How To Make Millions From $7 Digital Products

00:36:51
https://www.youtube.com/watch?v=RDO53VxtTLM

摘要

TLDRAquest vídeo explora els avantatges i desavantatges dels productes digitals de baix preu, argumentant que molts venedors haurien d'abstenir-se de vendre'ls. Revi Abuvala, fundador de Scaling with Systems, afirma que, tot i que la seva empresa ha tingut èxit amb una estratègia de baixos preus generant més de vuit milions de dòlars en vendes, aquest model pot no ser rentable per a tothom. Els productes de baix preu poden semblar atractius perquè semblen fàcils de vendre, semblant als comprats d'impuls. Tanmateix, pel seu baix preu, necessiten quantitats massives de vendes per veure beneficis significatius, amb conversions més baixes i grans requeriments de tràfic. Això pot resultar en despeses inesperades en publicitat i suport al client, incloent gestió de sol·licituds de devolució i contracarregues. A més, els productes de baix preu poden requerir més esforç i recursos per configurar els sistemes de venda i mantenir la qualitat d'atenció requerida per a un gran volum de clients. També existeix el risc de canibalitzar els mercats potencials per a productes d'alt preu, ja que els clients poden estar menys inclinats a pagar més si ja ho han rebut gairebé tot a un cost més reduït en el primer producte. Abuvala recomana utilitzar els productes de baix preu com a part d'una estratègia de product-led growth, utilitzant el producte assequible com a porta d'entrada per vendre productes d'alt preu més rendibles a la llarga.

心得

  • 💡 Els productes de baix preu semblen atractius pel seu fàcil impuls de compra.
  • 📊 Necessiten més volum de vendes per obtenir guanys significatius.
  • 🔄 Requereixen de consideracions especials en termes de gestió de devolucions i contracarregues.
  • 📉 Poden canibalitzar oportunitats per a productes d'alt preu.
  • 💻 Poden servir com a porta d'entrada per escalar a productes de valors més alts.
  • ⚙️ Demanen configuracions detallades i atenció constant en el servei al client.
  • 📈 Són eficaços en estratègies de product-led growth quan es realitzen correctament.
  • 🚀 Permeten la maduració i el creixement escalonat dels clients en el funnel de vendes.
  • 📈 Poden ajudar a reduir els cicles de caixa curts quan s'inverteix en publicitat.
  • 💬 Potencia la interacció progressiva amb els clients abans de passar a productes més elevats.

时间轴

  • 00:00:00 - 00:05:00

    Només el 5% de les persones haurien de vendre productes digitals de baix preu. Revi Abuvala explica la seva estratègia que li ha generat més de 8 milions en vendes amb un sol embut i actualment aporta uns 100,000 dòlars mensuals en ingressos recurrents. Explica que els productes de baix preu, com les compres impulsives a la caixa del supermercat, comencen a partir de 7 dòlars fins a 97 dòlars al mes i són populars perquè no requereixen moltes vendes, però presenten problemes significatius.

  • 00:05:00 - 00:10:00

    Els productes de baix preu atrauen perquè aparentment són fàcils de vendre i configurar. Tanmateix, si l'objectiu és fer 10,000 dòlars al mes, es necessiten milers de vendes, fet que sol ser més difícil del que sembla. A més, configurar-los pot ser complicat, i sovint requereixen marketing detallat per superar les objeccions dels clients potencials.

  • 00:10:00 - 00:15:00

    Un altre problema amb els productes de baix preu és el gran volum de treball posteriors necessaris pel suport al client. Això pot implicar molts reemborsaments, devolucions de càrrec i correus electrònics de clients. Pot crear problemes amb els processadors de pagaments, com va experimentar Abuvala, on Stripe va congelar fons durant una investigació; sobretot, presenta risc si no es manté un ritme constant de vendes.

  • 00:15:00 - 00:20:00

    A més, els productes de baix preu poden limitar la possibilitat d'oferir productes d'alta gamma en el futur. Moltes empreses intenten atreure clients amb productes de baix preu i després moure'ls a ofertes més cares. Si es dóna massa valor al principi, pot ser difícil per als clients justificar comprar productes més cars després.

  • 00:20:00 - 00:25:00

    Revi detalla el concepte de product growth a través d'usar productes de baix preu com a entrada per a vendre'n d'altres més cars. Això permet als clients experimentar el que ofereix abans d'invertir molt, en contrast amb el growth liderat per vendes, on cal convertir aquests possibles clients en compradors directament.

  • 00:25:00 - 00:30:00

    Finalment, s'explica quan és adequat utilitzar productes de baix preu: per obtenir ingressos ràpids o per identificar clients potencials interessats en productes d'alt preu. Aquesta aproximació és particularment útil per contrarestar els costos publicitaris i obtenir ingressos estables mentre es generen vendes addicionals més grans.

  • 00:30:00 - 00:36:51

    Els productes de baix preu poden ajudar a escalar el negoci generant un creixement dirigit pel producte. L'eina és especialment efectiva a gran escala quan es fa servir la configuració correcta d'embuts de màrqueting. Tanmateix, per a empreses més petites, aquests embuts complexes podrien no tenir sentit. L'assessorament professional pot ajudar a crear un sistema màrqueting a mida efectiu.

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思维导图

视频问答

  • Què és un producte de baix preu?

    Un producte de baix preu és un producte que es ven a un cost relativament baix, generalment des de 7 fins a 97 dòlars. Aquests productes són atractius perquè es compren impulsivament sense la necessitat de fer moltes vendes.

  • Per què els productes de baix preu són populars?

    Moltes persones se senten atretes pels productes de baix preu perquè són fàcils de vendre i poden generar moltes vendes amb poc esforç de venda directa.

  • Quins són algunes desavantatges dels productes de baix preu?

    Un desavantatge és que per aconseguir guanys significatius amb productes de baix preu, es necessita vendre en grans volums, implicant més treball i recursos.

  • Quin tipus de treball implica vendre productes de baix preu?

    Els productes de baix preu poden requerir més treball del que sembla inicialment, incloent el desenvolupament de pàgines de venda detallades i atenció al client, així com la gestió de sol·licituds de devolució i contracarregues.

  • Quin efecte poden tenir els productes de baix preu en la venda de productes d'alt preu?

    Els productes de baix preu poden canibalitzar l'energia i els recursos necessaris per a crear i promoure productes d'alt preu que són més rentables a llarg termini.

  • Què és el product-led growth?

    El product-led growth és una estratègia on el producte en si impulsa el creixement de l'empresa, atraient clients a través del seu valor intrínsec abans que interactuïn amb l'equip de vendes.

  • Com es pot estructurar un funnel per a vendre productes de baix preu?

    El mètode per estructurar un funnel de producte de baix preu implica una pàgina de vendes principal, ofertes addicionals i oportunitats per ascendir el client a productes d'alt valor.

