growth to business success

The 3 Step Process to Sell High-Ticket Offers

Do you struggle with how to sell high-ticket offers. Are you struggling to generate new qualified leads and strategy sessions for your high-ticket offers?

When you’re selling high-ticket offers, the growth of your business depends on the number of qualified leads and sales calls you have with them.

I know it’s really frustrating and disappointing when you can’t sell your higher level coaching, consulting and live event offers.

Well not anymore.

If you want to know how to get a flood of qualified leads and make sure your schedule is filled with properly qualified calls, read on.

I have worked with coaches and consultants who sell high-ticket programmes.

One of my clients, who is a photography coach was about to give up when I met her.

The very next month, she made $54,000 by selling her high-ticket programme

There are a number of ways you can create a funnel and sell your high-ticket offers.

But today we are going to talk about the Triage Funnel, which is a simple 3-step process that brings you qualified leads in abundance.

In fact, it's an approach I myself experienced just recently too.

I was looking to start back with the E-Myth process and booked a free discover call with them.

As it turns out, the process I went through with them is exactly what you'll discover below.

Some of the benefits of the Triage Funnel are:

  • Simple funnel processes with a very few moving parts
  • No ascension model hassle in which you have to start with low-ticket offers and then move to high-ticket ones
  • No more trying to convince people to buy
  • Getting a hot prospect on phone quicker (within 72 hours)

Now, let’s talk about the 3-step process of the Triage Funnel.


STEP 1: Create the Right Lead Magnet

In this funnel, there are two main purposes of a lead magnet 

Generating lead:

Simple but important purpose.

Get the name and email address of the lead.

This way, you can follow up with value-building content if needed. 

Qualifying the prospect:

You don’t want to waste time on the wrong clients.

Your lead magnet should be created intelligently in such a way that it only attracts the right clients.

Address the client’s problems in the lead magnet.

They should feel like you understand them and their problems.

This way, you can attract the right people who will buy your high-ticket programmes.

As Stephen Covey said in his famous book, The Seven Habits of Highly Effective People.

“Seek First to Understand, then to be Understood”Stephen Covey
Here an example of a landing page with a lead magnet on it. Tip: a lead magnet is not an e-book. An e-book is what we used to call downloadable pdf back in the early 2000's not anymore.
six social media mistakes to avoid as business owner

As you can see in the above image, the lead magnet says “Six Social Media Mistakes to Avoid as a Business Owner”. The potential clients who are reading this know that they are making mistakes, that’s why they’re not getting results.

STEP 2: Put a Triage-Call on Your Thank You Page

A lot of people when beginning the digital marketing experience create their lead magnet and landing page, and when a person opts-in they take them to a "Thank You page", and that page says what? "Thank You" of course, but that's it!

When you think about it, this page is a well eye-balled page.

As people opt-in and then wait.

So here's the idea.

Put an opportunity on your "Thank You" page for them to book a triage call.

A triage-call is a simple 9-minute call.

The reason for this call is to check whether you can actually help the prospect or not.

To do this, put some relevant and interesting copy on the thank-you-page and a video.

This video should contain the following things:

  • First of all, let them know that their lead magnet will arrive at their email in about 15 minutes, this will make stick to the page and give them an opportunity to book a Triage Call.
  • Talk about what they can expect in the lead magnet.
  • Talk about their problems and how this lead magnet will solve themLead them to book a triage-call.

You might be wondering the need to put a 9-minute triage-call instead of a 45-minute strategy call.

I am not sure if you have experienced this or not, but sometimes, you end up wasting 45 minutes on a strategy call with the wrong prospect.

Time is money, don’t waste it on the wrong prospect.

Use a triage-call to qualify the prospects who actually deserve a 45-minute strategy call with you.

A triage-call can increase your enrolment rate by 83%.


Hire some interns or contractors to take these triage-calls.

Make sure they do know what they’re doing.

They should be knowledgeable enough to know whether you can solve the prospect’s problems or notIf you do the triage-call offer right, about 40% of the people will book the triage call.

If it was a strategy call, you would only be able to talk to about 8 people.

But with this 9-minute triage call, you get to talk to 40 prospects in a day.

That’s the magic of a triage-call.

It’s possible that 60% of the people won’t even book a triage-call and its good.

The prospect who is warm enough to book a triage-call is worth having a 45-minute strategy session with.

What else can you do with these 60%? Well, some people ignore them completely.

You can too if you want to, but you can also add some additional qualifying hoops to make sure the prospect is right and highly likely to buy before you call them.

Turn their lead generation off until they catch up with you.

So if you generate 100 leads, 40 will book a 9-minute triage call; which is equal to 6 hours.

STEP 3: Follow up

Although triage-call is an excellent way to filter warmer prospects, there are some people who just won’t book it.

This doesn’t necessarily mean that they are not interested.

They might have the fear of the unknown, they might have other priorities at the moment, maybe their spouse is out of town and they have to take care of the children. You never know.

These type of prospects require some nurturing.

They are not the low-hanging fruits and you have to work a little harder to get them.

Nurture them with value-providing content on a regular basis for a few days or weeks.

This way, you appear as an expert, a figure of authority, a problem solver.

In some of these nurture emails, try putting a Call to Action to encourage them to book a triage-call.

When you send these nurture emails, make sure the content is about the pain of the prospect and letting them know that there is help available and they’re just one triage-call away from a different life.

By the way did you know today 73% of B2B marketers and sales leaders say webinar is the best way to generate high-quality leads.

Get your Free Report and avoid the mistakes many make when starting out and using this tool.

About the Author

Mike Doughty

Mike is an award-winning entrepreneur who is obsessed with helping business owners learn, leverage and liberate themselves from their business. He’s a creative and lateral thinker with a strong mind for numbers.