You’ve probably never heard of this revenue stream before. I hadn’t.
A $500 purchase is better done through a human.
The idea people come to a website and simply drop $700 on a digital product — courses, programs, mentorships, coaching, member-only communities — is a fallacy. It rarely happens. A friend of mine hosted a series of in-person events in Bali for entrepreneurs. He had over a hundred people attend.
“Wow, your website must have really worked its magic.”
My friend: “Mate, I had to ring more than 50% of the attendees to get them to come along.”
What looks like a bible miracle is really the murky underground world of high-ticket sales.
This article is for three kinds of people:
- Those who want to sell a digital product online and add another revenue stream.
- Those who have non-high-pressure sales skills.
- Those who want to understand an unconventional way to look at selling that anybody can replicate, even without sales skills.
The Accidental Guru
Last year I came across a social media post that opened my eyes further to this world of high-ticket sales. A founder, @thedulab, left his cushy job at JP Morgan to build an audience online. He later went on to “disrupt boomer banking” as he calls it.
The world of high-ticket sales allowed Du to make “$15,000 per month in profit from only one client while ‘working’ 1–2 hours per day.”
Du (like me) finds the typical sales approach to feel too “Wolf of Wall Street” and the high-pressure sales tactics to be too slimy. Du found a new way to approach sales without having to swindle anybody. Rather than “let me bother you,” his thinking turned into “I understand your pain.”
Zero Audience Is Required
The biggest pain in the butt with making money online is building an audience. You have to bow down to algorithms, publish lots of content, and do it for years. What if there is another way? There is.
1. Find a content creator
Du recommends finding a content creator who has a decent-sized audience already of more than 100K subscribers/followers. Look for genuine passion and real engagement on their content.
2. Reach out and offer them another revenue stream
Content creators are busy. They will rarely say no to another way to earn an additional income stream that is honest. The pitch needs these ingredients.
- Explain briefly how you discovered the underground world of high-ticket sales and mention any proof points you have or can create.
- Tell them they will make money on autopilot without having to do anything.
- You will do a trial run with them to ensure it’s congruent with their overall goals and voice.
- Request a small batch of subscribers to experiment with. If it doesn’t work they’ve lost nothing.
3. After acceptance, change one simple link
Once the content creator has said yes, all you need to is change the link they place on all of their content, social media bios, and “swipe ups.”
Instead of the link leading to a landing page where a sale is made, the link now leads to an application using Google forms. You ask for contact details, a bit about themselves, and their reason for inquiring.
That Google sheet goes to you.
4. Ring the subscribers and forget about selling
The phone is better than email whenever possible. Use a Calendly link to set up 15-minute calls with each subscriber that has filled out the application form. This is not the part where you sell. There is no selling required.
See, by using an application form people no longer feel the disgust of being sold to. The slight change in the process allows a person to feel like they’re simply learning more about the product on offer to see if it works for them. Du sums it up beautifully:
“Should I buy this?” (pressure) turns into “I wonder if this is a good fit for me” (curiosity).
The person no longer needs to be convinced. Nope. They are now in the business of convincing themselves if this product makes sense. There is no longer any hard selling or pressure required. Your non-sales job is to shut up and listen to them and take notes. Now they will talk and tell you the problems they have.
“I’ve been trying to leave my job and pursue this idea. I just can’t find a way to get started. Lots of the strategies I’ve tried simply haven’t worked.”
Once all the problems are out on the table, all you have to do is help offer solutions from the product they inquired about. This requires you to have done plenty of homework on the product so you can appropriately play the matchmaker of hooking up problems to solutions.
By the end of the call if there is a natural fit then the person will buy.
5. If they don’t buy, you do this
High-ticket sales don’t always happen in one call. That’s cool. Simply, like a friend, offer to follow up with them in a week. Send them any links between now and then so you stay top of mind and help them on their learning journey. The process will come to a natural conclusion — they’ll either buy or decide that their problems can’t be solved by the proposed solutions.
Pro tip: If no sale is made then send them some free resources. People who don’t buy refer you to other people who do buy. And a person who doesn’t buy today may buy a different product in the future.
This Is How You Can Make $15,000 Per Month
You need to have an agreement with the content creator for a percentage of any purchase that is made. Du says he gets between 15%-25% of the purchase value depending on the price.
This is what one of Du’s high-ticket sales clients looks like:
- The content creator’s product costs $3000.
- Du got paid $800 every time a person purchased through the application form channel rather than the sales page.
- Du made 5–8, roughly, 15-minute calls per day.
- 15–20 extra people per month bought via Du instead of the other channels.
- Du took home upwards of $15,000 per month by not being a salesperson and simply helping people like a friend to find solutions to problems they happily offered up. No high-pressure selling.
- The content creator used to make $20,000 a month. By adding the “Du effect” their sales increased to $60,000 per month.
- During one week Du even made $14,000 for a special offer sent to subscribers. He worked five hours for that entire week.
No sleazy sales tactics. No “closing.” No cringe-worthy deadlines or countdown clocks. No sales emails. No ridiculous evergreen email funnels that make us all feel like robots rather than humans. Nope.
Du learned how to have human-to-human conversations wrapped in raw emotion.
The typical sales approach misses a lot of smart people. Most people hate being sold to by high-pressure sales tactics and deadlines. People prefer to share their problems with a person who will listen to them.
If you’re someone looking for another way to make money online, then you could consider doing what Du did. If you’re a content creator that has one or more digital products over $500, then you could add another revenue stream. All you need to do is find a non-sales person who can listen, add a link to an application form, and give away a small percentage of the profits for the extra money you can make.
High-ticket online sales can be done by non-salespeople. Using sales tactics is the 1990s approach to selling. Empathetic humans can create an additional autopilot income stream for content creators.