How to Sell High Ticket Without Sales Calls (Introvert-Friendly)

0:00 Hey my friend, my name is Bo, if you don't know already, and today I want to talk to you about how you can close high-ticket deals without a single sales call. You don't need a sales team, you don't need to do sales calls yourself. This is something that I've been doing successfully for many years now. My business has done over a million dollars in revenue in the past 2 years, and I've never had a single call on my calendar.

0:17 I run my business completely asynchronously, meaning I have zero Zoom calls to attend. And I also have no team, so I have no team to manage, either. And I have designed my business this way very strategically. This is by design, not by accident. And to be completely honest with you, it's because I'm a big introvert. So, I don't want to be on calls all day with people trying to convince them to buy something from me. I don't want to have a big team of people that I have to manage. I'm also a busy dad. I have two young children. So, I don't want to packed calendar. But, of course, I still want the upside of being able to have a profitable online business and be able to sell high-ticket products and services. So, over the years, I've thought to myself, like, well, how can I have the best of both worlds? How can I have an empty calendar, but also be able to sell high-ticket products and services and have the benefit of that kind of business model? And today, I want to share with you some of the things that I've learned over the years that have made this possible for me. But, it all begins with this. This is what I call a buyer readiness simulator. It's a tool that I created. You can find it down below in the description. And this is going to help you understand what is required to sell high-ticket products and services without sales calls.

1:16 Because the thing is, this does not work for cold audiences. Like, if someone just discovered you on social media, they have not consumed any of your content, or they just saw you from an ad or something, and they don't really know you that well, they're probably not going to convert into a client without a sale's call. So, in order to make this possible, you have to get the person buyer ready. You have to take them through a specific process that installs certain beliefs in their mind, so that they come to you basically pre-sold and ready to buy whatever you have to offer.

1:44 So, they don't need a sales call. They don't need you to convince them that this is the thing that they should want. They already want it, and so closing the deal is as simple as sending them a payment link. But, first, we have to to that there are four primary beliefs that people have to have in their mind before they're willing to buy something from you, especially if that's like a higher ticket thing. The four beliefs are one, they have to believe in the opportunity that you're presenting to them. They have to believe that this is the best opportunity available to them or the best way to solve the problem that they're trying to solve. If they don't believe that, there's no way they're going to buy. They also have to believe in your unique method or your unique way of solving that problem for them or helping them take advantage of the opportunity you're presenting. If they don't believe your way is the best way, then they're going to go buy from the person who they believe has the best method, especially if the opportunity you're presenting is not like super unique and there are other people out there offering sort of the same thing.

2:34 Then they have to also believe your method is a better way. The other thing they have to believe in is themselves. They have to believe that they have the ability to take advantage of the opportunity and to solve the problem. If they have limiting beliefs or a lot of self-doubt or excuses or reasons in their mind for why they can't do this, then they're not going to buy cuz they don't feel ready. And the fourth thing they have to believe in is you as the guide. They have to believe that you are knowledgeable, that you are trustworthy, and that you can guide them to where they want to go without leading them astray. They have to trust you to a high degree. If they have all four of these beliefs, they believe in the opportunity, they believe in the method, they believe in themselves, and they believe in you, then they would be what you might call buyer ready. So you can play with this tool here and you can kind of simulate different situations.

3:15 So let's say someone is fully bought into the opportunity. They believe in the opportunity you're presenting to them. So they're like a nine out of 10, let's say. Let's say they also believe in your method to a pretty high degree, but they're not completely sold on it. Let's say they're a five out of 10. And let's say they believe in themselves to some degree, let's say they're a four out of 10 there. And let's say they've watched a lot of your content, so they're pretty bought into you. They they trust you to a high degree. They're a nine out of 10 there. Well, in this situation, you can see here that the person is still not buyer ready. They're close, but they're not all the way there. They still don't believe in your method yet and they still don't believe fully in themselves. They don't believe that now is the right time to do this or they don't believe that they can take advantage of it for some reason. Maybe they think they don't have enough money, they don't have enough time, they don't have enough skills. Something is blocking them in that area. So, they're not fully buyer ready. So, what do you have to do to get them there? Well, this tool will give you some suggestions on how to get them buyer ready. So, you might provide a relevant case study. So, show somebody who's similar to them, maybe, who has achieved the result they're after, and that can help them believe in themselves. So, let's say that increases their belief in self from a four out of 10 to a six out of 10, let's say, okay? Now, they're warming up, you can see here. They're a lot closer to becoming buyer ready, but they're still not there yet. So, what else can you do? Well, maybe you explain your mechanism, your unique way of doing things, and how it's different, how it's superior. Now, that increases the belief here, the belief in your method, let's say it goes from a five to a six. Okay, they're even closer now, but the method is still the bottleneck here. So, we might need to explain a bit more about that, or we might need to contrast the old way of doing things with the new way of doing things, like how your way is better than the way that they've been doing it, or maybe they just need to watch more content from us on YouTube or something, more long-form content to build more trust and belief in our unique way of doing things. But, if we can get them to, let's say, a eight out of 10 here, and let's increase their self-belief a little bit to a seven out of 10 here, well, now they're buyer ready, cuz they have very high ratings in all of these beliefs here. So, all the four beliefs are strong enough for them to take action and actually become a customer or client. you have to do at this point is just provide a clear call to action, give them an opportunity to buy from you. Now, this is just a hypothetical example, of course, but this illustrates what has to happen in somebody's mind before they're willing to pay you a large amount of money for help with something. And this is the reason why a lot of people who try to sell high-ticket products and services without sales calls completely fail.

