Como vender coaching de ticket alto: um guia útil de crescimento

If you're a skilled coach who delivers real results, you deserve to charge what you're worth. High-ticket coaching is about the transformation you provide – the kind of impact that makes clients eager to invest.

The key is to position yourself as the expert that high-value clients want to work with. When you know how to showcase your expertise, build trust, and communicate the results you deliver, selling high-ticket coaching becomes a natural, rewarding process.

In this guide, we’ll break it all down. We’ll start by defining what high-ticket coaching really is, explore its pros and cons, and then walk you through proven strategies to attract premium clients and sell your coaching services with confidence. Let’s dive in!

O que é coaching de ticket alto?

Como o nome sugere, é um tipo específico de treinamento que geralmente tem um "ticket alto". Em outras palavras, isso significa que é caro.

With high ticket coaching, customers are willing to make a significant investment in growing their skills and expertise.

This is typically because the knowledge they gain from this coaching can help them be more successful (and profitable) in their careers.

So typically, it is very niche and related to a lucrative field. For instance, high-ticket financial coaches are common.

One of them is MemberMouse customer, TradePro Academy, which specializes in providing quality education and community to aspiring and professional traders.

Additionally, you can find a lot of high-ticket sales coaches catering specifically to ambitious leaders who want to achieve specific goals:

Elena Mutonono is a seasoned business coach who helps teachers work less and make more with her revolutionized online language teaching, Smart Teacher's Library.

This type of coaching can also be geared towards business executives or even organizations. However, most of the time it's meant for individuals and comes with a bill of at least $1,000 (often more).

Since it's a significant expense, it tends to combine 1:1 coaching sessions with exclusive courses. It may also provide users with access to a knowledgeable community via a membership website or forum.

O que torna o High Ticket Coaching diferente do Coaching comum?

To put it simply, the difference is the price and the quality of services.

When it comes to regular coaching, you may get one or two of the elements offered in a high-ticket coaching purchase.

For instance, you might get access to some cursos on-line and a monthly group coaching call (instead of a 1:1 session).

High-ticket coaching should provide more value than regular coaching. To start, high ticket coaches usually have more expertise to offer – this is why they can charge more.

What's more, since high ticket coaches usually provide 1:1 attention, they offer a much more customized experience with added perks and resources. As a result, they're (ideally) able to help clients achieve their goals faster.

Os prós e contras do coaching de ticket alto

If you're still not sure whether this type of business is right for you, let's look at the primary pros and cons of high-ticket coaching.

Prós do coaching de ticket alto:

• Proporciona maiores margens de lucro
• Atrai clientes mais dedicados
• Permite que você desenvolva habilidades como mentor
• Ajuda a construir sua reputação como uma autoridade em seu nicho

Contras do coaching de ticket alto:

• Pode ser difícil convencer os clientes a comprar (devido ao alto preço)
• Pode ser difícil de dimensionar
• Pode consumir muito tempo

All-in-all, high-ticket coaching can be an excellent way to grow your business and reputation. The main drawback is that anything with a higher price tag is going to be a harder sell, so you'll have to plan carefully if you want to be successful. In the following sections, we'll explain how to do that.

Como criar um programa de coaching de ticket alto (em 4 etapas)

Making your first sale as a high-ticket coach may seem like a challenging task. However, it's certainly within your reach – as long as you follow some tried and true strategies. Here's how you can create an effective program in four steps!

1. Estabeleça um nicho claro

As we mentioned earlier, high-ticket coaches are able to charge more for their services because of their highly valuable expertise. This means that generalists will have a lot harder time selling a high-ticket coaching program.

Com isso em mente, você deve estabelecer um nicho claro for your business. Some of the most common industries for high-ticket coaching are:

• Orientação financeira
• Treinamento empresarial
• Leadership/executive coaching
• Life Coaching

If you're learning how to sell high-ticket coaching, chances are you already have some sort of online presence. So if you have a well-established market in the right type of area, you're all set. On the other hand, if you don't already have a clear niche, you can try establishing one in a few ways.

