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High Ticket Coaching Funnel: Everything You Need To Know

Categorized as Marketing for Coaches
FEATURED High Ticket Coaching Funnel Everything You Need To Know

Do you want to learn how to build a high-ticket coaching funnel? Did your research on creating the best high ticket funnels for coaches lead you here? 

If that’s you, welcome! We’ve heard the good and the bad about coaching funnels, and we’ve made plenty of our own. Today, we’re sharing everything we’ve learned. 

If you’re new here, we’re Cass + Tee. We are life coaches and web designers obsessed with creating coaching websites and brands that deliver results.

In this in-depth guide, we’ll be covering everything you need to get started with building your next high ticket coaching funnel. 

You can look forward to learning more about getting high-ticket clients by structuring your funnel, creating landing pages, marketing your funnel, and delivering a high-class experience to match.

Ready to get started? Let’s dive right in!

What Are High Ticket Sales?

There’s no doubt that when it comes to sales, there’s a big difference between low and high ticket items. But what exactly are high ticket sales? And why should you care? 

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What Are High Ticket Sales_ - High Ticket Coaching Funnel

High ticket sales are when a coach sells coaching products or services for a high price tag. This can be anything from wellness retreats to year-long coaching programs. 

In most cases, the coach will offer some type of financing option to make the sale more affordable for the client. 

There are many benefits to selling high ticket coaching offers, but there are also some risks that need to be considered.

One of the main benefits of high ticket coaching offers? They can often result in a higher profit margin for the coach. This is because coaches normally have no overhead, meaning that there is more room for profit. 

Another benefit is that high ticket coaching offers often generate more interest and excitement than lower-priced items, making them more likely to sell.

There are also some risks associated with high ticket sales for coaches. 

One of the biggest risks is that clients may not be able to afford your program, meaning that they will default on their payments. This can lead to serious financial problems for the coach, so it is important to do your research and make sure that the client is able to afford the purchase.

Overall, high ticket sales offer a number of benefits for coaches and their clients alike. 

If you are thinking about selling high ticket coaching offers, be sure to do your research and understand the risks involved. 

So how do you sell high ticket services? The best way is with a high-ticket coaching funnel.

What is a High Ticket Coaching Funnel?

High ticket coaching funnels are a series of steps that lead the potential client toward buying high-end coaching packages. 

What is a High Ticket Coaching Funnel

This wouldn’t be for your smaller offers like ebooks, one-off sessions, or webinars. If you’re looking to create a high ticket coaching funnel, you would normally be looking to promote your signature coaching program that costs more than the other services you offer. 

You define these steps in advance, check that they are effective on the client, and then implement them to draw coaching clients in so that they will buy your services.

This technique of funneling is often used for low-cost items, but if you want to encourage clients to buy your high-cost services, you will need to use a high ticket coaching funnel. 

It will operate in the same way as a standard funnel, but it is specifically targeted at increasing the sales of your top, most expensive services.

For example, a life coach might build a high ticket life coach sales funnel to encourage clients to purchase a one-on-one coaching service, or to lead them toward a 6-month life transformation coaching package. 

This puts a focus on your top services, rather than low-cost options such as a short course.

How To Build a High Ticket Coaching Funnel

Now that you know what a high ticket coaching funnel is, let’s discuss the essential steps it takes to build one.

How To Build A High Ticket Coaching Funnel

Step 1: Choose One Coaching Client Persona in Your Niche to Start

You will likely already know what your coaching niche is, but if you’re unsure, you need to pause before you start trying to build a high-ticket coaching funnel. 

There’s no point trying to craft one of these until you are crystal clear about your business and what value you are going to provide to your clients.

If you know your niche, you are ready to get started. The first thing you should do is build up a client persona for one example client within your niche. This is a semi-fictional representation of the kind of person who might buy your service. 

Take some time to figure out specifically what this persona is, and how you can engage with them.

