After I shared my last blog about why lowering your prices might be backfiring, the most common response was:
“Okay… I get it. I need a high-ticket offer. But how do I actually create one?”
Fair question. And the truth?
It’s not complicated – but it is layered.
So let’s break it down into two parts:
- Questions to ask before you build anything
- Steps to take once you’re ready to launch it into the world
This might feel like a lot, and that’s totally normal. But consider what happens when you skip this part…
You try to wing it, get stuck halfway, and end up with an offer that feels inauthentic – and no one buys it.
This list is here to help you avoid that.
Phase 1: Questions to Ask Before You Build
The more thought you give these upfront, the more effective you’ll be. (but don’t stall out here… move on to Phase 2 as quickly as possible!)
- What kind of client do I actually want to attract – and what are they struggling with most right now?
Not vague goals – urgent, specific problems. - What result is your ideal client actively seeking and willing to pay more for – and does your current work deliver that result?
- Which high-ticket driver feels most natural for me to deliver?
- Higher intimacy
More 1-on-1 time, more personal attention, and more direct access to you than what you currently offer in group programs or courses. - Faster immediacy
Clients get results sooner, with priority access to your time, resources, or systems – instead of waiting for your usual enrollment cycle or delivery pace. - Higher intensity
The experience is condensed and focused – think structured sprints, deep-dive days, or short-term intensives that deliver a lot in a short amount of time. - Luxury experience
The setting and delivery feel elevated, exclusive, and curated – a clear step above your typical client experience.
- Higher intimacy
- How does this offer fit into the big picture of my business?
Will it simplify things… or complicate them? Do I realistically have the capacity to deliver this? - What am I not willing to include – because it drains me, distracts me, or pulls me off course?
- Can I explain this offer in a way that makes the right people say, “Oh wow, I need that”?
Or am I stuck on generic phrases that sound good but don’t really move people to action?
Phase 2: Steps to Actually Build It
Once those questions are clear, here’s what to tackle next:
- Define the transformation.
Make it tangible, relevant, and worth the investment. - Choose your format.
One-on-one? Group? Retreat? VIP Day? Something hybrid?
Build around how you actually like to work. - Set your price – and your “I can say this without my voice getting squeaky” version.
Start with the true value (regular price) and set a confident test price (preferred). - Decide what’s included – and what’s not.
Be precise. Overloading the offer doesn’t increase its value – it just muddies the waters and can leave you exhausted. - Create your messaging.
How do you talk about this offer in a way that makes the right people lean in? - Design your marketing plan.
No need for a complicated funnel – start with warm leads, real conversations, and personal outreach. - Plan your timeline.
When will you start offering this? What needs to happen first?
Block time for development, outreach, and delivery – so it doesn’t sit on the back burner.
Phase 3: Visualize the Awesome
At any point in the process where you need a little motivation, take a moment to zoom out and reconnect to why this matters.
- Picture the transformation your clients will experience – the real, lasting change this offer will help create.
- Picture how you will feel delivering something that’s powerful, aligned, and genuinely worth the price tag.
- Picture the ease of finally earning what your work is worth – without needing a hundred tiny offers to get there.
Because this isn’t just about building an offer.
It’s about creating a business model that’s easier to run, pays you well, and weathers any economic climate.
Mary,
I love the way you take something that is potentially complicated and make it simple, practical, and then you give us ways to make it easy to take action. Thanks!
Morris