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  • 00:00:00
    95% of you should never sell a low
  • 00:00:03
    ticket digital product online that being
  • 00:00:06
    said in this video I'm going to walk you
  • 00:00:08
    through our low ticket strategy that has
  • 00:00:11
    generated us over $8 million in sales
  • 00:00:13
    from one funnel and currently brings in
  • 00:00:16
    about
  • 00:00:17
    $100,000 a month in recurring Revenue if
  • 00:00:20
    you don't know who I am my name is revi
  • 00:00:22
    abuvala I'm the founder of scaling with
  • 00:00:23
    systems we build custom endtoend done
  • 00:00:26
    for you Marketing Systems for our
  • 00:00:28
    clients in 7 days or less we work with
  • 00:00:30
    some of the largest names in our
  • 00:00:32
    industry and we're on a mission to build
  • 00:00:34
    a business that serves you instead of
  • 00:00:36
    you serving it so what is a low ticket
  • 00:00:39
    product and why are so many people
  • 00:00:41
    attracted to it well the best way I can
  • 00:00:43
    describe it to you it's kind of like
  • 00:00:45
    whenever you are checking out at a
  • 00:00:47
    grocery store and you see all of those
  • 00:00:50
    candies and gums right at the checkout
  • 00:00:52
    counter that's not a coincidence those
  • 00:00:54
    are what are known as impulse buys
  • 00:00:57
    because they're only $1 $2 $3 Maybe the
  • 00:01:00
    highest stuff there is $5 and so in
  • 00:01:03
    relation to what else you're buying
  • 00:01:05
    there like you know $20 $50 maybe $100
  • 00:01:07
    $200 worth of groceries if you want to
  • 00:01:10
    add on an extra1 or $3 candy bar or
  • 00:01:13
    piece of gum it's not that big of a deal
  • 00:01:14
    so you just grab it you throw it uh to
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    the checkout person maybe you don't
  • 00:01:18
    throw it at them but you throw it on the
  • 00:01:19
    the checkout counter and you buy it and
  • 00:01:21
    you don't really think about it so
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    that's an Impulse buy and that's the
  • 00:01:24
    appeal of a low ticket product it's that
  • 00:01:27
    okay cool I can sell something that's so
  • 00:01:29
    low price price $7 $37 $97 $97 a month
  • 00:01:34
    that you're not really going to have to
  • 00:01:35
    do a lot of selling behind it it's very
  • 00:01:37
    easy to just uh throw up an ad or to
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    post something on your social media or
  • 00:01:41
    to do a blast to your audience and say
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    hey here's this thing I'm selling for
  • 00:01:44
    $47 you guys should get it and you're
  • 00:01:47
    probably going to get a lot of buyers
  • 00:01:48
    you're going to a lot of people that
  • 00:01:49
    pick it up because in relation to what
  • 00:01:52
    they could also buy elsewhere you know
  • 00:01:54
    $7 or $37 or $47 is not a lot of money
  • 00:01:57
    and the delineation that I've learned
  • 00:01:59
    here
  • 00:02:00
    between low ticket and what is known as
  • 00:02:02
    high ticket is a $2,000 price point okay
  • 00:02:06
    and this is why you see a lot of people
  • 00:02:09
    selling uh like courses online that sell
  • 00:02:11
    webinars almost I'd say 98% of them they
  • 00:02:14
    sell at the
  • 00:02:15
    $1,997 price point because that keeps
  • 00:02:17
    them in that low ticket category on the
  • 00:02:20
    bottom over here because when you have a
  • 00:02:22
    low ticket category it's still an impul
  • 00:02:24
    spy right you can still make a sale
  • 00:02:26
    without ever speaking to a salesperson
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    without having to go talk to your wife
  • 00:02:29
    your cousin your aunt your uncle without
  • 00:02:30
    you know having to really do a lot of
  • 00:02:32
    thinking about it you can do that
  • 00:02:33
    underneath the $2,000 price point above
  • 00:02:36
    the $200,000 price point that's where
  • 00:02:38
    you start to get into what a lot of uh
  • 00:02:40
    people call High ticket right and so
  • 00:02:42
    this is when you're buying stuff for
  • 00:02:44
    $4,000 $6,000 $10,000 $20,000
  • 00:02:48
    $100,000 so the reason why a lot of
  • 00:02:50
    people are drawn to low ticket is
  • 00:02:52
    because low ticket is so easy to set up
  • 00:02:55
    so easy to sell um and you can make a
  • 00:02:57
    lot of sales with it and you think your
  • 00:02:58
    dopamine hits are going off your stripe
  • 00:03:00
    accounts going you're like oh wow I'm
  • 00:03:01
    selling these $7 products that's really
  • 00:03:03
    really great but there are a few diff
  • 00:03:06
    problems with low ticket the first
  • 00:03:08
    problem is that low ticket products are
  • 00:03:10
    just that they are low ticket meaning
  • 00:03:13
    that if your goal is to make $10,000 a
  • 00:03:15
    month then you would need a th000 people
  • 00:03:18
    to buy a $10 product in order to make
  • 00:03:21
    $10,000 a month and what most people
  • 00:03:23
    don't realize is that a typical low
  • 00:03:25
    ticket sales page will convert at let's
  • 00:03:28
    say 2 to 3% so if you need a th000
  • 00:03:31
    people to buy you're probably going to
  • 00:03:33
    need 50,000 people to visit that sales
  • 00:03:36
    page and that's not cheap you most
  • 00:03:38
    people don't have that size of an
  • 00:03:40
    audience so you need 50,000 people just
  • 00:03:42
    to visit your sales page just so you can
  • 00:03:44
    make
  • 00:03:45
    $110,000 and the next month you have to
  • 00:03:47
    get another 50,000 people to visit your
  • 00:03:50
    sales page now compare that to high
  • 00:03:52
    ticket where when you're dealing with
  • 00:03:53
    high ticket uh products you could just
  • 00:03:55
    sell one product at
  • 00:03:57
    $10,000 and you only had to speak with
  • 00:04:00
    maybe 10 people to sell that one product
  • 00:04:02
    so ironically in the very beginning the
  • 00:04:05
    appeal of low ticket being that you
  • 00:04:06
    don't have to get on sales calls or talk
  • 00:04:07
    to a lot of people you think it's going
  • 00:04:08
    to be easier to sell but if you actually
  • 00:04:11
    do the math it ends up being a lot more
  • 00:04:13
    work than it would be if you just sold
  • 00:04:14
    one high ticket product now the second
  • 00:04:16
    reason I don't love low ticket products
  • 00:04:19
    is because it's actually pretty messy or
  • 00:04:22
    complicated to set up so let me walk you
  • 00:04:25
    through an example of a typical high
  • 00:04:26
    ticket product so in a high ticket
  • 00:04:28
    product you're typically run getting
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    someone's attention either through an ad
  • 00:04:32
    or through social media or something
  • 00:04:33
    like that and then you're just saying
  • 00:04:34
    hey send me a message on Instagram or
  • 00:04:37
    watch this quick video of me describing
  • 00:04:39
    how I can help you and then book a call
  • 00:04:41
    to speak with me or my team and we'll
  • 00:04:43
    get on a call and see if you're a good
  • 00:04:45
    fit right so it's pretty simple you
  • 00:04:47
    don't need a lot of uh like complexity a
  • 00:04:50
    lot of sales copy because you're asking
  • 00:04:52
    someone to get on a sales call and in
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    reality it's on this uh sales call that
  • 00:04:57
    you're doing all of the kind of
  • 00:04:59
    difficult heavy lifting you're
  • 00:05:00
    understanding where that person's at
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    you're kind of drawing out a a custom
  • 00:05:04
    road map of what it would look like to
  • 00:05:05
    work with you you're handling any of the
  • 00:05:07
    objections they you're collecting the
  • 00:05:08
    payment and so on that call you have a
  • 00:05:11
    lot of wiggle room right even if
  • 00:05:13
    somebody comes in you have the worst
  • 00:05:15
    sales funnel the worst ads the worst
  • 00:05:17
    copy whatever else it is if they come in
  • 00:05:19
    on that call even if they're just they
  • 00:05:20
    have a pulse and they're somewhat
  • 00:05:22
    lukewarm you could probably still close