Step 1_ Choose One Coaching Client Persona in Your Niche to Start

You can look at your current clients to draw up a buyer persona, and consider what generalizations you can take from interactions that you have had. Use these to build the persona.

You must make sure that this client could feasibly afford your high ticket item, or your funnel will not work. Once you have established who they are, what they need, how to market to them, and that they can afford your item, you’re ready to start crafting a funnel that will be effective.

➡️ Need more help? Click here for guidance on how to choose a coaching niche >>

Now that you know who you are attracting, let’s gain their trust through a low-cost offer before asking for thousands of dollars. 

Step 2: Create a Super Valuable Small Offer

A low-cost offer is something that you create to attract the right sort of clients – those within your “buyer persona” – to your website. 

This aims to capture their initial attention and create a client list for you, and usually, you will want the offer to be priced at less than $27. This puts it into a sort of “casual purchase” box that means you are more likely to attract clients.

Once you have a list of clients, you can start working on your funnel to draw them in, but how do you create these low-cost offers in the first place?

A low-cost offer can be anything that you can deliver repeatedly that doesn’t take a lot of your time to do. Many coaches offer a download, a template, or some other worksheet or short course that the client can take independently.

What you offer will depend on your budget and niche, but make sure the client feels like they are getting a complete package, rather than a teaser session. Remember that whatever you offer must be valuable so you create a positive response.

Need ideas for choosing an offer? Check out our Money-Making Offers Workbook for Coaches.

Money-Making Offers Workbook for Coaches - High Ticket Coaching Funnel

Next, we’ll create a landing page for your low-cost offer so you can get your ideal clients to purchase it.

Step 3: Create a High-Converting Landing Page For Your Smaller Offer

A landing page is a page on your site that has been designed solely to field the traffic created by a marketing campaign. 

It is where your visitors end up when they click on an ad, a link you’ve sent to their email, or another form of marketing.

Step 3 Create a High-Converting Landing Page For Your Smaller Offer

This page has just one goal, which is a call to action that gets your potential client, who may not know you, to make their first purchase. 

The page should be very focused on this goal and have no other purpose than selling your coaching offers. It is purely for converting interested parties into actual coaching clients. 

So, what should it include? Your coaching landing page will need to have:

  • A Headline: This tells the client quickly where they are and what they are looking at. It’s the first thing that your potential client will see, so it’s important to ensure that it’s catchy, concise, and well-written.
  • A subline: This complements the headline and increases the client’s understanding of the offering. It is usually very short and serves as a sort of subheader. It should be punchy, and will often contain instructions on what to do next.
  • A description of what’s offered: This gives the potential client more information so they know what they might be buying.
  • Call to action: This encourages the potential client to actually go ahead and buy. It can be simple, and will usually take the form of direct instruction, such as “click here,” or “buy now.”
  • Offer images: If appropriate, you might want to include a picture or two, as many people engage visually.
  • Testimonials: If possible, you’ll want to include a few testimonials about your service. Make sure you’re using real ones to increase the authenticity of your service.
  • Payment form: It should be possible for clients to click through to buy the service directly from the landing page, so you’ll want to create a straightforward payment form.

➡️ Need help building a landing page? Click here for our website templates >>

Next, let’s create some ads to help you reach high-value clients that fit your ideal client profile.

Step 4: Get Your Small Offer In Front of Your People Using Facebook Ads

Once you’ve built a landing page, you need to get people to land there, and that means advertising. There are lots of ways to spread the word about new services, but Facebook ads are a particularly effective one, and they will let you target a very specific audience.

This is important when you’re creating a high ticket sales funnel for coaches because you need to ensure you are marketing to people who can afford your services, or you will be wasting ad money.