First, you can rebrand yourself as an expert in your niche of choice. To do this, you'll need to audit your website and all of your social media channels.

Take some time to review your profiles, and include the right kinds of titles, bios, and social proofs as indicators of your expertise.

For example, if your previous intent was to be a “lifestyle blogger”, but now you want to offer life coaching, you'll need to convey this shift throughout your online presence.

If you create any content, such as blog posts, it's also a good idea to focus on your new niche there. This way, you can build your credibility as an expert in the subject.

2. Criar uma persona de comprador detalhada

High-ticket coaching should offer very real value. However, another aspect that affects the appeal of these programs is the hyper-focused attention on a specific group.

Therefore, creating a detailed buyer persona can be very helpful when designing your high-ticket coaching program. To do this, you'll want to start by establishing your key demographic.

For example, you might be targeting millennial women seeking therapy in California or you could be reaching out to high-achieving women who are struggling with burnout.

Ao definir sua buyer persona, o segredo é ser o mais específico possível. Com isso em mente, você pode fazer a si mesmo algumas das perguntas a seguir:

• Onde meu cliente mora?
• Quais são os objetivos e as motivações do meu cliente?
• Qual é a idade do meu cliente?
• Qual é o nível de escolaridade do meu cliente?
• Qual é a renda/orçamento do meu cliente?
• Como meu cliente prefere conduzir as sessões (virtual ou presencial)?

Você deve tentar fazer com que o perfil resultante seja o mais completo e específico possível. Dessa forma, você poderá se preparar adequadamente para as conversas com os clientes.

Similarly, you'll be able to more appropriately craft your messaging when marketing your high-ticket coaching program. Of course, don't be afraid to keep refining this persona over time as you get a better feel for your target audience.

3. Defina seu ponto de venda exclusivo (USP)

Depois de estabelecer uma buyer persona detalhada, você estará mais bem equipado para definir seu ponto de venda exclusivo (USP).

As the name suggests, your USP explains what unique value you can offer to your client. When it comes to high-ticket coaching programs, the best approach is to be clear and results-oriented.

To define your USP, you'll need to audit all the benefits you'll be providing for your clients. This can encompass everything from 1:1 sessions to exclusive online courses:

However, the core of your USP should be what your clients can achieve when they complete a high-ticket coaching program with you.

For example, if you're a financial coach, your ideal high-ticket clients are likely entrepreneurs or professionals looking to scale their investments, build generational wealth, or optimize their financial strategies for long-term success.

High-ticket coaching is about delivering deep expertise and strategic guidance to help clients achieve transformative results.

Once you've defined your USP, you'll be better able to market your services (which we'll discuss in the next section).

4. Crie seu Programa de Coaching de Ticket Alto

After you've chosen a niche, created a buyer persona, and defined your USP, the next step is to design your high-ticket coaching package.

Em primeiro lugar, isso exige que você estabeleça a estrutura do seu programa. Por exemplo, depois que um cliente se inscreve, seu programa pode ter um fluxo de trabalho como o seguinte:

1. Send the client a welcome email and questionnaire to fill out before the first session.
2. Conduct the first 1:1 session for goal-setting (60 minutes).
3. Envie ao cliente uma primeira "tarefa" e detalhes para criar uma conta em seu site de associação exclusivo.
4. Conduct a second 1:1 session with the client (60 minutes).
5. Continue com outras sessões e tarefas conforme necessário/relevante.
6. Envie um e-mail de agradecimento e solicite uma avaliação/ depoimento.

Since your program is “high ticket”, when designing it be sure to think about how you can offer top value at every step. Keep in mind that you can also incorporate and repurpose pre-existing material you've created in the past.

This could be anything from ebooks to full-blown online courses. Just ensure that the resources are relevant and are modified as needed to be appropriate for the program.

Depois de elaborar seu programa, você pode usá-lo para definir o pacote de clientes que oferecerá. Em seguida, é uma questão de comercializar seu negócio e encontrar seus primeiros clientes, o que abordaremos nas próximas seções.