  • 00:05:24
    them on something that was $2,000 $3,000
  • 00:05:26
    you know assuming that you're a half
  • 00:05:28
    decent salesperson which almost every
  • 00:05:29
    every body is now take that uh and
  • 00:05:32
    compare it to in a low ticket product
  • 00:05:35
    what typically has to happen is you have
  • 00:05:36
    to write an entire video salesletter
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    page so you have a video up top and then
  • 00:05:40
    you have all the sales copy down here
  • 00:05:42
    and then you have a button on the bottom
  • 00:05:44
    and what most low tick product will have
  • 00:05:46
    is what's known as upsells or down cells
  • 00:05:48
    which I'm going to talk about a funnel
  • 00:05:49
    structure in a moment and so you have a
  • 00:05:52
    a second page over here and then you
  • 00:05:53
    have another page over here and all of
  • 00:05:56
    this stuff on all every one of these
  • 00:05:58
    Pages has has to be dialed it has to be
  • 00:06:01
    speaking directly to their pain points
  • 00:06:03
    directly to their desires it has no room
  • 00:06:06
    for error because if you don't handle
  • 00:06:08
    whatever that person's thinking of in
  • 00:06:09
    their mind well they don't have someone
  • 00:06:11
    they can chat to and handle their
  • 00:06:13
    objection with them live and so they're
  • 00:06:14
    just going to bounce off that page and
  • 00:06:17
    uh and then eventually they're going to
  • 00:06:18
    buy the product or service which is fine
  • 00:06:20
    that's that's great but it just requires
  • 00:06:22
    so much more work to get it set up and
  • 00:06:24
    you have so less of a margin of error
  • 00:06:27
    and the final reason why I don't love
  • 00:06:29
    low ticket products is because of the
  • 00:06:31
    amount of work in the fulfillments right
  • 00:06:34
    and most people think okay well if I
  • 00:06:35
    sell a digital product it's not that big
  • 00:06:37
    of a deal I'm not going to have to do
  • 00:06:38
    any work involved in it and it's going
  • 00:06:40
    to be way less work than if I was
  • 00:06:42
    selling something High ticket and I was
  • 00:06:43
    doing something for my clients and you
  • 00:06:46
    could be right but I can tell you after
  • 00:06:48
    selling thousands and thousands of low
  • 00:06:50
    ticket products here's typically what
  • 00:06:52
    happens when you sell low ticket
  • 00:06:54
    products um you're going to have a lot
  • 00:06:56
    more communication than you did
  • 00:06:58
    previously cuz remember we're having to
  • 00:06:59
    sell a th000 people uh more than what we
  • 00:07:03
    did previously to get to $10,000 a month
  • 00:07:05
    so if you're dealing with a th000 people
  • 00:07:07
    even if only 10% of them send you a
  • 00:07:10
    message every single week or have a
  • 00:07:11
    question in your email or in your
  • 00:07:13
    community that's a 100 questions get
  • 00:07:15
    asked every single week and we took our
  • 00:07:18
    support team when we started scaling our
  • 00:07:19
    low ticket product from one people to
  • 00:07:22
    six people be just because of the sheer
  • 00:07:24
    amount of volume of tickets that were
  • 00:07:26
    coming in more important than that is
  • 00:07:28
    that if you have a refund policy which
  • 00:07:30
    you're almost always going to have to
  • 00:07:32
    have on a low ticket product then you're
  • 00:07:34
    going to have a lot of refunds and
  • 00:07:35
    people asking to request refunds because
  • 00:07:37
    it's just as easy to to impulse buy it
  • 00:07:39
    is as it is to impulse get rid of it
  • 00:07:42
    they're like oh you know what this isn't
  • 00:07:43
    that helpful I want my $20 back $30 $40
  • 00:07:45
    back so now that starts hurting your
  • 00:07:47
    Merchant processor because now you're
  • 00:07:49
    dealing with a lot of refunds and then
  • 00:07:51
    on top of that um you deal with
  • 00:07:53
    chargebacks so a lot of times it's
  • 00:07:55
    easier for somebody to literally go to
  • 00:07:57
    their bank and just click charge back
  • 00:07:58
    than it would be for them to send you an
  • 00:08:00
    email or they're embarrassed to send you
  • 00:08:01
    an email or something like that so even
  • 00:08:03
    the best slow ticket products in the
  • 00:08:04
    world will see more chargebacks than if
  • 00:08:07
    you had sold something High ticket and I
  • 00:08:09
    actually got into a little bit of a
  • 00:08:10
    hairy situation about two years ago we
  • 00:08:12
    were running a lot of volume on our low
  • 00:08:14
    ticket products and that was fine for a
  • 00:08:17
    while uh because we were obviously
  • 00:08:19
    making a lot of money for it but then
  • 00:08:20
    eventually I was like okay I don't
  • 00:08:22
    really love this low ticket product
  • 00:08:23
    thing so I shut it down but the problem
  • 00:08:26
    was just that last month we had sold a
  • 00:08:28
    few thousand people pull into that low
  • 00:08:30
    ticket product so when I shut down the
  • 00:08:32
    low ticket products the next month when
  • 00:08:35
    I had the chargebacks from the previous
  • 00:08:36
    month from all of the people that didn't
  • 00:08:38
    want to email us we had a no questions
  • 00:08:40
    asked 30-day money back guarantee but
  • 00:08:42
    people would just rather charge back
  • 00:08:43
    rather than email us when they did that
  • 00:08:46
    now my chargeback rate uh ratio on my
  • 00:08:48
    Merchant processor was going higher
  • 00:08:50
    because I didn't have all those new uh
  • 00:08:53
    low ticket purchasers to offset the
  • 00:08:55
    previous low ticket purchasers and so I
  • 00:08:57
    actually had stripe for the first time
  • 00:08:58
    in five years of business holds my funds
  • 00:09:01
    hundreds of thousands of dollars for 21
  • 00:09:04
    days while they investigated and I had
  • 00:09:06
    to send all these reports and everything
  • 00:09:08
    in and the only thing that had changed
  • 00:09:10
    this entire time was that after I had
  • 00:09:11
    built up what was essentially this
  • 00:09:13
    monster of a low ticket system when I
  • 00:09:16
    finally decided to shut it off uh the
  • 00:09:19
    the new the chargebacks that we had
  • 00:09:20
    coming in off put us essentially out of
  • 00:09:22
    whack with uh Stripes like you know
  • 00:09:26
    whatever their threshold is for
  • 00:09:27
    chargebacks and that's an extreme
  • 00:09:29
    example for a lot of people here but you
  • 00:09:30
    have to take the extreme whenever you're
  • 00:09:32
    doing the math on something whenever
  • 00:09:33
    you're thinking I want to sell low
  • 00:09:35
    ticket products well you're not going to
  • 00:09:36
    want to sell and make $100 a month in
  • 00:09:38
    low ticket products so you might as well
  • 00:09:39
    do the math of what the extreme looks
  • 00:09:41
    like at selling 3,000 or 5,000 or 10,000
  • 00:09:44
    low ticket products a month and then you
  • 00:09:46
    can actually see whether it's worth your
  • 00:09:48
    time or not and the final reason why I
  • 00:09:50
    don't love low ticket products is that
  • 00:09:51
    if you're not careful it can cannibalize
  • 00:09:54
    your chance at creating a high ticket
  • 00:09:56
    product later on what do I mean by this
  • 00:09:59
    well what most people do is they create
  • 00:10:01
    a low ticket products because they watch
  • 00:10:02
    a YouTube video or a guru or someone
  • 00:10:04
    tells them to do it or they saw it on an
  • 00:10:06
    Instagram re and they just pour their
  • 00:10:08
    heart and soul into the entire thing so
  • 00:10:09
    they offer all this additional coaching
  • 00:10:11
    and onboarding and all these levels of
  • 00:10:13
    support and they give away the entire
  • 00:10:15
    Farm inside that one low ticket product
  • 00:10:17
    but what I'm going to cover here in a
  • 00:10:18
    moment when I transition to when you
  • 00:10:20
    would want to use a low ticket product
  • 00:10:22
    what happens is that you're eventually
  • 00:10:24
    anybody that sells a low ticket product
  • 00:10:25
    anybody that's trying to make a decent
  • 00:10:27
    amount of money millions of dollars a
  • 00:10:28