Facebook Ads - How To Build A High Ticket Coaching Funnel

Before you dive in, you’ll need a few things organized before you create your Facebook ad: 

  • Facebook Pixel (now known as Meta Pixel): This is a neat little bit of code that you can add to your website, and it will help you keep an eye on the conversion rates. It makes it easier to optimize ads, remarket to people who have visited your site, and build targeted audiences for your future advertising campaigns.
  • Facebook Ad Copy: This is what you write on the ad itself, and it’s what the potential client will see when the ad pops up. Take some time to get this right and ask for feedback from others.
  • Facebook Ad Creative: This includes any and all creative that you use in your Facebook ad. These can be images, videos, or anything else.
  • Facebook Call to Actions: You can create a call to action button on your ad, using the Ads Manager. This button tells your audience what to do next.
  • Facebook Targeting Options: Facebook will automatically target your ads, but you should manually target your ad delivery to fit with the client persona you developed in Step 1.
  • Facebook Budget: This is how much you are planning to spend on your Facebook ad. Facebook provides a tool that allows you to control your costs and decide how much money you want to spend on showing your ads to people.

Now, it’s time to sell your new audience into your high-ticket program!

Step 5: Instantly Deliver Your Smaller Offer + Ask Discovery Call

Once someone has purchased your offer, you’ll need to immediately deliver the smaller offer that they have paid for, alongside a complimentary coaching call. 

The idea behind this complimentary coaching call is to sell your services and prove your value to the client, rather than to make money.

Instantly Deliver Your Smaller Offer + Ask Discovery Call

The call enhances the offering, makes the client feel that they have got a great deal, and helps to personalize you and your business. It makes you memorable and maximizes the chances of the high ticket coaching funnel having an impact.

You should also ensure that the service your client paid for is delivered straight away, as most clients will feel much more satisfied if they get immediate access to their item. 

This will make them feel that they have got value for money, and demonstrate that you are efficient and reliable.

You should focus on making the complimentary call easy to follow up on, too, for both you and the client. You don’t want to spend a long time coordinating this, so you should depend on automated software to do the legwork.

ActiveCampaign is a great tool that provides automation, allowing you to send out emails as soon as a client buys something so they don’t have to wait for you to see their purchase and send them their service. 

This dramatically increases client satisfaction and reduces the amount of time you need to spend actively emailing clients.

Active Campaign - How To Build A High Ticket Funnel

You can also cut out all the back and forth of scheduling a call with the client, which can be a nightmare if you are juggling multiple clients, especially if someone wants to make a change at the last minute.

Use software such as Acuity at a time that suits them. It will coordinate everything and free you up to focus on coaching.

Acuity Scheduling - High Ticket Coaching Funnel

Step 6: Send 7-Days of High Ticket Sales Emails

Once you have a list of potential clients, you can start actually implementing your high ticket coaching funnel. 

This sales funnel can take place over a week or two weeks, and will usually result in you sending out multiple emails to each potential client. The aim is to get them engaged and grab their attention. 

You don’t want to be emailing every day, but keep touching base so you stay at the forefront of your client’s minds.

Your emails should include, in this approximate order:

Step 6_ Send 7-Days of High Ticket Sales Emails
  1. An accepting applications email: this shows you are accepting applications for a coaching program.
  2. A bonuses email, which lets them know what additional bonuses will be included in the high-ticket offer.
  3. A features and benefits email, which sells your high ticket service to them and explores everything they will gain by engaging you as a coach.
  4. A case study email, that proves that your high-ticket service works and offers success stories from past clients who have purchased.
  5. An FAQ email, which answers anything they might want to know. Think hard about what they may need to understand to convince them to buy your high ticket offer, and try to give succinct, reassuring answers to these questions.
  6. A one-day-left email to remind them of the approaching deadline to apply; this should include a sense of urgency to pull the client in. Add a call to action, too.
  7. An applications closing email, where you make the last call for people to sign up for your program.

Step 7: Perfect Your High Ticket Coaching Funnel Application Call

Your sales call should take the shape of a superb coaching session that culminates in a powerful sales pitch. 

You want your client to come away from it thinking “Wow, I need to work with this coach; they are fabulous.” 

You don’t need high ticket sales training to accomplish this, you just need to use the following techniques and make yourself shine:

Usually, you will begin with a few minutes of small talk to build a rapport, and then briefly describe what the session is going to cover. This tends to have two main stages: question-asking and coaching.

