Gill Moakes 0:00
Hello, hello. Welcome back to the heads together podcast. We're on Episode Six. Can you believe it? I cuz I, before I get into it, I really want to tell you how much I am loving recording these podcast episodes. I don't know why I didn't do this years ago, I really don't well, actually, I do know why I'm gonna tell you why I assumed. And I listened to what other people said about how time consuming how really intense the entire process is around launching a podcast. And I allowed that preconception to kind of put me off doing it for ages. And yet I knew it was something I wanted to do. So it's been a real reminder to me that I need to listen to my own intuition sometimes when it comes to this kind of thing. Because I really did allow external advice to kind of put me off course from where I felt I really wanted to be. So here I am now having pushed through all of that, having got the podcast up and running, and I have to be honest, I'm loving it even more than I thought I would. I just adore it. So I hope you're getting value out of the episodes because I'm really loving doing them anyway. Okay, I just wanted to share that with you before we dive into this week's episode, which is three mindset traps, money mindset traps, actually, that make selling your high ticket offer really hard, way harder than it needs to be. Welcome, welcome to the heads together podcast, I'm Gill Moakes. And I am obsessed with cutting through the noise when it comes to growing your business each week via intimate coaching conversations and inspirational stories. I share what it really takes to get the results you want, in a way that feels right to you. I am all about attracting higher ticket opportunities, building authentic relationships, and creating the abundant full fat version of your dream business. I mean, how many of us have even away creating a light version of what we really want? The thing is, I honestly believe when you're outstanding at what you do, there is no limit to what you can achieve. So are you ready to put our heads together and make it happen? Let's go.
So the first money mindset trap that I want to talk to you about is when you not your clients when you still equate money with time. Okay? So what happens is that you decide on a higher ticket price point for an offer a service, maybe it's a premium done for you service, maybe it's a high ticket group coaching programme, whatever it is, you decide you've created this amazing piece of value. Maybe it's bespoke one to one coaching, you know, where you're giving someone your undivided attention and really moving the needle in their business. Maybe it's Consulting at that high level. So you know, deep down that it warrants a higher price tag. Okay, great. Then something happens. You start getting cold feet, about how much you can charge. And I intentionally said how much you can charge. You start doubting that you can charge or that you can be paid a certain amount for this offer that you've put together. And the reason you start doubting it is because you are doing little mental, some in your head, equating the money with time. So for example, I coach one to one with my clients for an hour each week. Usually sometimes it's once a fortnight usually it's once a week. Those clients are not paying for an hour of my time. Okay, they're paying for the years of experience that I've got there. paying for everything that I've done in my business. So in fact, they're paying for the mistakes I've made in my business that they can now afford. They're paying for the way that I translate something that super complex into something a lot simpler for them. They're paying for all of the studying, I've done in honing my skills, they are paying for the results that I can deliver for them, and not paying for that hour of my time. So when you start doing those maths in your mind around for a high ticket offer, and you start saying to yourself things like but no one's gonna pay me x for this amount of time. And even if it's subconscious, you might not consciously be doing this. But I know that this is a pothole that a lot of us fall into, is that on some level, we're doing the maths in our head, and it's feeling I'm going to use the unrealistic word that I like to ban realistic and unrealistic or banned. But that's what we do. Right? In our heads, we do that mental arithmetic, and we think we come up with the answer, or that's too much for an hour of my time. So you've got to reconnect with the reason that clients will invest in you for your high ticket offer. And it isn't about the time you're giving them. It's about the results you can deliver. And if the results you deliver are transformational for them in their lives, in their businesses, whatever field you're working, if the results you deliver are transformational. That is what warrants the high ticket price tag. It's not about the time spent delivering it. All right, I hope that makes sense. And then the second one, which sounds similar, but it actually isn't. It's worth it isn't it isn't okay. You think your offer is too expensive. So what this comes from is your own faulty money mindset. You know, we are all brought up with a certain attitude mindset around money. And this will often stay with us throughout our lives. If we don't learn how to reframe our money beliefs. So here's what happens when you think your own offer is too expensive. When you get nervous about that price point, your prospective clients feel it.