5:38 They wonder why some coaches and creators are able to do that, and people will go out and they'll apply the same exact strategies, like at least on the surface level, they'll apply the same things that these other coaches are doing, and they'll wonder why it doesn't work for them. Well, it's because you're only looking at the surface level tactics, you're not looking deeper. Why do some coaches close high-ticket deals so easily by just sending people like a Google Doc with a payment link? People are able to do that because they have so much trust in the market. Like people have been following them maybe for a long time. They have a very solid personal brand. They have a lot of credibility, maybe a lot of client testimonials. Like the proof is there, and it's obvious that this person knows what they're doing, is trustworthy, is knowledgeable, has a proven track record. And so that person has a large amount of people in their audience who have these four beliefs installed. So that's why they are able to close high-ticket deals without a sales call, and do that at scale also, because so many people in their audience are warmed up. So the bottleneck in most people's businesses, the reason that they can't close high-ticket deals, and especially do it without a sales call, is because of these four beliefs. So how do we install these four beliefs in people's minds? Well, this is where your content strategy comes into play. So you're going to need variety of different types of content most likely. And the big mistake that people make is they get stuck on creating like just one type of content. Like for a long time in my business, I was fully dependent on short-form content. I had over 100,000 followers on TikTok, over 30,000 on Instagram, and I was getting a lot of views on my content, but I could not understand why I was not getting that many clients from this, because I had tons of engagement, I had a lot of people following me, but I was not getting nearly the number of clients that I thought I should be. And I realized that I was missing a lot of these other types of content. I was really completely neglecting all of these things, and therefore I did not have the level of trust that I needed for people to really want to work with me and trust me enough to hand me money without even getting on the phone with me. So I've completely changed my strategy to incorporating a lot more of this. You'll see I'm now beginning to post long-form YouTube content, whereas before I was not consistent with this at all. I've also installed things into my business like a core sales asset that kind of pre-sells my offer for me. I have automated email sequences that do the same thing, and I'm actively working all the time on incorporating more of these types of content into my strategy because I understand that the most important thing is that people have these four beliefs installed if I want to be able to close deals consistently without sales calls. So, when you understand this, you'll start to see that the most important thing that you can do in your business is not just get attention because that's what so many people focus on. They just focus on the views, the vanity metrics, how many followers they have on social media, how many views their last post got. And these metrics are almost completely irrelevant because a view on social media does not really move the needle in these four areas. Someone watching a 30-second clip of yours on Instagram or something does not make them completely trust you or trust your method or understand the opportunity or believe in their ability to achieve the result.

8:27 Like, it does not do that. It might move the needle just like a tiny little bit, but someone would probably have to watch like a thousand pieces of short-form content from you before you could fill up the meter in all four of these areas. So, short-form content is really not going to do a lot for you. And even long-form content, like just getting views on a long-form piece of content doesn't really mean anything. It doesn't mean that you have effectively installed these beliefs in people's minds so that they're going to be ready to buy. And trust me, I wish it worked like that because getting views is the easy part.

8:53 The hard part is turning those people who watch your content into paying customers and clients. That's a much more difficult thing to do and the thing that people struggle with the most. I have a client that I'm working with currently who has a pretty large following on social media, and this is usually the story with a lot of people that work with me is they come to me because they have a large following or they're at least getting like a decent amount of views on their content and stuff, but it's not turning into sales and they can't understand why. And almost always it's because they were chasing the views and engagement, but forgot this. They forgot that people don't buy unless they have certain things that happen inside of their mind.