Start by asking a few questions that will give you insight into the client’s needs. 

You should arm yourself with all the information you’ll require in order to deliver an effective coaching session. Identify a pain point that you can help them resolve.

Once you have done this, coach them! This is how to get high-ticket clients! 

Pull out every tool and technique you know and really challenge the client so that you can get them through the block you have identified. This is your chance to demonstrate just how much you can help them overcome challenges.

You can wrap up with a story of success that your client can relate to, and use this to lead into how you would help that particular client. Next, hint that they are part of an elite club, that you only work with certain clients you truly believe you can help, and that they fit the bill.

Follow this with an assessment of how often you’ll see the client, what you will do for them, and an estimate of costs. Finally, get a clear “yes” or “no” from the client, and don’t end the session until you have this answer.

➡️ Need more help? Click here to sign up for our resource library and get our high ticket sales script >>

Step 8: Master The Art of Following-Up

It’s important to follow up after a sales call, but there’s a right way and a wrong way to do it. The key is to strike the perfect balance between being top of mind and giving your prospect some space. 

Step 8_ Master The Art of Following-Up

Here is an example follow-up sequence.

  • Follow Up #1: Immediately email after the call, thank them, reiterate the problem solved together, send a digital gift.
  • Follow Up #2: Ask for an address and send a physical gift.
  • Follow Up #3: Tag them in a social post promoting their business/expertise.
  • Follow Up #4: Send them an article.
  • Follow Up #5: Send a handwritten note/gift card.
  • Follow Up #6: Offer to interview them for your blog.
  • Follow Up #7: Ask to add them to your newsletter.

Bottom line: Following up after a sales call is essential to closing the deal. But you need to do it in a way that doesn’t come across as needy or pushy. If you can strike the right balance, you’ll be well on your way to success.

Step 9: Send Weekly Coaching Emails + Ask for Discovery Call

Everyone who enters your funnel won’t buy. That’s why it’s important to nurture your email subscribers. After all, they’re the ones you spent so much time and money attracting and who are most likely to buy from you. Here are a few tips for nurturing your email subscribers:

1. Send valuable content on a regular basis.

2. Coach them! You are a coach so establish a coaching relationship with your subscribers.

3. Show them that you care about their success.

4. Offer them exclusive benefits and discounts.

5. Encourage them to interact with your content.

6. Thank them for their support.

7. Always ask them to jump back on an application or discovery call. 

your email subscribers are essential to building a successful coaching business. If you can provide them with valuable content and show them that you care about their success, you’ll be well on your way to closing more high tickets clients.

Final Thoughts – High Ticket Coaching Funnel

There you have it, everything you need to know to get your high ticket coaching funnel started! 

As you can tell from this post, knowing the ins & out’s of a funnel is essential to getting the process right. 

You’ll know your funnel is working when you’re seeing more leads in your inbox and hitting the goals you set before creating the funnel.

When you try to skip steps or guess your way through the process, it can end up feeling like you’re throwing spaghetti at the wall and wasting a ton of time. 

It’s so important to be thorough and patient with this process, a powerful high ticket funnel isn’t created overnight — what matters most is that it’s done right!

Now, we’d like to hear from you! What has your experience been like with creating high ticket sales funnels? Leave a comment below and let us know.

About The Author

Co-Founder at Lovely Impact | Website

Hey! I’m Cass, a brand coach and the Co-Founder & Chief Brand Officer at Lovely Impact, a website template shop for coaches. I help coaches elevate their businesses with beautiful branding and websites. Here on our blog, my content focuses on branding, web design, and storytelling.

Co-Founder + CMO at Lovely Impact | Website

Hey! I’m Tee, a brand and marketing coach and the Co-Founder & CMO at Lovely Impact, a website template shop for coaches. I help coaches grow their coaching businesses digitally. Here on our blog, my content focuses on web design, marketing, business, and social media strategy.

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