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Aired on November 12, 2019
Episode 13
How To Charge More With High Ticket Offers Using Value Based Selling
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Want to learn how to charge more with high ticket offers? Don't charge by the hour. Create a value based package that puts everything together.

How To Charge More With High Ticket Offers Using Value Based Selling

The first thing that majority of my customers come to me with struggling with is pricing. If you’re a freelancer or a consultant or a coach and you are working off of the trading time for money model, you should stop, as it’s the fastest route to burnout. Too often, what I see is high level experts like you who want to help more people, but you are caught in this whole hamster race of trading hours for dollars and hours for dollars.

Today, I’m going to talk about value based selling to help you to charge more with your high ticket services and offers.

What is Value Based Selling?

Value based selling is based on the outcome or result where the value of the item is very high. It involves selling based on the transformation, outcome, and result, and the price tag is indicative of that total transformation.

Why Charging by the Hour Doesn’t Work

Charging by the hour does not take into account the expertise and efficiency of the expert. If something is easy for you as the expert, chances are you’re taking less time to do it. Your customers are willing to pay a lot to get the solution and to shorten their timeline, especially if it’s something that maybe they have been working on or dealing with their entire life.

How to Create a Value Based Package

Creating a value based package involves putting everything together and giving everything that the client requires to generate the outcome they want. This approach results in more frequent ‘yeses’ from your clients and makes it easier to sell high ticket programs.

In value based selling, it’s not just about convincing the customer, it’s about understanding and tapping into the buyer’s psychology and being able to articulate the value in a way that resonates with them.

So if you’re struggling with pricing or transitioning from hourly rates to value based selling right now, I encourage you to switch over into value based packages and create different levels that people are able to work with you on. It is much easier to sell and charge premium prices that you may be struggling to achieve in your business.

If you’re interested in implementing value based selling, don’t hesitate to reach out to me with your specific scenario. I’d love to help you through this transition and see you succeed in your business.

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Biggest Takeaways:

  • Value based selling is based on an outcome or a result where the value of the item is very, very high.
  • If something is easy for you as the expert, chances are you’re taking less time to do it. You’ve already honed your craft, you’ve already learnt from the mistakes. What would take your client five hours to do, you can accomplish in an hour. So in fact, with you charging by the hour, you’re actually doing yourself a disservice.
  • Your customers are willing to pay a lot in order to get the solution and to shorten their timeline, especially if it’s something that maybe they have been working on or dealing with their entire life.

Quotables:

  • When you actually are able to sell the value of the transformation, outcome and results regardless of what area of expertise that you have, it’s a game changer. [Tweet This] 
  • When you’re able to articulate the value of the transformation, the results you provide and not focusing on trading time for dollars, it’s much easier for your customers to say yes. [Tweet This] 
  • In value based selling, you are selling based on the transformation based on the outcome and result. As a result, the price tag is indicative of that total transformation. [Tweet This]

Highlights:

  • What exactly is value based selling and how you can charge higher rates for the subject matter you’re an expert in [03:39]
  • Why you are doing yourself a disservice by charging by the hour [05:00]
  • Why clients are willing to pay high ticket prices [07:30]
  • The KEY to value based selling and how to clearly explain the value you provide [09:54]
  • Why charging by the hour will burn you out and how to flip that around [13:32]
  • How to create a value based package [14:58]

Bonus Resource:

6-Figure Blueprint: Finally Say “I’m Fully Booked” – With this mind map, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Grab your free copy now. 

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show. 

Find out more about me here: 

Facebook: www.facebook.com/SusanMcVea

Facebook Group: www.facebook.com/groups/successfulsalesstrategies 

Instagram: @susanmcvea (www.instagram.com/susanmcvea)

Website: www.susanmcvea.com 

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