    year you you have to attach on some kind
  • 00:10:30
    of high ticket back end to it it's
  • 00:10:32
    absolutely necessary and so when you try
  • 00:10:34
    to go attached on that high ticket back
  • 00:10:36
    end the problem is that you have given
  • 00:10:38
    away the entire Farm on the front end
  • 00:10:40
    you have onboarding calls coaching calls
  • 00:10:43
    you have uh all the course content that
  • 00:10:45
    you've ever created you have um like
  • 00:10:47
    everything that they could ever need and
  • 00:10:48
    so what could you possibly offer them in
  • 00:10:51
    a high ticket product that they couldn't
  • 00:10:52
    just get from whatever they bought in
  • 00:10:53
    the low ticket and so when you try to
  • 00:10:55
    come out and say hey here's this thing
  • 00:10:56
    for $3,000 $5,000 $10,000 people are
  • 00:10:59
    going oh you know I'm probably just
  • 00:11:00
    going to stay with this like $97 thing
  • 00:11:02
    that I bought from you that covers
  • 00:11:04
    everything that I have and I've done
  • 00:11:05
    this multiple times that's why I made
  • 00:11:07
    this video is because when I originally
  • 00:11:09
    created one of my first low ticket
  • 00:11:10
    products for a portfolio company I the
  • 00:11:13
    first version of it very simple
  • 00:11:15
    literally the low product they bought it
  • 00:11:17
    was just one video that they were buying
  • 00:11:19
    for that Lowa product and uh we had an
  • 00:11:21
    okay uh refund rate it was like 6% which
  • 00:11:24
    is a little high but I was okay with it
  • 00:11:26
    because overall we had over a 3X return
  • 00:11:28
    on our our ad SP and and we were really
  • 00:11:30
    really scaling it and then I had read
  • 00:11:33
    Alex rosi's $100 million offers and I
  • 00:11:35
    was like oh you know what I got to make
  • 00:11:37
    this product way better way way way
  • 00:11:39
    better than what it is right now so I
  • 00:11:41
    literally invested and poured my heart
  • 00:11:43
    and soul into that thing and I just I
  • 00:11:44
    took all the stuff that was in the high
  • 00:11:46
    ticket and I put like 50% of it into the
  • 00:11:48
    low ticket but the problem that we
  • 00:11:50
    realize because we track our data pretty
  • 00:11:52
    meticulously is that all of a sudden our
  • 00:11:54
    sales Cycles started extending out all
  • 00:11:56
    of a sudden we had a lower Ascension
  • 00:11:57
    rate from our low ticket to the high
  • 00:11:59
    ticket ticket all of a sudden people
  • 00:12:00
    weren't buying the stuff on the back end
  • 00:12:02
    and when I spoke to the sales team on it
  • 00:12:05
    they were telling me that everybody said
  • 00:12:06
    almost the exact same thing yeah yeah
  • 00:12:08
    this makes sense but I'm going to finish
  • 00:12:10
    uh everything that ruy has inside this
  • 00:12:12
    product before I go in and uh join the
  • 00:12:14
    high ticket program and it became
  • 00:12:17
    abundantly clear that I had put too much
  • 00:12:19
    value in the low ticket product and most
  • 00:12:21
    people like you could never put too much
  • 00:12:22
    value give away the farm you can put too
  • 00:12:25
    much value if you plan on having a high
  • 00:12:27
    ticket product uh or service on the back
  • 00:12:29
    in and it it really hurt and
  • 00:12:31
    cannibalized our business and then the
  • 00:12:32
    second example was when I first launched
  • 00:12:35
    our membership site scaling school that
  • 00:12:36
    we have right now we have over a
  • 00:12:37
    thousand people in it I first launched
  • 00:12:39
    it and we had coaching calls we had
  • 00:12:41
    onboarding calls we had all this stuff
  • 00:12:42
    inside of there and My Hope was that
  • 00:12:45
    people would you know get it see the
  • 00:12:46
    value and Ascend into the high ticket
  • 00:12:48
    and the exact same thing happened it
  • 00:12:50
    wasn't a very high Ascension rate people
  • 00:12:51
    weren't buying um they uh people were
  • 00:12:54
    getting on the call and saying oh
  • 00:12:55
    there's so much value in here let me
  • 00:12:56
    keep on enjoying this and so I shut down
  • 00:12:59
    and then I repackaged it and I
  • 00:13:01
    relaunched it and now in quarter two of
  • 00:13:04
    this year uh 38% of our high ticket
  • 00:13:07
    sales came from our membership site
  • 00:13:09
    scaling school and the best part is is
  • 00:13:11
    that we're still generating $100,000 a
  • 00:13:13
    month in recurring revenue from that
  • 00:13:14
    membership site plus the high ticket
  • 00:13:16
    sales we have on the back end and that's
  • 00:13:17
    because I I remov the onboarding calls I
  • 00:13:19
    removed the coaching calls I implemented
  • 00:13:21
    a credit system I came at it with a lot
  • 00:13:24
    more intentionality right and that's
  • 00:13:26
    that's kind of the lesson of this last
  • 00:13:28
    piece before I jump into the good stuff
  • 00:13:29
    of low ticket is that if you are going
  • 00:13:31
    to do a low ticket come at it with
  • 00:13:32
    intentionality create what I like to
  • 00:13:34
    call product Suite so this is something
  • 00:13:36
    that I've created for a few of our
  • 00:13:37
    clients before where you're literally
  • 00:13:38
    writing out what are the different
  • 00:13:40
    pieces of or what are the different
  • 00:13:42
    products that you have so the first is
  • 00:13:43
    going to be uh contents um so I'll write
  • 00:13:46
    content right here so contents and a lot
  • 00:13:48
    of people don't realize that your online
  • 00:13:49
    content is a product people are judging
  • 00:13:51
    you by your uh your content so what do
  • 00:13:54
    they get they get no zero support from
  • 00:13:56
    you they don't get any onboarding calls
  • 00:13:57
    from you blah blah blah blah and then
  • 00:13:59
    next you have is your low ticket product
  • 00:14:00
    so let's say this is $97 right and then
  • 00:14:02
    what do they get they get this they get
  • 00:14:03
    this then the next thing you have is
  • 00:14:05
    your mid middle ticket product that's
  • 00:14:07
    $4,997 and they get this this this and
  • 00:14:10
    then the next thing you have is your
  • 00:14:11
    $10,000 product right so
  • 00:14:13
    9,997 and they get this this this this
  • 00:14:15
    this and so when you when you create a
  • 00:14:17
    product Suite first before you create
  • 00:14:19
    the low ticket product then you can make
  • 00:14:22
    a super natural um growth or Ascension
  • 00:14:26
    for somebody who comes in and buys your
  • 00:14:28
    low ticket and goes to the High ticket
  • 00:14:29
    okay so with all of that out of the way
  • 00:14:31
    now let's talk about when would you want
  • 00:14:33
    to use a low ticket product and how to
  • 00:14:35
    use a low ticket product and what would
  • 00:14:36
    the funnel look like now there's really
  • 00:14:39
    one main reason why I personally Love
  • 00:14:42
    Low ticket products and it has three
  • 00:14:44
    words
  • 00:14:46
    product
  • 00:14:48
    Leed growth okay that is the main thing
  • 00:14:52
    you're looking for with a low ticket
  • 00:14:54
    product it's not to become a millionaire
  • 00:14:56
    off the low ticket product it is to have
  • 00:14:58
    the low tiet product lead people into
  • 00:15:00
    your backend High ticket products and
  • 00:15:03
    product Le growth is opposed in
  • 00:15:05
    opposition it's dichotomous with what
  • 00:15:08
    99% of businesses have which is sales Le
  • 00:15:11
    growth okay and so what are the
  • 00:15:14
    differences well product Le growth is
  • 00:15:16
    when somebody says oh interesting I
  • 00:15:18
    would maybe want to work with rubu wall
  • 00:15:19
    at scaling with systems uh let me watch
  • 00:15:22
    some of his YouTube content so they
  • 00:15:23
    watch a few of my YouTube videos and
  • 00:15:25
    they're like wow this is pretty good and
  • 00:15:26
    then they say you know what let me uh
  • 00:15:28
    buy his membership sit skill in school
  • 00:15:30
    cuz he's a bunch of free value in there
  • 00:15:31
    so then they go and they buy uh my $97 a
  • 00:15:34
    month membership sites um and they're
  • 00:15:36
    inside scaling school and then they're
