The Importance of Community Over Metrics

Many creators become ecstatic when they gain followers or witness surging website traffic, believing they are on the path to becoming the next Jeff Bezos. However, these vanity metrics are largely irrelevant. I have seen creators with merely 100 followers generate seven-figure incomes. For instance, my friend Dakota earns $100K each month with only 9,400 email subscribers.

What truly matters is whether you have fostered a community rather than just attracting transient customers. While marketers focus on one-time sales often limited to around $200, community builders approach their business differently:

• They prioritize long-term relationships.
• They establish themselves as leaders in their niche.
• They provide the majority of their content for free.
• They conduct webinars aimed at addressing community needs.
• They maintain ongoing conversations with their members through group chats.

This foundation is crucial for successfully selling a $10,000 product, as community members will eagerly await the opportunity to purchase from you.

Starting with Lower-Priced Products

Most individuals who enrolled in my mastermind had previously invested between $3,000 and $5,000 in my academy. It’s noteworthy that no one accepted my offer without having spent money with me beforehand. This may seem surprising, but it underscores a vital truth: high-ticket sales hinge on trust.

For a customer to commit to a $10,000 purchase, they must believe in your ability to deliver on your promises and know that you can elevate their life or business through your mastermind program.

This is where many newcomers stumble. They launch high-ticket offers, fail to make sales, and then criticize legitimate business models, viewing them as pyramid schemes. They are often quick to dismiss emerging technologies like NFTs, crypto, or AI.

Rule: Avoid Listening to Negativity

Selling a $10,000 product becomes feasible when you've offered lower-priced items, typically ranging from $50 to $500. If you have successfully made sales at these price points, you can gradually introduce higher-value offers to the same audience.

Think of a $100 sale as validation that a customer is genuinely interested in what you provide.

The Crucial Rule Many Overlook

Many creators struggle or fail to sell anything because they attempt to address a non-existent problem. It took me nine years to grasp this concept. You cannot simply launch a $10K offer and expect immediate purchases.

To avoid this pitfall, I conducted multiple surveys across various segments of my ConvertKit email list, carefully analyzing every response. My business partner organized the data into an Excel sheet and created pie charts for clarity.

Although we thought we understood the problems our audience wanted solved, we continued to ask questions. Ultimately, we discovered that people were seeking a concrete action plan to either establish or grow their online business, which became the centerpiece of our offer.

The Key to Selling High-Ticket Items

Selling a $10,000 product is a significant endeavor. You need to engage with potential clients via Zoom, guiding them through your offer. I received 98 applications for my mastermind and conducted over 50 calls.

Many applicants did not qualify, but I enjoyed connecting with them and learned many inspiring stories that fueled my writing. Throughout these conversations, I kept a two-page outline of my offer in front of me and noted what resonated with people in a blank Apple Note.

The more calls I conducted, the more effective my approach became. Initially, I struggled with feelings of self-doubt and imposter syndrome, often thinking, "Just refund everyone and walk away." However, I persevered and successfully filled the mastermind beyond my expectations.

Mindset is Everything in Sales

For those who qualified, I followed up with a written version of the offer via email, including a link to enroll. After two days, I checked in with anyone who hadn’t made a decision yet. I found it interesting that whenever I felt the urge to push someone, I reminded myself that a $10K offer either suits them or it doesn’t.

If you find yourself needing to resort to high-pressure tactics, it usually indicates a red flag. Those who understood my value accepted the mastermind without hesitation, while those preoccupied with the price or debating the offer ended up purchasing nothing.

Avoiding Pressure Tactics

High-ticket offers tend to convert better without resorting to manipulative sales techniques. While I set a deadline for joining the mastermind, I refrained from pressuring potential clients or employing scarcity tactics, as these can deter intelligent buyers willing to invest in a $10K program.

The Power of Referrals

As we started to fill the mastermind, our confidence naturally grew. An effective strategy is to ask satisfied clients for referrals. One member referred two additional high-achievers who were not already on my email list.

High-end clients often associate with other high-end clients, so don’t hesitate to ask for referrals to expand your success effortlessly.

A Critical Insight

While all this may seem straightforward, there’s an essential detail I haven’t mentioned: I have spent nine years building my online presence. Many individuals on my email list have been with me since the beginning.

Tony Robbins once noted that the average consumer needs to encounter a brand or product nine times before making a purchase. The familiarity I have established with my email subscribers significantly eases the sales process for high-ticket items.

Consistently posting on social media over the years has fostered trust.

Thus, the lesson is clear: if you want to thrive online, start by regularly creating content and building an email list. After a few years, the sales process will become much smoother.

You may find this realization frustrating, especially if you desire quick results. Yet, consider that most individuals invest four years in a university education, with no guaranteed job upon graduation.

If we can wait four years for a degree, we can certainly invest a year or two in cultivating an audience and establishing a business that will ultimately transform our lives and grant us freedom.

Ultimately, the most rewarding aspect of this journey has been the shift in mindset. I now genuinely believe I can assist individuals at any price point, a conviction I did not hold before embarking on the $10K endeavor.

Start by building your email list, engage with them consistently over the years, and eventually, you’ll find it easy to sell a $10,000 product without resorting to high-pressure tactics or sacrificing your integrity.

Join my email list, which boasts over 150,000 subscribers, to master the art of selling digital products online, even if you’re just starting out.