How To Charge $2,000 Per Client and Build a 6-Figure Business Fast

High-ticket sales are the key to building a six-figure business —$10,000 per month or more—in as little time as possible.

If you’re just starting out in business, creating high-ticket products and services may feel counterintuitive because this method is the opposite of how most new business owners think about the process.

Before we dive into the details of launching your own product or service, let’s talk about why high-ticket sales are the best way to build a business.


This billionaire built his biz by starting with a high-ticket product

Unless you’ve been living under a rock, you’re familiar with both Elon Musk and Tesla.

Tesla was able to penetrate the competitive car market and create a mass-market electric vehicle that’s also affordable.

And Musk did it by starting with a high-ticket product for his car line.

His first product wasn’t the more affordable Tesla Model 3, but rather a sportscar version of the Tesla called the Roadster—priced at roughly $100,000.

Why launch a sports car first? Doesn’t it make sense to start with an affordable model that could capture the most market share?

The reason Elon chose to start with the most expensive car first boils down to one word:


Cashflow is the lifeblood of any business. If you don’t have enough cash coming in, you don’t have enough resources to reinvest back into the business with activities like:

  • Hiring new employees
  • Marketing and sales
  • Research and development to create new products

The company started small, lean, and expensive to solve their cashflow problems first so they could expand later.

Some people refer to this as a “reverse pyramid funnel.”


Why use high-ticket sales to optimize your funnel for cashflow?

In marketing, there’s a process called “building a funnel.”

You sell a low-priced item to get the customer to buy into your product line.

Then you sell them something more expensive (upsell).

And you keep selling them more expensive items after that. 

This full range of products is called a “value ladder.” When you have different products at different price points you can reach customers at different levels of income and willingness to take your products for a spin.

In the world I come from, lifestyle businesses that sell information products, a value ladder might look something like this:

  • $7-$197 product (e-book or mini-course)
  • $197-$497 product (self-paced online course)
  • $497-$1,997 product (done-with-you course or coaching program)
  • $1,997-$9,997 product (done-with-you or done-for-you product or service)

You get the customer in the funnel by selling them something low-priced, a “tripwire product,” to acquire a customer. Then, you can move them through the funnel.

A customer who pays you $1 is 10 times more valuable than someone who spends $0 because they’re invested in your business.

The small act of paying for your product increases the odds they’ll use it, get results, and want your help to take the next step.

What do most business owners do?

They will start with “low-ticket” products first. It seems logical on the surface. Start with something small to get your feet wet in business, acquire some customers, and build more expensive stuff later.

However, there are some problems with this approach.


1. It’s hard to build consistent cashflow with low-ticket products

Imagine you’re trying to build your business up to $10k per month. 

If you’re selling a $100 product, you need 100 people to buy your product. Not only that, you need to do it again and again every single month to reach your income goals.

You have to get eyeballs on your products, too—and lots of them—because only a small percentage of people who consume your content or view your ads are going to buy anything.

Now compare this with high-ticket sales—like offering a product or service for $2,000. In this scenario, you only need five people to say yes each month.

Even better if your product or service is a monthly retainer—for example, a $2,000 per month consulting service—you only need to convince five people to say yes and deliver a good service that retains them.

Then, you can add more clients to increase your monthly recurring revenue. With this process, you have a business with healthy cash flow and good margins, which means you can build out the rest of the product line down the road.

Some marketing gurus like Russel Brunson say you should create one high-ticket product and cashflow it to $1,000,000 before you even think about building anything else.


2. It can be harder to make low-ticket sales than high-ticket sales

Most people who buy low-ticket products do so because they don’t have a lot of money.

I’ve seen it firsthand working as a project manager at a digital marketing company. The most difficult clients to deal with were always the ones who bought the cheapest package. They tended to nickel-and-dime us, wanting to squeeze as much blood out of the stone as possible.

Clients who bought high-ticket services were easier to deal with. They understood that stellar results require a significant investment. The more you’re invested in something, the more you’re willing to see it through and make it work.

People who buy low-ticket products tend to have a higher failure rate because they’re not invested enough.


3. Low-ticket products have more competition

Since most business owners focus on low-ticket sales, fierce competition drives prices down due to the “race to the bottom” effect.

If your competitor lowers their price, you have to lower yours to keep up. Then they lower theirs again. The cycle continues until your profit margins shrink to nothing.

Instead of trying to compete on price, you can build a competitive moat by being the most expensive provider in your niche.

This is the concept behind the best-selling book “$100M Offers” by Alex Hormozi:

If you have a ‘commodity’ offer, you will compete on price (having a price-driven purchase versus a value-driven purchase). Your Grand Slam Offer, however, forces a prospect to stop and think differently to assess the value of your differentiated product. Doing this establishes you as your own category, which means it’s too difficult to compare prices, which means you re-calibrate the prospect’s value-meter.


High-ticket sales are the key to building wealth

According to Myron Golden, another marketing expert, there are four different types of businesses:

Low profit, low volume:

These are where most rookie business owners start and stay. Broke. They don’t have healthy profits, nor do they sell much of their products. Myron calls this the “Wantapreneur” business model.

Low profit, high volume:

E-commerce businesses and retailers fall into this category. You can make these businesses work. But they have a high degree of difficulty. Myron calls these “Waltapreneur” businesses because Sam Walton, founder of Walmart, was the king of this strategy.