  • 00:15:38
    getting a lot of value out of scaling
  • 00:15:39
    school and inside scaling school there's
  • 00:15:41
    a link where people can book a call and
  • 00:15:43
    buy our high ticket stuff and so let's
  • 00:15:44
    say they come in here and they buy a
  • 00:15:46
    high ticket product at $10,000 well
  • 00:15:49
    nobody has spoken to this person at this
  • 00:15:51
    point they've literally just watched my
  • 00:15:52
    YouTube video bought my low ticket
  • 00:15:54
    product and then bought my high ticket
  • 00:15:55
    products uh and they only spoke to a
  • 00:15:56
    salesperson going from the low ticket
  • 00:15:59
    the high ticket so this is product like
  • 00:16:00
    growth somebody is able to experience
  • 00:16:02
    what it's like to work with you with
  • 00:16:04
    before they've really paid you a whole
  • 00:16:06
    lot of money right $97 a month feels
  • 00:16:08
    like it's virtually free like kind of an
  • 00:16:10
    Impulse buy compared to if my other
  • 00:16:12
    products are 10,000 20,000 50,000 etc
  • 00:16:14
    etc now compare that to what most people
  • 00:16:17
    do which is sales Le growth which is
  • 00:16:19
    they run an ad online um and they say
  • 00:16:21
    like hey if you um if you want this
  • 00:16:24
    thing here I guarantee we'll do this
  • 00:16:25
    thing or your money back they go and
  • 00:16:27
    they book a call on the calendar
  • 00:16:29
    and then in order to actually get and
  • 00:16:31
    experience what it's like to to get that
  • 00:16:34
    thing then they speak with a sales rep
  • 00:16:36
    on the phone and they have to pay the
  • 00:16:39
    $10,000 in order to even see what it's
  • 00:16:41
    like to work with that person that's
  • 00:16:43
    what's known as sales Le growth right so
  • 00:16:45
    that's not as leveraged that's not as
  • 00:16:47
    optimized because you have to keep on
  • 00:16:48
    hiring more salespeople and keep on
  • 00:16:50
    running more ads in order to uh in order
  • 00:16:52
    to scale it now sales Le growth isn't
  • 00:16:54
    terrible we even do sales Le growth but
  • 00:16:56
    if you can incorporate elements of
  • 00:16:58
    product leg growth into sales leg growth
  • 00:17:00
    well then you have a really leveraged
  • 00:17:02
    company that's how you have one
  • 00:17:03
    salesperson bringing in $350,000 a month
  • 00:17:06
    in cash like our salespeople do okay so
  • 00:17:09
    the the main reason why you would like
  • 00:17:12
    low ticket products if I had to sum it
  • 00:17:14
    down is because it it creates that
  • 00:17:16
    product-led growth for uh for people to
  • 00:17:18
    test out your stuff before they buy your
  • 00:17:20
    high ticket stuff okay U now the but you
  • 00:17:23
    have to do it correctly like I said a
  • 00:17:24
    moment ago you don't want to cannibalize
  • 00:17:26
    your stuff uh the other thing is that a
  • 00:17:28
    lot of people are against low ticket
  • 00:17:29
    products because they say well let me
  • 00:17:31
    just um Let me give everything away for
  • 00:17:33
    free right and and you're not wrong I
  • 00:17:35
    did that for years I just created
  • 00:17:37
    YouTube content I have over 1100 videos
  • 00:17:39
    on YouTube I have 85,000 subscribers
  • 00:17:41
    there so I've given away stuff for free
  • 00:17:43
    for a very long time but what happens is
  • 00:17:47
    that you essentially just have two
  • 00:17:48
    stages for your sales team to pull from
  • 00:17:51
    either somebody who's totally free
  • 00:17:53
    they're getting lead magnets for free um
  • 00:17:55
    they've watched your YouTube videos blah
  • 00:17:56
    blah blah or they've spent $10,000 with
  • 00:17:59
    you and so the problem with this if I
  • 00:18:01
    were to draw this out is that there's
  • 00:18:02
    just literally no in between right so
  • 00:18:04
    let's just say here is the YouTube video
  • 00:18:07
    and here is
  • 00:18:08
    $10,000 right so what happens is that
  • 00:18:11
    this little Bridge right here this Gap
  • 00:18:13
    in between the two area is massive it's
  • 00:18:16
    huge it's tens of thousands or hundreds
  • 00:18:19
    of thousands or millions of people and
  • 00:18:20
    so how do you differentiate the people
  • 00:18:22
    that are actually potentially interested
  • 00:18:24
    versus those that are just fine watching
  • 00:18:26
    videos that are never going to buy from
  • 00:18:27
    you ever because that's the case the
  • 00:18:29
    majority of people are never ever going
  • 00:18:30
    to buy for you so what if you could have
  • 00:18:32
    a little in between where you could
  • 00:18:34
    literally say okay all these people
  • 00:18:35
    watch it for free but then the people
  • 00:18:37
    that are a little bit more serious
  • 00:18:39
    here's this $97 product and so let's say
  • 00:18:42
    this number here is uh just for easy
  • 00:18:44
    numbers we'll say 100,000 people well
  • 00:18:46
    then maybe only a th000 people actually
  • 00:18:49
    buy this $97 product and then you can
  • 00:18:52
    get figure out those that buy the $97
  • 00:18:54
    product 100 are going to buy the 10,000
  • 00:18:56
    and so now you can focus your time
  • 00:18:57
    energy and efforts on that sales Le
  • 00:19:00
    growth on this $97 product versus
  • 00:19:02
    calling all of the optins and all the
  • 00:19:04
    people that are lead magnets with you
  • 00:19:05
    the 100,000 people and you have no
  • 00:19:07
    ability to kind of filter out who's has
  • 00:19:09
    intentionality who wants to buy and who
  • 00:19:11
    doesn't and the final reason why I think
  • 00:19:13
    it would be valuable for you to consider
  • 00:19:15
    a low ticket product would be if you
  • 00:19:18
    were spending a lot of money on ads and
  • 00:19:20
    you wanted to have a shorter cash cycle
  • 00:19:23
    essentially what that means is that back
  • 00:19:25
    when I was running one of my portfolio
  • 00:19:27
    companies where we really sched loow
  • 00:19:28
    product in what would happen is we would
  • 00:19:30
    be spending about $400,000 a month in a
  • 00:19:33
    call funnel so this is like running ads
  • 00:19:35
    to somebody to pick up the phone and
  • 00:19:36
    call us after they watch the video sales
  • 00:19:38
    that sales Le growth thing that I talked
  • 00:19:40
    about earlier because I like I said I
  • 00:19:41
    think every business should should start
  • 00:19:43
    that way for all the reasons I talked
  • 00:19:45
    about so even we started like that but
  • 00:19:47
    the problem was that our average sales
  • 00:19:48
    cycle was about 14 days so I would spend
  • 00:19:52
    um $400,000 a month is what uh like
  • 00:19:55
    $112,000 a day something like that I I
  • 00:19:57
    don't know the exact math but let's say
  • 00:19:59
    it's $12,000 right so I would spend
  • 00:20:02
    $122,000 on the first day right so we'll
  • 00:20:04
    say this is day one okay I'll spend
  • 00:20:07
    $12,000 and then I wouldn't
  • 00:20:10
    see that money uh back in my bank
  • 00:20:14
    account until the second day Third
  • 00:20:16
    Day fourth day fifth day 6th day 7th Day
  • 00:20:19
    8 9 10 11 12 and every day I have
  • 00:20:23
    $112,000 spent $112,000 spent $122,000
  • 00:20:26
    spent $112,000 spent $112,000 spent
  • 00:20:28
    $2,000 and then finally on this last day
  • 00:20:31
    day 12 I see my return on investment I
  • 00:20:34
    get back uh that all that money I'd
  • 00:20:37
    spent in the last 12 days uh plus some
  • 00:20:40
    obviously my return on investment would
  • 00:20:41
    be like depending on my row ass 2x 3x 4X
  • 00:20:44
    5x and so in this example here I'd be
  • 00:20:47
    outlaying um tens of thousands over
  • 00:20:50
    $100,000 in cash before I ever even saw
  • 00:20:53
    a penny back and it's a little bit
  • 00:20:55
    stressful when you're doing that at a
  • 00:20:57
    high scale you're kind of freaking out
  • 00:20:59
    you I check my bank account every day
  • 00:21:00
    and I would just see the money leaving
  • 00:21:02
    my account every single day and so it
  • 00:21:05
    kind of always put me in this high
  • 00:21:06
    stress mode but in a low ticket product
  • 00:21:08
    what happens is you spend $122,000 and
  • 00:21:10
