purchase order would come off the fax machine, it was one of my prospects.

It underscored the lesson.

If you want to make a lot of money in sales (including sales-multiplied direct response marketing), find high-value clients who are interested in buying high-ticket products and services…

Then, cater to them.

I built my business on high-ticket services…

When I became a full-time freelance copywriter in 2010, I immediately went upmarket.

Basically, I found clients I wanted to work with who would value my services at the highest level.

…  Clients willing to pay more for the same hours’ worth of output.

And that’s who I created my offers for.

Then, I followed my proven process for selling high-ticket, over and over again.

Plus, I learned and grew.

I continued to refine my offers, and my process.

And I worked with clients who were selling high-ticket products and services.  (These were often my biggest-dollar campaigns.)

I raised my copywriting project fees from $2k to $4k to $5k to $10k to $20k and beyond.

And now I use these same skills to drive client relationships worth well into the six-figures.

High-ticket selling comes down to a few core principles…

There are proven processes to follow.

It is a little different than selling lower-ticket items.

It does demand a different skillset.

And it’s especially hard to sell high-ticket if you’re afraid to get on a call or do meetings with clients.

But it’s really not that hard.

And the skills for high-ticket sales tend to be pretty universal, once you understand them.

Which means the same thing I used to sell IT training and copywriting services can sell pretty much any business services, as well as higher-ticket items across the board.

Let me teach them to you…

Here’s how you get access to 
Selling High-Ticket Products and Services

Selling High-Ticket Products and Services: The fastest path to $1 million or more in revenue is the February 2024 Monthly Insiders Call for BTMSinsiders members.

This exclusive benefit of membership — included as part of the BTMSinsiders All-Access Pass — allows you to participate in the training live, plus gives you access to all past Insiders Calls recordings.