You’re probably expecting me to say that it doesn’t but the fact of the matter it does unless you’re willing to go high ticket, which by the way…
You definitely should!
- Small audience = less people to sell to
- Large audience = more people to sell to
Truthbomb – It takes the same energy to sell something at $200 as it does $2000 or $20000
So if you have a small audience that’s made up of quality ideal prospects that would ‘pay anything’ for what you have to offer (which is your aim by the way – people need to truly desire what you have to offer, it’s got to be a ‘must have’ or you’ll always be convincing people of the value) then selling high-ticket, high-end amazing programmes makes good business sense.
Why? – Because you can make more money from fewer people.
- Selling low ticket items to a small audience = a lot of energy expended for very little money.
- A larger audience means you can sell more (as long as they are full of quality leads of course)
However, higher ticket means more effort on the delivery end, so there are only going to be so many people you can physically help in this way before you reach capacity, which is where delivering lower ticket items which typically take on the form of ‘1 to many’ delivery or self-study can become beneficial to open up income streams that are still worth the effort and allow you to maximise your time.
But you’ve got to take it one step at a time. Growing a high-quality audience takes time, which is why creating high-ticket offers in the first instance is the smartest way to go.
A BIG WARNING
- You train your audience to buy at a certain price point, so people will associate you with the price point you shout most about.
- Discount a lot – people will associate you with that discounted price and will be less likely to buy from you at a higher price point.
- Sell high-ticket and promise a big transformation the most – people will tend to want that the most even though it’s more expensive. Spend your time telling/showing people that they get big results when they invest at that price point, that’s what they’d prefer to be investing in.
- Sell low-ticket and promise the world at that price point – they’ll wonder why they should be spending more with you if this is the level they can get.
- If you want to sell at both a high-end and a low-end price point, make sure you communicate clearly the difference between what the products offer so that there’s a clear value ladder and they know there’s more to be had.
So size does matter depending on the price point you want to sell at. It will matter big time to your bank balance. So get smart on your offerings, own your expertise and be clear on what people can expect from your products at which price point.
If you can’t communicate the transformation and value (why your programme is a ‘must have’) then you’ll struggle to sell anything at ANY price point, high or low.
Understanding your ideal client, what problem they truly want solving and the desired outcome they’d pay anything to get is critical to becoming a desirable person to work with and become well known for being worth knowing, which is where your audience size will inevitably get larger automatically giving you more options for your business.
You get money from people, so of course audience size does matter but what matters more is the quality of those prospects (ideal client material) and what price point you choose to sell at.
Punchline: – Small audience size does not equal less money if you’re smart.