    you could make back uh let's say $8,000
  • 00:21:13
    that same day in the low ticket products
  • 00:21:15
    now some people are able to spend 12,000
  • 00:21:17
    to make 12,000 back or even be
  • 00:21:19
    profitable and I'm going to talk about
  • 00:21:20
    the funnel structure here in a little
  • 00:21:21
    bit but it's it's pretty hard it's
  • 00:21:23
    pretty rare the best that we ever got at
  • 00:21:25
    scale was a0 8X same day uh return on ad
  • 00:21:29
    spend so we spent $100 we'd get $80 back
  • 00:21:32
    and that's like I mean we had the best
  • 00:21:33
    of the best working on this funnel um
  • 00:21:35
    once again you can do it but as you
  • 00:21:37
    scale your ads it's going to go lower
  • 00:21:39
    anyway so let's say you get $88,000 back
  • 00:21:41
    so that means there's really only a
  • 00:21:42
    $44,000 difference so then you're only
  • 00:21:44
    losing $4,000 this day and then $4,000
  • 00:21:46
    in this day so even though you're
  • 00:21:48
    spending 12,000 you're only really
  • 00:21:50
    losing $4,000 until day 12 happens again
  • 00:21:53
    and now you're getting all that high
  • 00:21:55
    ticket cash that's coming in and so
  • 00:21:57
    you're even more profitable than were
  • 00:21:58
    previously so it definitely helps
  • 00:22:00
    whenever you're really outlaying a lot
  • 00:22:02
    of cash and AD spend uh to have that low
  • 00:22:05
    ticket product and kind of earn you that
  • 00:22:06
    money back now as you've heard in all
  • 00:22:09
    these examples here the only time these
  • 00:22:10
    low ticket products really come into
  • 00:22:12
    play is when you're really trying to
  • 00:22:14
    achieve massive scale which is why I
  • 00:22:16
    have some clients come to us and like
  • 00:22:17
    hey I want to build a low ticket funnel
  • 00:22:19
    and they're at $20,000 a month oh I want
  • 00:22:21
    to start a school group I want to start
  • 00:22:22
    a membership site I'm at $155,000 a
  • 00:22:24
    month I'm like no no no no no that stuff
  • 00:22:26
    only makes sense when you're at hundreds
  • 00:22:28
    of thousands of dollars a month maybe
  • 00:22:29
    even a million dollars a month anything
  • 00:22:31
    below that and you're just chasing a
  • 00:22:33
    shiny object because of all the things I
  • 00:22:35
    talked about in the very beginning all
  • 00:22:36
    the the problems the downsides that come
  • 00:22:38
    with low products that nobody talks
  • 00:22:40
    about I know this is a lot so if you
  • 00:22:42
    just want my team to build for you a
  • 00:22:44
    totally custom done for you endtoend
  • 00:22:46
    Marketing System in your business in the
  • 00:22:48
    next seven days that can generate you
  • 00:22:50
    leads calls and sales so you can scale
  • 00:22:52
    make sure you go down below and book a
  • 00:22:54
    call to speak with myself or one of our
  • 00:22:55
    team members today so at this point
  • 00:22:57
    you've heard all of my advice the good
  • 00:22:59
    stuff the bad stuff about low ticket
  • 00:23:00
    products and let's just say you want to
  • 00:23:02
    create one or you're going to create one
  • 00:23:03
    let me walk you through the exact funnel
  • 00:23:06
    structure that we use and that we would
  • 00:23:08
    set up for somebody if we did work with
  • 00:23:09
    them so first and foremost you have your
  • 00:23:11
    main sales page right here right and
  • 00:23:13
    this is going to be typically a video
  • 00:23:15
    sales letter at the top a bunch of sales
  • 00:23:16
    copy below it and then uh you have a
  • 00:23:19
    checkout button or a checkout form on
  • 00:23:21
    that page this is where you send people
  • 00:23:23
    directly to in the very beginning you're
  • 00:23:24
    going to say hey buy this thing from me
  • 00:23:26
    it's only going to be x amount of money
  • 00:23:28
    this is is typically going to be
  • 00:23:29
    anything from $7 to
  • 00:23:31
    $97 fun fact inside of scaling School my
  • 00:23:35
    our membership site uh we have something
  • 00:23:37
    that we give to every member called
  • 00:23:39
    split test secrets and it's where my
  • 00:23:40
    marketing director shares a new split
  • 00:23:42
    test that we ran because we run some all
  • 00:23:44
    the time every two weeks and we reveal
  • 00:23:47
    all the lessons that we learn and so one
  • 00:23:49
    of the tests that we did is that we have
  • 00:23:50
    a low ticket product that we were
  • 00:23:51
    selling for $37 and we tried to sell it
  • 00:23:54
    for $7 and our idea was that if we sell
  • 00:23:57
    it for $7 the cost acquisition is going
  • 00:23:59
    to be lower um and so we'll get more
  • 00:24:01
    customers and we can send them in higher
  • 00:24:03
    ticket stuff later etc etc but the
  • 00:24:05
    problem was that what we learned was
  • 00:24:06
    number one our conversion rate was not
  • 00:24:09
    higher our our cost per acquisition was
  • 00:24:11
    not lower so a lower price point Didn't
  • 00:24:13
    equal necessarily more sales but what
  • 00:24:16
    definitely happened was our average
  • 00:24:17
    order value which is how much money
  • 00:24:19
    someone spent with us whenever they
  • 00:24:20
    visited that page and bought something
  • 00:24:22
    was significantly lower right so then we
  • 00:24:24
    decided you know what let's just keep it
  • 00:24:26
    at $37 so this is going to be a
  • 00:24:29
    crapshoot don't don't worry too much
  • 00:24:30
    about how much it should be um but
  • 00:24:32
    remember you kind of want to make it
  • 00:24:33
    that impulse buy so anything below 40 is
  • 00:24:36
    a really good first starting point now
  • 00:24:39
    the next thing that you're going to want
  • 00:24:40
    is uh what are called order bumps so on
  • 00:24:43
    this same sales page you're going to
  • 00:24:45
    have one possibly two order bumps where
  • 00:24:48
    you're going to sell something for
  • 00:24:50
    anywhere from $7 uh to all the way up to
  • 00:24:53
    $97 what I've seen that works really
  • 00:24:55
    well is $37 on the front end and 9 $7 in
  • 00:24:59
    the order bump and I know it's weird an
  • 00:25:01
    order bump is most typically lower than
  • 00:25:04
    the price of the original product but
  • 00:25:05
    for some reason since I started ever
  • 00:25:07
    running low ticket funnels we've always
  • 00:25:08
    found a higher conversion percentage or
  • 00:25:11
    a higher average order value when we put
  • 00:25:13
    a higher ticket product as the order
  • 00:25:15
    bump so an order bump is whenever you're
  • 00:25:16
    checking out somewhere and uh and you're
  • 00:25:19
    about to pay and it says oh wait before
  • 00:25:21
    you go get this extra thing right here
  • 00:25:23
    before you've actually paid that's
  • 00:25:24
    called an order bump uh going back to
  • 00:25:26
    the grocery analogy it's a great example
  • 00:25:29
    would be like when you're checking out
  • 00:25:30
    and someone's like would you like to
  • 00:25:31
    donate a dollar to the St Jude's fund or
  • 00:25:33
    something like that then so you haven't
  • 00:25:35
    paid yet and they can just add it to the
  • 00:25:36
    total right there in the end you're like
  • 00:25:37
    well you know what let me do it I want
  • 00:25:38
    to be a nice person and so they add the
  • 00:25:40
    dollar to your order that's the example
  • 00:25:42
    of an order bump so you almost always
  • 00:25:44
    want to have a form of an order bump
  • 00:25:46
    here if you have to have a digital
  • 00:25:47
    product by all means please have an
  • 00:25:49
    order bump because you're immediately
  • 00:25:50
    going to make more money than you were
  • 00:25:52
    previously now after they purchase
  • 00:25:55
    another mistake a lot of people do is
  • 00:25:56
    they say okay great here's the product
  • 00:25:58
    here's the thing that you bought go
  • 00:25:59
    ahead and get it right away and the
  • 00:26:00
    problem with that is you're doing what
  • 00:26:01
    in the what's know in the marketing
  • 00:26:03
    world is closing the loop okay and you
  • 00:26:05
    literally never want to close a loop in
  • 00:26:08
    the marketing World never ever never
  • 00:26:09
    close a loop ever ever ever ever imagine
