For a long time we only sold High Ticket packages at $3,500, we went back to testing bracketing and have been able to close $5,000 – $25,000 deals with just this one simple change. I go over the scripting and how me and my team do it.
Yo, what’s going on, guys? Mike Buontempo. I’m driving home from the gym right now. Hopefully, I don’t crash, but just wanted to do this podcast today to talk about … I want to talk about bracketing when you’re closing. I first got introduced to this concept when I was went through Russell Brunson’s high-ticket program. Then I joined his mastermind, and I worked with his salespeople. Bracketing is essentially this. You’re going to have customers that are going to come in at different levels. Some want to spend $5,000 with you. Some want to spend $10,000 with you. Some people want to spend $20,000 with you. When you only have one price point that you’re pitching at, you’re leaving a lot of money on the table.
For a long time my product was $3,500. With it being $3,500, really that’s the only amount of money I can make. You can’t make more than $3,500 and especially in my niche, you have to finance a lot of people. What I started testing, and I did this originally when I first started doing high-ticket stuff. I did the bracketing, and we actually started at $8,000, $12,000 and $15,000. We were closing $8,000 deals. We closed six figures in our first year of doing high-ticket sales. I wasn’t that good of a salesman. My setter was okay. It wasn’t that good of a process. It was a broken process. We had an application. We had $7 leads come in, and we still closed six figures. Now I’m 10 times the salesman that I was a few years ago. I have a way better process, better leads, more presold, all that good stuff.
For so long I was pitching at $3,500, and my sales guys were pitching at $3,500. What I started testing was let me start bracketing. How you do it is when someone is on the phone, essentially you tell them hey, we have three packages. We have a conservative package that is a few thousand dollars, or you could start them at $5,000, whatever you want to say. You could say hey, we have a conservative package that is at a few thousand dollars, and then we have a more aggressive package that is $5,000 to $10,000. Is that guy turning around? Sorry, I didn’t know if that was a cop. We have our more aggressive package that our average buyer takes, which is $5,000 to $10,000. Then we have our super aggressive package which is $15,000 to $20,000. We fly our client out, and we work with them over 12 months and blah, blah, all that good stuff. Now you have three brackets.
When you’re talking to this prospect, and if you did your due diligence, you know if they have money. You know what kind of buyer they are, all that good stuff. You can ask them, where do you see yourself? Do you see yourself as conservative? Do you see yourself as aggressive, or do you see ourself as a super aggressive buyer? A lot of these people, they want to go with the average customer. You’re going to bump them to either a $5,000 or a $10,000 package. If they say aggressive, you want the $10,000 package. No, no, no. I want the $5,000 package. If you want to bump your average ticket value, you bracket like that. I just started testing this again, and it’s been working real well for me. I’ve been closing a lot higher tickets, $5,000 to $10,000. It works very, very well.
I’m about to get on the highway right here. It works very, very well. It definitely will increase your average ticket value. That guy is flying. It definitely will increase your average ticket value, if you’re doing high-ticket sales over the phone. Do not take this tip lightly. It definitely, definitely will help you. I would definitely put it in your script. If you need a script, reach out to me, [email protected] Maybe I could work with you. If you want to work with me, there should be a form below this podcast. We could work together. Hope you enjoyed this podcast. If you enjoyed it, like it, tweet it. Talk to you guys soon.
If you’d like to work with me 1 on 1 to build out a High Ticket Backend Offer With You, apply below: