No matter what line of business you’re in, you’ve probably heard of ‘low ticket offers.’
Definition of low ticket offer: A product or service you present early in your sales process, priced just low enough so the prospect doesn’t have to think much about accepting.
Example: Someone selling a $5,000/mo cyber security plan may use a $197/mo vulnerability scan as their ‘low ticket offer’
This is not to be confused with a free trial.
A low ticket has two main purposes:
It lets you know if the prospect is serious about doing business with you and if you’ve earned their trust to some extent. If you get this offer rejected, you’ll gain clear insight into where you are in the sales cycle.
You get your foot in the door and pave the way for future cross/upselling. Completing this step is a great sign of progress.
This strategy is used by B2B companies as a sort of hook. Everyone knows that the people most likely to do business with you are the people already doing business with you.
That’s what a low ticket offer aims to achieve. Establishing a business relationship with a low barrier to entry.
A guide to mastering low ticket offer creation:
- Solve a problem: A low ticket offer needs to address a specific pain point. Example: If your high ticket service is “weight loss coaching” don’t sell a “guide to health.” Sell a $27 grocery list and 7-day meal plan.
- High perceived value, but low effort: This offer needs to feel like a no-brainer, but it shouldn’t result in a negative profit or expense.
- The ‘Splinter’ method Look at your $5,000 product and ‘splinter’ off one small piece to sell individually. Example: If you sell an interior design service to commercial hotels, offer a $500 color pallete and lighting consultation and package it separately.
- Be ready to upsell when the time is right. Loop all low ticket customers into unique automations designed to bring them to the high-ticket sale.