High-profit, low-volume:

A good example of this is a coach, consultant, or agency owner who has a high-ticket product or service but can’t scale the business because they only have a handful of clients. Myron calls these Entrepreneur businesses. Most online businesses fall in this category and can make $10-$100K per month but it’s hard to scale past that point.

High-profit, high volume:

This is the holy grail. You charge a ton of money and have a bunch of clients. Myron charges upward of $250,000 per hour for consulting, and people happily pay. This is because he can get them results that are more valuable than what they pay. He calls this the “Wealthepreneur” model.

Another company that comes to mind here is Hyros by Alex Becker. It’s an enterprise software that helps businesses make more money from ads. The software goes for $42,000 per client. Alex sold the business for $110 Million.

Speaking of entrepreneurs named Alex, Alex Hormozi’s company, Gym Launch (a coaching offer that helps gyms increase their revenue) charged similar rates as Hyros and serviced thousands of gyms. Alex sold that company for $46 million.

Focusing on high-ticket products or services changes the way you think about business. It helps you make more money.

Instead of messing around with wantrepreneur-style strategies that leave most business owners broke, or complex business models like e-commerce, focus on either the Entrepreneur or Wealtheprenuer models to build a business that has the potential to hit six, seven, or eight figures.

I run my business this way now. I used to mainly sell writing courses that ranged from $49-$1,000. But now I run a group coaching program that costs $2,500 minimum per student.

The crazy thing about it?

The content of the programs is basically the same. The only difference is that students get closer access to me and more help with implementation.

I can scale this model and take on dozens or hundreds of students. I’ve added $20,000 in monthly recurring revenue to my business in the past 30 days using this model. It’s the new vehicle I will use moving forward.

I built my business backward.

I tried low and mid-ticket products first because it felt easier to play a low-stakes game instead of going straight to the top. I was able to quit my job and build a six-figure business, but it took me four years.

Had I gone to high-ticket sales from the start, I could’ve reached my income goals much faster. Thanks to my new high-ticket product, the path to seven figures per year is crystal clear.

Now that you know high-ticket sales are the way to go, let’s talk about how to build your product or service.


Choosing a high-ticket product vs. a high-ticket service

There are two good options for brand-new business owners:

  1. Create a high-ticket product or program as a coach or consultant.
  2. Start a high-ticket service as a freelancer or an agency owner.

Most high-ticket coaching or consulting programs help people in one of these four areas:

Graphic showing potential coaching or consulting programs: Health: i.e., a fitness coach for CEOs; Wealth: i.e., teaching people how to buy a first real estate property; Relationships: i.e., a dating coach for men; Self-improvement: i.e., peak performance coaching

The first three work well. Self-improvement programs can work, but they are more difficult to sell because the ROI isn’t as clear.

Most high-ticket services are business-to-business (B2B) offers that help other businesses make more money like:

  • Social media marketing
  • Facebook Ads
  • Copywriting
  • SEO

If you have some background skills and experience you can use as a coach or consultant, go that route.

I help people create coaching offers. I have a student who helps people land their dream tech jobs, another who coaches writers on landing freelance gigs, and another who is a psychotherapist who helps students lower their anxiety.

The most straightforward path that anyone can take is learning a profitable skill and helping other businesses make money. Starting a service-based business requires almost no start-up capital.

You need:

  • A profitable skill (which you can learn for free on YouTube or from an online course)
  • An internet connection
  • A phone or computer
  • A way to reach out to find clients (you can use free social media platforms and cold outreach via email)

I have a saying I’ve posted on social media a few times:

You are 30 days of watching YouTube videos away from having a skill you can sell for $2,000+

You can use this simple process to acquire a profitable skill:

  • Pick the skill you want to sell
  • Go to YouTube and search for information on the skill, e.g., “copywriting tutorial”
  • As you watch the video, take notes on what you don’t understand or questions you have
  • Take those notes and plug them right back into YouTube
  • Repeat the process until you have a solid handle on the skill

It’s that simple.

But not easy.

Most people aren’t willing to do it.

Once you have the product or service ready to go, there’s one last step to turn your high-ticket product or service into something that sells…


You have to package it into an “offer”

I did a full breakdown of the process of building an offer here.

For now, understand that you can’t only have a product or service. You must have an offer that answers the question that your potential clients will have on their minds:

So what?

Say you reach out to a prospect and say:

“I will provide email marketing services for you.”

They will think to themselves, “So what?” because you haven’t answered why they need email marketing services.

This is where having an offer comes in.

An offer is a promise.

It’s the reason why your product or service is more valuable than their money. Without a solid reason, people won’t buy.

A good offer has these two components:

  • Outcome: If I buy your product or service, what’s going to happen?
  • A time frame: How long will it take to happen?

Let’s turn that same service, email marketing, into an offer:

I will write emails that will increase your revenue by 10% in six months or less, or you get your money back.

If you are brand new to the business and lack the skills to promise a certain outcome, then you will have to add a risk reversal, which is a way to reduce the risk for your customer or client so they’ll work with you.

Some examples are:

  • Money-back guarantees
  • Performance deals: you only get paid if they get the result
  • Work for free past the deadline you promised until you get the result

Take your product or service and package it into an offer that speaks to the ROI of working with you, and you’ll land clients or customers.


It’s time to launch your high-ticket offer

Now you know the BEST way to build a cash-flowing business fast.

Choose the right option for you—product or service. And package it into an offer that sells.

All that’s left is to go out into the world and turn your business idea into a reality.

Is it intimidating to create something expensive from the jump?


But if you topple that domino first, building the rest of your product line and scaling your business will be that much easier.