9:27 There's an invisible process that happens inside of people's minds that gets them to the point where they eventually are willing to work with you. And the tricky part here is people can watch your content and love it. They might like it, engage with it, comment on it, and they will still never buy from you. Because liking a piece of content is not the same as wanting to hire somebody and pay them a lot of money for help with something. Those are two very different things. So, it's not enough to make content that just like gets attention or content that people like if that content is not designed to install these four beliefs in somebody's mind, then that piece of content is not really doing that much for your business if anything at all. I mean, I guess you could say at the least it's helping people trust in you as the guide like even if that piece of content doesn't necessarily pre-sell your offer in any way. I mean, you could say it's building your personal brand so it has some value. But, in a lot of cases people are just creating content like this that maybe like builds their personal brand and makes people like them like as a person as a personality, but they're missing this other stuff here. And so, people might like their content and love them and follow them for who they are, but they still don't buy from them because they don't see a strong enough reason to buy from them. They have the desire to watch their content maybe and keep watching it cuz they get a lot of value from it, but that's not the same thing as wanting to pay for something.

10:41 So, I had to learn this the hard way over many years of trial and error because when I first started on this journey sharing my knowledge, making content, I was very naive and I assumed that if I just talked about what I knew and just shared my knowledge and just gave value away for free that that would somehow magically translate into a profitable business. But, as I got further along on the journey I realized that this is a bit harder and more complicated than it seems on the surface. And it's the reason why so many creators struggle, it's because there's so many invisible layers to this.

11:11 There's so much under the surface that you don't see. It's not just about copying the surface level tactics and strategies like you see some coach for example who has a specific type of sales funnel or they're making a certain type of content or they have a certain posting strategy or whatever for growing on YouTube or whatever it is, you know, like these are external surface level tactics and stuff. And that stuff is important, but if you miss the deeper psychology of it, then you're still not going to get that great of results.

11:36 Like, for example, you could make YouTube content that does really well on YouTube and gets you a lot of views and grows your subscriber base, but that doesn't necessarily mean that you're going to have more customers and clients. I mean, the general belief is like more equals more, right? Like, if you get more views on your content, that's going to naturally translate into more sales. And yes, that might be true to some degree, but like if you're only converting a tiny tiny tiny percentage of your audience into sales in the first place, then just growing your audience isn't going to move the needle that much. A better use of your time and energy is to figure out how to turn the existing audience you already have, even if that's a very small audience, and just turning those people into customers and clients and figuring out why they're not buying from you. Because you don't need a huge audience to make sales online. You just need to understand buyer psychology, understand how to install these beliefs, so that even if your video only gets, let's say, 100 views or something, out of those 100 people, let's say, five of those people are like really bought in and they're really interested in working with you, and maybe one out of those five becomes a client. So, you could post a video that only gets 100 views, which seems from the outside like, "Oh, that's a huge flop, right? That's a waste of time. Like, that was a failure." But out of those 100 views, one of those people was a paying client. And that's what you're missing if you're just chasing virality or views or follower growth.

12:49 Because you could post a video that gets like 10,000 views, but that video doesn't generate a single client for you. But you could post another video that only gets 100 views, but that video does turn into a client. So, what's more valuable? The 10,000 viewed video or the 100 view video? If you're only looking at the vanity metrics, then you'd think the 10,000 view video is better. But if you're looking at the money in your bank account, then you realize the 100 view video is much better. And when you really master this stuff, this is what allows you to sign high-ticket deals without sales calls and have that completely empty calendar. The general idea, I guess, that makes all of this possible is the concept of pre-selling.

13:22 So, you're basically using your content to pre-sell people. So, by the time they reach out to you to work with you, they're already like 98% of the way there, and then you can just have a simple conversation with them without a call and get them, you know, that extra 2% of the way there. But, they're already pretty much bought in. They already come to you knowing that they want to work with you. So, you're kind of in the position of power, you might say. Like, they're coming to you because they want you. It's not like you chasing them. So, you don't have to hard sell anybody or convince anybody. They are already convinced, and it's just a matter of maybe having a quick chat with you to just maybe confirm that it's a good fit for them and that now is the right time, and you make an offer, and you close the deal. So, I hope this was valuable for you. If you want this tool, you can download it below. You just have to enter your email, and then I'll give this to you, and you can play around with it. You can simulate different scenarios like what will happen in the person's mind when you create certain types of content, and you can understand the beliefs and how to install those. Go ahead, download the tool, check it out, and I'll talk to you in the next one.