Questions to Ask Consulting Clients

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Most coaches, consultants, and experts, they struggle to get high ticket clients because they don’t understand what high ticket clients actually want. What you think they want is not actually what they want. Today I’m gonna teach you three things you need to understand about high ticket clients. My name’s Dan Lok. If you don’t know me, we have generated over a hundred million dollars in coaching and digital course sales in the last couple years alone. So number one, high ticket clients, they buy prestige, not products. They buy prestige, not products. So maybe you’re thinking about, hey, here’s my program. Here’s my product. Here’s what am I selling? That’s not what you’re selling. They buy prestige. Think about why would someone buy a Rolls-Royce? Why would someone buy a Bentley? Why would someone join a private club. High ticket clients, they want to buy prestige. Anything that would enhance their status. So you gotta think about how you could package and position what you do simply by buying what you’ve got your program or your product.

It enhances their status, meaning, Hey, you know what? I am a member of this private club. I am driving a Rolls-Royce. I am driving a Benley. So other people could see that. And it enhances their status. Not just a, oh, he’s a product. He’s a program. How could you make them look good simply by doing business with you. Simply by telling other people they are your clients. How could you do that?

That’s number one, number two, high ticket clients. They buy future, not feature. They buy, Hey, how is this program gonna get me there? Right? What would my future look like? What would my destination look like? They’re not buying the features of what you’ve got. They’re buying features a better and brighter features. Are you painting a brighter feature for them? Or are you just talking about features? Hey, here’s how many coaching sessions you’ve got? Here’s all the deliverables. And you get videos and you get this and you get this. No one cares paying a better and brighter future for them. And they will buy not your stuff. Not all the features, not the deliverables. No one cares about that.

Number three is a big one. High ticket clients. They buy speed, not stuff. They buy speed, not stuff. One of the things I say to my clients all the time, we are not in the business of turning losers into winners. We are in the business of helping winners win more. If you are a client, you are already a winner. My job is to help you get there faster. And the truth, is with your personality, with your drive, with your skills, you will get there eventually, whatever financial goal or business goal that you have, you will get there because you are a winner to start off with the difference between working with me and not working with me is speed. Instead of taking you 10 years, you will get there in one year or two years. You’re buying speed. That’s the difference, but knowing you will get there. I know you will get there cuz you’re a winner, but you’re buying speed.

So that’s the difference. Think about what you are selling. Don’t sell features, sell futures. Don’t sell stuff, you sell speed and don’t sell products or programs sell prestige. You got it until then go high ticket.