  • 00:26:12
    here's a loop never close it okay
  • 00:26:14
    because anytime in the in the journey
  • 00:26:16
    you close the loop then the person has
  • 00:26:18
    got everything they ever need and
  • 00:26:20
    they'll never buy anything from you so
  • 00:26:21
    that's even if you're selling a high
  • 00:26:23
    ticket product or service and you're
  • 00:26:24
    doing a subscription or you're whatever
  • 00:26:25
    else it is you never want to say okay
  • 00:26:27
    great buy this thing it's everything
  • 00:26:28
    you've ever needed don't worry about it
  • 00:26:30
    because now you're cannibalizing your
  • 00:26:32
    chance to as send them on the back end
  • 00:26:34
    sell them a higher ticket price or to
  • 00:26:35
    buy them uh have them saay for month two
  • 00:26:37
    month three month four month five so you
  • 00:26:39
    never close the loop and some people in
  • 00:26:41
    the comments are going to go ravie like
  • 00:26:42
    that's so bad you're always selling
  • 00:26:44
    something to somebody this is business
  • 00:26:46
    okay if you don't like it then don't
  • 00:26:47
    watch this video uh and by the way
  • 00:26:49
    people are voting with their wallets I'm
  • 00:26:51
    not forcing people a gunpo to buy my
  • 00:26:52
    stuff so your stuff has to be good but
  • 00:26:55
    there is a psychology to it as well
  • 00:26:56
    where you're not saying this is
  • 00:26:57
    everything you need when you're selling
  • 00:26:59
    a higher product you say great this is
  • 00:27:00
    what you're going to do at this stage uh
  • 00:27:02
    but in about 4 months we're going to
  • 00:27:03
    talk about this next thing here which is
  • 00:27:05
    going to help you cover these things
  • 00:27:06
    there and so you're you're opening that
  • 00:27:07
    Loop even right when they're buying the
  • 00:27:09
    front end product so when you when they
  • 00:27:11
    buy the thing right away you're going to
  • 00:27:13
    keep the loop open and you're going to
  • 00:27:14
    create what's known as a one-time offer
  • 00:27:17
    and so at the top of a one-time offer
  • 00:27:18
    sales page you're going to say something
  • 00:27:19
    like wait your order is not complete
  • 00:27:21
    you're going to put that at the top of
  • 00:27:23
    the page right here and then it's going
  • 00:27:24
    to be another video sales ler and it's
  • 00:27:27
    going to be another sales page right so
  • 00:27:29
    it's very similar to the first sales
  • 00:27:30
    page and here you're typically going to
  • 00:27:32
    sell something from $97 all the way up
  • 00:27:35
    to I've seen people sell stuff for
  • 00:27:37
    $997 okay and so this is what's known as
  • 00:27:40
    a one-time offer so the only time they
  • 00:27:42
    can see that page that second page is
  • 00:27:44
    after they've bought the first thing
  • 00:27:46
    there and the nice thing is that most
  • 00:27:48
    funnel softwares go high level
  • 00:27:49
    clickfunnels any of them they have a
  • 00:27:51
    feature called a one click up sell so
  • 00:27:53
    what this means is that if somebody buys
  • 00:27:55
    this first thing for $7 to $97 their
  • 00:27:58
    credit card information is stored in the
  • 00:27:59
    system and they just have to click one
  • 00:28:01
    button on this page to buy something for
  • 00:28:04
    another $197 or $200 or $400 or $1,000
  • 00:28:08
    right so it makes it very easy you can
  • 00:28:09
    have a very high conversion rate and
  • 00:28:11
    I'll talk about all the conversion rates
  • 00:28:12
    here in a moment and so this is a way
  • 00:28:15
    that you can increase your average order
  • 00:28:16
    value because uh let's say for example
  • 00:28:18
    you get 20% of people to take you up on
  • 00:28:21
    a $9.97 offer well now you've just
  • 00:28:23
    increased the amount of money that
  • 00:28:25
    somebody pays you by $200 on average per
  • 00:28:28
    person okay so if someone over here buys
  • 00:28:30
    something for $7 let's say on this first
  • 00:28:32
    one here um and then you don't have an
  • 00:28:35
    order bump or a one-time offer then all
  • 00:28:37
    you're getting is $7 but if you have an
  • 00:28:39
    order bump and let's say 10% of people
  • 00:28:42
    uh get the 97 so we'll put 10% here then
  • 00:28:45
    your $7 now becomes uh I'm doing super
  • 00:28:48
    easy math here let's say $17 and then if
  • 00:28:51
    20% of people get this onetime offer
  • 00:28:53
    right here then your $17 becomes $217 so
  • 00:28:57
    remember this is the same one person
  • 00:29:00
    that has bought your product instead of
  • 00:29:01
    just spending $7 they've now spent
  • 00:29:04
    $217 and I can tell you from someone who
  • 00:29:06
    sells low ticket products both in ads
  • 00:29:08
    and organically that's awesome right
  • 00:29:10
    because for us here's a fun stat that I
  • 00:29:13
    don't share with a lot of people our
  • 00:29:15
    average order value for a membership
  • 00:29:16
    site is about
  • 00:29:18
    $320 okay so for someone to buy
  • 00:29:21
    something for $97 a month from us we
  • 00:29:23
    make
  • 00:29:24
    $320 every single time so imagine if I
  • 00:29:27
    didn't have the order bumps and the one
  • 00:29:28
    upsells etc etc I would just be making
  • 00:29:30
    $97 a month uh but now when someone goes
  • 00:29:34
    to pay $97 they end up paying $320 not
  • 00:29:36
    including month two 3 4 5 6 7 okay so
  • 00:29:40
    10% uh order bump uh conversion rate 20%
  • 00:29:44
    on this um on this what's known as a
  • 00:29:45
    onetime offer well at this point you can
  • 00:29:48
    split your funnel into two different
  • 00:29:49
    areas okay so the first is what's known
  • 00:29:51
    as a doto or a down sell and this would
  • 00:29:54
    be somebody um went to this onetime
  • 00:29:57
    offer page and they said you you know
  • 00:29:58
    what I don't want to buy this that's too
  • 00:29:59
    rich for my blood I'd rather pass etc
  • 00:30:02
    etc and so they click no and so then at
  • 00:30:04
    that point you say hey I totally get it
  • 00:30:07
    you said no I just wanted to make sure
  • 00:30:09
    you totally understand that you can
  • 00:30:10
    never buy this anywhere other than this
  • 00:30:12
    page right here and I know a lot of
  • 00:30:14
    people think that $997 is a lot of money
  • 00:30:15
    so what I've decided to do is I'm
  • 00:30:17
    offering you a chance here to buy for
  • 00:30:19
    two payments of $4.97 right and so now
  • 00:30:21
    they're like oh wow now it's only $497 I
  • 00:30:23
    have to pay the other $497 in 30 days
  • 00:30:25
    and especially if maybe this thing I'm
  • 00:30:27
    buying helps me make more money now it
  • 00:30:28
    becomes justifiable now it's like oh I
  • 00:30:30
    can actually buy that and so you might
  • 00:30:32
    have what ends up to be an additional
  • 00:30:33
    10% take rate on this additional page
  • 00:30:36
    here for two payments of $4.97 okay
  • 00:30:38
    we'll put that right there um and so
  • 00:30:40
    that helps you avoid people that say no
  • 00:30:42
    to this first thing to this first one
  • 00:30:44
    time offer it helps you recuperate even
  • 00:30:46
    more of that but then let's say they
  • 00:30:47
    some people do say yes to it well then
  • 00:30:49
    what do you do there do you send them on
  • 00:30:50
    their merry way well you could
  • 00:30:52
    absolutely but the other thing you could
  • 00:30:54
    do is test out selling an additional
  • 00:30:56
    thing as well so then you say wait
  • 00:30:58
    you're not done yet uh what if you
  • 00:31:00
    bought this additional thing here that
  • 00:31:01
    helps you even more and this thing is
  • 00:31:03
    going to be even more than what what the
  • 00:31:05
    thing was here so let's say this one is
  • 00:31:08
    $1,000 to
  • 00:31:10
    $2,000 okay and now we're starting to
  • 00:31:12
    talking about some real cheda cheese
  • 00:31:13
    here okay um but all being said let's
  • 00:31:16
    say only 3% of people buy the thing for
  • 00:31:20
    let's say we put it at $1,000 well what
  • 00:31:22
    is $1,000 time3 $30 now you've just
  • 00:31:26
    added another $30 so so it goes 2117 +
  • 00:31:29
    30 is 247 so now you just turn this into
  • 00:31:33