Honestly, it will be obvious, it will come across in every piece of content you write, it will come across in every conversation you have with a prospective client. Every time you slightly apologetically tell someone how much you charge that comes across, that nervousness comes across. And here's the thing when you master your money mindset, and you become really, like unwaveringly clear and confident when it comes to that value you deliver. That energy then is picked up by your audience to so it's really important that you shift your paradigm around how much you're charging and charging your worth. Because the nervousness or the confidence, come across. So whichever energy you're putting out there, that is picked up by your audience, and that will feed their decision as to whether they're competent to work with you to invest in you or not. I want you to be loud and proud about your prices. And here's the thing, if you set yourself apart from your competition, if you trust yourself to deliver incredible results. This comes back to that huge non negotiable in terms of charging a higher ticket price point, having a high ticket offer. The non negotiable is you've got to be good at what you do. It amazes me how detached some people get from their offer. So they'll spend a lot of time working out what this programme looks like this package this service, spend a lot of time you know working that out. They'll spend aeons of time on their marketing of it. And then they'll suddenly think, Hmm, can I deliver this? Can I actually do this to actually get these results for my clients, and that is so upside down. It's so topsy turvy. You need to be outstanding at what you do confident that you can get your clients incredible results, then you will naturally feel much more confident about your price point. Okay, but I know there are some of you out there who are confident that you can get the results that you are confident that you can deliver on your promises. But you're still nervous about your price point because you think your offer is too expensive. Because you were bought up with a faulty money mindset. Maybe you were bought up without that kind of, you know, money doesn't grow on trees mindset. You got to save your money for a rainy day mindset. You know, you must take risks, you mustn't go into debt. You know, all of those things, which are actually just stories that we've been brought up with strategically going into debt in the right circumstances can often be a really smart decision when it comes to growing your business. But it's funny, isn't it the D word? It almost feels like something really taboo. Think about that. That's a story. You've you've grown up being told, don't go into debt. But I can guarantee you the Richard Branson's and the the Tony Robbins and the I'm trying to think of Elon Musk's of this world, I can guarantee life strategically made decisions to go into debt at some time in growing their businesses. Why do we think we're any different, right? But anyway, you know, that's a completely separate matter. The fact is, if you think your offer is too expensive, your prospective clients will feel it. So you need to address that money mindset. Get really confident around charging your worth being loud and proud about it, then you can set yourself apart from the competition. Be amazing at what you do, and deliver the incredible results. Your offer is not too expensive when you do that. Okay, now the third mindset trap is that this one isn't so rare. Yeah, is a mindset trap steal again, it's money mindset. This one, this one's a biggie. You're scared to put your money where your mouth is. Some times people try to charge at a level, they're not prepared to invest that themselves. Okay, are you trying to charge at a level you're not prepared to invest at yourself? Now, this is a game changer. Okay.
You know, we talked a couple of episodes ago about creating a lightweight set in the first episode, creating a lite version of your dream business. And how we need to stop doing that we need to start building that full fat version. And when we do that, everything changes, right? This is all tied up with that. Stop playing small, start investing in your development, start investing in your business, at the level you want to sell at. Because if you're not acting in alignment with what you're selling, you are going to struggle to sell at all, I can assure you of that. You there is no messaging, sales, copy. All of those things are really, really important. But if you're not acting in your business in alignment with what you're selling, then you're going to struggle to sell at all. So let's take an example of that. If you want to sell a high ticket coaching programme, you better be damn sure that you have invested in some high ticket coaching that you have honed that your craft by investing in educating yourself in honing your skills as a coach, before you try and sell at a level. You haven't been prepared to invest in yourself. Yeah. Again, you know, if you want to sell a high ticket done for you branding service, you better be damn sure that you have invested in the kind of beautifully branded website and assets within your business that are really going to demonstrate that you have invested at the same level that you You are asking your clients to invest at. So really think about this one, stop being scared to put your money where your mouth is. This is all about going all in. It's all about not playing small anymore. bootstrapping is what it is, when you first start out, we often do have to do a lot of wear all the hats ourselves in our business. But honestly, if you want to move into selling high ticket offers, and yet, you're doing everything yourself, you're wearing all the hats, you've got all the free versions of the of the tools you haven't invested in honing your craft, yet there's a disconnect there, there's a disconnect that's going to really make it very, very difficult to sell at that higher level. Okay, so really want you to think about that one. So there's three things we've talked about today. Stop equating money with time, believe that your offer is worth it, and be worth it. Your offer is not too expensive, if you're delivering incredible results. And three, don't be scared to put your money where your mouth is invest at the same level that you're trying to charge. Okay, I hope that's been helpful. As always, do reach out to me info at your moocs.com if you've got any topics that you would like me to talk about on a future episode, I would love to hear from you. If you would like to apply for a breakthrough session with me and obviously have the chance to be featured on a future episode. Then you can do [email protected] forward slash apply. I have so enjoyed being here again with you this week. I will catch you next week. Bye for now. I hope you enjoyed this episode, and that getting our heads together this week has filled your mind with what's possible. If you love the show, would you do me a massive favour please? Would you leave a five star rating on Apple podcasts? It would really helped you put more heads together, which will ears and expand more minds. Until next week. Bye for now
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