Criação de um funil de treinamento claro e de alto custo

Before you can start advertising your new program, you'll need to build a clear high ticket coaching funnel. In short, this is a marketing funnel that's specifically geared toward the needs of high-ticket coaches.

A funil de marketing descreve os estágios pelos quais um cliente em potencial passa desde que conhece sua empresa até fazer uma compra (e além). Seus estágios principais podem ser descritos como:

1. Conscientização
2. Considerações
3. Conversão
4. Lealdade

É claro que você vai querer elaborar e expandir essas etapas básicas. Aqui está um exemplo de como podem ser os estágios de seu funil de coaching de ticket alto:

1. Conscientização. This can involve marketing on your website and social media platforms, along with anywhere else your target clients are located. It should include advertising yourself as an expert and spreading the news about your high-ticket coaching program specifically. Familiarizing people with your brand can be a good starting point.
2. Considerações. Quando seu público-alvo vê sua marca e oferta, ele pode tomar medidas para considerar se isso é adequado para ele. Isso pode envolver clicar para ver mais detalhes, seguir suas contas ou consumir seu conteúdo.
3. Compromisso. Since a high-ticket coaching program is such a big investment, potential clients are likely to reach out with questions about it. Engaging prospects in conversation, sharing about yourself, and getting to know them helps to build relationships and encourage trust.
4. Chamada de descoberta. Se você puder, é uma ideia inteligente oferecer uma consulta gratuita. Isso dá aos clientes em potencial uma amostra do que eles receberão do seu programa, além de outra chance de se envolverem.
5. Acompanhamento. For high-ticket customers, following up is crucial. Sending a friendly email inquiring about their continuing interest is an essential best practice.
6. Conversão. Depois que um cliente se inscreve no seu programa de coaching de ticket alto, você conseguiu convertê-lo. Tudo o que resta é que ele conclua o programa! É fundamental continuar tomando todas as medidas possíveis para garantir que a experiência do cliente seja de alto nível.
7. Lealdade. Depois que um cliente concluir o programa, e supondo que ele esteja satisfeito com os resultados, o ideal é que você possa contar com ele para fazer indicações ou, pelo menos, um depoimento positivo. Portanto, não deixe de enviar uma pesquisa de acompanhamento ou solicitar uma avaliação e manter contato periodicamente.

Once you know exactly what your high-ticket coaching funnel will look like, you'll be able to more effectively sell your program. Keep in mind that potential clients at each stage in the process will have different needs that you'll have to address.

Como vender seu programa de coaching de ticket alto (3 dicas importantes)

Now that you know how to create your program and set up your sales funnel, let's talk about how to sell your coaching business. These three methods aren't the only options at your disposal, but they're excellent starting points for attracting your first clients.

1. Comercialize on-line seus serviços de coaching de alto valor

In order to make sales, you'll need to effectively market your high-ticket coaching services. The key to this is outlining and highlighting the outcomes your client can expect after working with you. In other words, you'll need to put together a carefully crafted and condensed version of your USP.

For instance, if you're a life coach for leaders, one outcome could be that you'll help clients create a clear action plan for success.

When it comes to marketing your high-ticket coaching services, it's important to make them as convincing as possible.

It should be clear to your audience how much they stand to gain from your program, so be sure to highlight any tangible goals that clients will likely achieve after working with you.

Once your messaging is in place, it's time to get the word out there! First and foremost, you'll want to advertise your program on your website.

If you don't yet have a website or want to build a dedicated one for this purpose, we'll explain how to do that soon.

Use social media to share insights, showcase your expertise, and engage with your audience. Position yourself as a thought leader by joining discussions, answering questions, and providing value.

Podcasts are another great way to build authority. Whether you start your own or appear as a guest, they help you reach an audience already interested in growth and transformation.

The more visible and engaged you are, the more high-value clients will see you as the coach they need.

2. Ofereça consultas e promoções gratuitas

If you've implemented all the tips we've discussed so far in this post, you'll be well-equipped to successfully make sales.

However, the reality is that no matter how well you prepare, getting started as a high-ticket coach can be challenging. The price is high, and if you're brand-new, potential clients have no proof that you'll actually be able to help them.

So to increase your success rate early on, you may want to start by offering free consultations. This should be a one-time appointment and should be no longer than 30 minutes (since you don't want to give away too much of your valuable services). It's a great way to ease a potential client's concerns and begin establishing a rapport.

If providing free consultations isn't feasible for your business model, or you simply don't have the availability, you might consider offering limited-time promotions.

For example, you could offer a 10% discount for sign-ups on Black Friday. Alternatively, you could provide digital freebies such as ebooks or worksheets, which give prospects a taste of your expertise and coaching style.

3. Anuncie depoimentos de clientes

Depois que você tiver ganhado alguma tração como um coach de ticket alto, é fundamental divulgar os depoimentos dos clientes. Isso porque eles são uma maneira altamente eficaz de expandir seus negócios para além dos primeiros clientes.

Pesquisas mostram que até 94% de pessoas are more likely to use a business after reading a positive review

Os depoimentos positivos ajudam a criar credibilidade e demonstram aos clientes em potencial o que eles podem conseguir trabalhando com você. Você pode apresentá-los com destaque em seu website, bem como em qualquer outro material de marketing.

If you only have a few testimonials, don’t worry – even one or two strong reviews can make an impact.

With high-ticket coaching, this should be even easier since you have a close 1:1 relationship with your clients.

Use that connection to ask for feedback at the end of your program, and encourage them to share their success stories.

For instance, you can include a link for clients to leave a quick review when you send them a final thank you email.

Como criar um site para seu programa de coaching de ticket alto (em 5 etapas)

It's challenging to get the word out about your coaching program if you don't have a website. Even if you have a personal site, it's a good idea to build one specifically for this purpose.

That way, every element can be designed around explaining your program and convincing visitors to try it out.

What's more, you can offer and sell your coaching sessions right through your site. So before we wrap up, let's walk through how to build a high ticket site de associação de coaching usando o plug-in MemberMouse para WordPress!

Etapa 1: Obter hospedagem na Web e instalar o WordPress

In order to create a website, you'll need the right software and resources. If you're a beginner and you want to be able to customize your site however you like, we recommend using WordPress:

Essa plataforma é fácil de aprender e infinitamente personalizável. E o melhor de tudo é que seu uso é gratuito!

Entretanto, para colocar seu site on-line, você ainda precisará pagar por serviços de hospedagem na Web. Alguns dos melhores empresas de hospedagem na web para WordPress include Kinsta, SiteGround, and DreamHost.

You'll also need to choose a plan. If you're unsure what to pick, you can begin with a low-cost shared hosting plan, and scale up as you require more tools and resources.

After choosing a hosting plan, the next step is installing WordPress. Many hosting providers offer a one-click installation, making the process quick and hassle-free. If manual setup is needed, it’s still a straightforward process.

For those new to WordPress, WPBeginner – a trusted resource and an excellent place to find step-by-step guides, tutorials, and tips to get your site up and running smoothly.

Etapa 2: Escolha seu tema para WordPress

Em seguida, você precisará criar um design para seu site de associação. Felizmente, isso é fácil com o WordPress. Você não precisa ter nenhuma experiência em web design e não precisará mexer em nenhum código se não quiser.

Em vez disso, você deve escolher um tema do WordPress. Esse é um complemento que determinará a aparência e o layout do seu site. Ele também incluirá opções para ajudá-lo a criar seu site mais rapidamente, como esquemas de cores, páginas centrais pré-criadas e menus de navegação.

Você pode selecionar um tema gratuito na seção Diretório de temas do WordPress

Você também pode procurar temas premium em marketplaces como o ThemeForest. Para obter melhores resultados, você pode optar por um Tema de site de associação do WordPress. Isso garantirá que o design de seu site complemente sua funcionalidade.

Depois que o tema estiver instalado e ativado, você poderá alterá-lo facilmente de acordo com sua preferência usando o personalizador de temas do WordPress. Alguns temas até vêm com ferramentas integradas para tornar esse processo mais flexível.

Etapa 3: Instale o plug-in do MemberMouse

Além dos temas, o WordPress também oferece acesso a milhares de plug-ins. São complementos que dão ao seu site novos recursos e funcionalidades. Usando plug-ins, você pode criar qualquer tipo de site que possa imaginar.

For your high-ticket coaching business, it's a good idea to Configurar um site de associação. Isso permitirá que você torne seus clientes "membros" do seu site e conceda a eles acesso a todos os tipos de recursos e funcionalidades exclusivos (que os membros não pagantes não podem ver).

MembroMouse plugin is an excellent option for creating a lucrative membership site.

Essa ferramenta permite que você crie facilmente conteúdo pago e associações em níveis, para que você possa oferecer uma variedade de planos de coaching. Além disso, você terá Cursos para o MemberMouseque permite que você integre facilmente seu treinamento com cursos on-line exclusivos.

MemberMouse also offers integrations with popular email software, along with coupon functionality, Stripe payment processing, analytics, and much more.

All of this expands on the baseline offered by a fresh WordPress installation, turning your site into a full-fledged business and coaching platform.

Para começar, você precisará se inscrever em um plano MemberMouse e configure o plug-in. Para obter instruções completas sobre esse processo, consulte nosso guia sobre Como instalar o MemberMouse.

Etapa 4: Crie suas associações

Now that you have the tools you'll need, you're ready to learn how to sell high-ticket coaching sessions using MemberMouse.

To get started, you'll need to create your memberships. To do so, go to MembroMouse > Configurações do produto. Then click on Membership Levels:

On the next page, select Criar nível de associação:

Aqui você pode configurar suas associações como você quiser. Se estiver oferecendo apenas um programa de coaching definido, você pode simplesmente criar uma única associação.

However, you can also offer various options at different price points. This way, clients can select the experience they like, whether it's a shorter program or something more in-depth.

You can even create a lower-tier option that provides access to certain gated content on your site, which is designed to intrigue members and convert them into high-ticket coaching clients.

Também vale a pena observar que, se você tiver muitas ofertas, poderá criar pacotes para tornar as coisas mais fáceis e claras para seus clientes. Com o MemberMouse, você tem liberdade para criar e oferecer os tipos de associação que desejar.

Step 5: Create Your Coaching Sessions

Now, all that's left to do is create your coaching sessions. To do that, you'll criar "produtos que substituirá essas sessões.

To do this, go to MembroMouse > Configurações do produto. Click on Produtos in the menu at the top of the screen:

Depois disso, selecione Create Product (Criar produto):

Now you can fill in the details for a coaching session. Include everything potential clients will want to know – for example, don't forget to highlight the USP.

Em seguida, você pode atribuir esse "produto" a um nível de associação, para controlar quem poderá acessá-lo. Se você tiver vários tipos ou durações de sessões, poderá criar produtos adicionais para representá-los.

At this point, you have all the basics you'll need to offer high-ticket coaching through your website. However, don't be afraid to take your time and keep Personalização de seu site e associações. Afinal, é importante apresentar uma primeira impressão forte para clientes novos e potenciais!

Conclusão

High-ticket coaching is an opportunity to create meaningful change for your clients while building a profitable, fulfilling career.

The key to success lies in positioning yourself as an expert, showcasing the real value of your coaching, and attracting the right clients who are ready to invest.

Throughout this guide, we’ve covered everything from defining your niche and structuring your program to marketing your services and leveraging tools like WordPress e MemberMouse to build a seamless coaching platform.

These strategies are sure to guide you to selling high-ticket coaching and building a brand that commands respect and delivers real results.

The demand for premium coaching is growing. Now it’s your turn to step into the spotlight, connect with high-value clients, and scale your coaching business with confidence.

Que tipo de programa de coaching de ticket alto você está desenvolvendo e por quê? Compartilhe suas ideias na seção de comentários abaixo!

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