    247 just by having another digital
  • 00:31:35
    product that was $11,000 on this uh
  • 00:31:38
    additional page here right uh on this 3%
  • 00:31:40
    page so someone came in for $7 and
  • 00:31:43
    they're leaving and you're making
  • 00:31:45
    $247 okay that is the power of a low
  • 00:31:48
    ticket funnel when it's done correctly
  • 00:31:49
    not when it's just like oh here's the $7
  • 00:31:51
    thing here you go you have it and you're
  • 00:31:53
    done with it okay now this is okay this
  • 00:31:56
    is fine you know in truth every day we
  • 00:31:58
    get about like like five or six people
  • 00:32:01
    join scaling School organically without
  • 00:32:02
    our paid ads and so that's like $1,500
  • 00:32:05
    that I'm making for new people coming in
  • 00:32:07
    every day because I have these set up
  • 00:32:09
    which is really great I love it I'm not
  • 00:32:10
    complaining I love my skill and school
  • 00:32:11
    members if you're in Skilling school
  • 00:32:12
    thank you so much um but that's not
  • 00:32:15
    where it ends right because I'm not
  • 00:32:16
    going to make the money that I want to
  • 00:32:17
    make making $1,500 a day okay it's it's
  • 00:32:20
    decent money but it's really not enough
  • 00:32:22
    so what do we do at this point well the
  • 00:32:25
    final page in your funnel is going to be
  • 00:32:27
    what's known as a thank you page okay
  • 00:32:29
    and on this thank you page you're
  • 00:32:30
    essentially going to say hey thanks so
  • 00:32:32
    much for um for buying this thing
  • 00:32:35
    everything is going to be on the way to
  • 00:32:36
    your email here in a moment but first
  • 00:32:39
    why don't you book an implementation
  • 00:32:40
    call an onboarding call book A C client
  • 00:32:43
    success call and you put a calendar down
  • 00:32:44
    below it and what that will do is that
  • 00:32:46
    will send them to a call with somebody
  • 00:32:48
    in your team where you actually offer an
  • 00:32:50
    onboarding call you actually give them
  • 00:32:51
    value don't try to sell them right away
  • 00:32:53
    but what it can become is essentially a
  • 00:32:55
    triage call or a discovery call for a
  • 00:32:58
    sales call okay so I cannot sales call I
  • 00:33:02
    cannot trust this enough you're not
  • 00:33:04
    going to take them directly from the low
  • 00:33:05
    ticket product into okay buy this thing
  • 00:33:07
    right away you're going to take them on
  • 00:33:09
    what's known as a discovery call first
  • 00:33:11
    and then a certain percentage of those
  • 00:33:12
    people let's say I don't know 20 to 50%
  • 00:33:15
    so we'll say 30% of people at the very
  • 00:33:17
    end of the discovery call you say great
  • 00:33:18
    you have everything you need yeah yeah
  • 00:33:19
    I'm going to go hey based on everything
  • 00:33:21
    you're saying here would you like to see
  • 00:33:22
    faster results and less time blah blah
  • 00:33:24
    blah uh yeah okay what if we could hop
  • 00:33:26
    in a call and I could show you how we do
  • 00:33:27
    these things for you or your money back
  • 00:33:29
    okay sure I'd be open to that and then
  • 00:33:31
    you book them a sales call so it's it's
  • 00:33:32
    not aggressive you're not forcing people
  • 00:33:34
    on this call 70% of people aren't going
  • 00:33:36
    to take it but then those 30% of people
  • 00:33:38
    that do take it they're going to get on
  • 00:33:39
    the sales call and then you close 20% of
  • 00:33:41
    those people into something that's
  • 00:33:42
    $10,000 okay let's say 100% of people
  • 00:33:46
    that buy your low ticket product book
  • 00:33:47
    this discovery call right here 30% of
  • 00:33:50
    people book the sales call and 20% of
  • 00:33:51
    the people buy well then you're
  • 00:33:53
    essentially going to figure out um what
  • 00:33:55
    is 20% of 30% uh SO3 * .2 is 0 6% of
  • 00:34:02
    people that book a call uh buy something
  • 00:34:05
    for $10,000 so then you multiply
  • 00:34:08
    $10,000 time 006 and you get $600 so now
  • 00:34:12
    you add that $600 to that original 247
  • 00:34:16
    for everybody that buys from
  • 00:34:18
    you and you get 748
  • 00:34:22
    $847 because you have the high ticket
  • 00:34:24
    here it is very possible for you to
  • 00:34:27
    scale a campaign if every single time
  • 00:34:29
    someone buys something from you they buy
  • 00:34:31
    one of these low ticket things for $37
  • 00:34:33
    you're making a total of $847 because
  • 00:34:36
    your cost per acquisition could be $200
  • 00:34:39
    $250 and you're still going to make a
  • 00:34:41
    three maybe even a four times return on
  • 00:34:43
    investment once they buy that that high
  • 00:34:46
    ticket cash from you but if you didn't
  • 00:34:48
    have that high ticket from you uh thing
  • 00:34:50
    then you'd be making $247 and you'd be
  • 00:34:53
    maybe getting someone to buy it through
  • 00:34:55
    Facebook ads for $250 or $220 so your
  • 00:34:58
    spread is so thin and that's why you
  • 00:35:00
    need some kind of mechanism on the back
  • 00:35:02
    end and then you of course you can have
  • 00:35:03
    a bunch of other stuff like uh uh you
  • 00:35:05
    can have uh underneath the the course
  • 00:35:07
    modules inside of your low ticket
  • 00:35:09
    product or whatever else it is you could
  • 00:35:11
    have links that also lead to the
  • 00:35:12
    Discovery call you could have a a text
  • 00:35:14
    message sequence um right that I'll try
  • 00:35:16
    to draw a phone real quick here that's
  • 00:35:18
    my best impression of a phone that also
  • 00:35:20
    sends them to um the discovery call you
  • 00:35:22
    could even have an email sequence that
  • 00:35:24
    also sends them to the Discovery call so
  • 00:35:26
    maybe um the people that are on the
  • 00:35:28
    Discovery call the volume is going to
  • 00:35:29
    increase and so then you can book a
  • 00:35:31
    sales call you can even have uh let's
  • 00:35:32
    say appointment Setters calling them and
  • 00:35:34
    outbound dialing them and they're trying
  • 00:35:36
    to get them to that sales call and now
  • 00:35:37
    instead of 30% of people you get 40% of
  • 00:35:40
    people so you know then that number $600
  • 00:35:42
    increases too so that's where a low
  • 00:35:44
    ticket product would go but do you see
  • 00:35:46
    look at look at how complicated this is
  • 00:35:48
    look at how much work this would be
  • 00:35:49
    needed and even if you did all this
  • 00:35:51
    without the high ticket like I told you
  • 00:35:53
    a second ago you'd be maybe netting $10
  • 00:35:56
    a person okay and then you have all that
  • 00:35:58
    you know email support back and forth
  • 00:36:00
    and this is before refunds and charge
  • 00:36:01
    backs and all that stuff right and so is
  • 00:36:04
    that worth it I don't know only for me
  • 00:36:06
    it would be worth it if I was really
  • 00:36:08
    trying to rapidly scale and I was trying
  • 00:36:10
    to liquidate my ads as much as possible
  • 00:36:12
    or secondary if I had a decent organic
  • 00:36:16
    audience size and I had a product that
  • 00:36:19
    really matched that organic audience
  • 00:36:20
    then that'd be another really easy way
  • 00:36:22
    for me to make some money like I said we
  • 00:36:23
    make about $1,500 a day just from our or
  • 00:36:26
    our organic sales from scaling school
  • 00:36:29
    not including the recurring stuff on top
  • 00:36:31
    of it and so that allows me to spend
  • 00:36:33
    that money on myself or I invest it back
  • 00:36:35
    into my team or my company if all of
  • 00:36:36
    this does seem complicated for you but
  • 00:36:38
    you do want to scale your business I'd
  • 00:36:40
    recommend going below and booking a call
  • 00:36:42
    to speak with myself or my team where we
  • 00:36:43
    can show you how we will build a custom
  • 00:36:46
    endtoend totally done for you Marketing
  • 00:36:48
    System in your business in the next 7
  • 00:36:50
    days
标签
  • producte de baix preu
  • estratègia de vendes
  • funnel de vendes
  • product-led growth
  • ateció al client
  • cost d'adquisició
  • despeses en publicitat
  • benefici
  • rendibilitat
  • escalabilitat