Tom Morkes is a West Point grad, Iraq War veteran, and founder of Insurgent Publishing. He specializes in growth marketing, publishing, and sales funnels, helping brands and businesses grow their reach, impact, and sales.

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Guest Resource

Tom Morkes Website – Go to Tom’s website and sign up for his newsletter and get a free book “ Launch Hacks”.

3 Value Bombs

1) Success is a trap and a snare for many people. Its what you become at the end when the dust settles but it is not a measuring stick and should not be use to determine your value.

2) The pricing depends on the over aching strategy or business model. Understand first your business model and what you want to.

3) The mistake both on doing high ticket and low ticket offer is when they abandon or ghost the customer after their low ticket sale and also not producing enough content in between the low ticket and the high ticket offers.

Sponsors

HubSpot: Making your life easier. Getting you results faster. And better connecting you to all your data, all in one place. Start making major moves with HubSpot! Visit HubSpot.com/marketers to learn more!

ThriveTime Show: Attend the world’s highest rated and most reviewed business growth workshop taught personally by Clay Clark & football great Tim Tebow at ThriveTimeShow.com/eofire!

Show Notes

**Click the time stamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Low-Ticket to High-Ticket Sales Funnels

[1:13] – Tom shares something that he believes about becoming successful that most people disagree with.

• Success is a trap and a snare for many people. Its what you become at the end when the dust settles but it is not a measuring stick and should not be use to determine your value.

[1:52] –  Tom debunks the myth that low-ticket sales can’t lead to high-ticket clients.

• The trending in 2024 is the move into high ticket offers and low ticket offer doesn’t pay the bills as the high ticket offers. Influencers say that when you deal with low ticket you will only bring low ticket customers and that is a dead end. But for him, he thinks there is space for both high ticket and low ticket which he has seen and done for the last decade.
• High ticket customers can be found purchasing things that are cheap and inexpensive. Its misleading to say you are one of the other.

[4:13] – Tom talks about the struggle of pricing for Entrepreneurs and what he found to be the best way to optimize pricing while positioning for both more conversions and bigger purchases.

• The pricing depends on the over aching strategy or business model. Understand first your business model and what you want to  do.
• A well executed low ticket item such as a book will not diminish your value if you are offering high end coaching services. Those that are done right sets you for success at the backend. The value of the product is important and not focusing if it’s a low or high ticket.

[8:24] – Tom talks about the process he created  to effectively create low-ticket products that both capture attention and convert effortlessly.

• The framework of a low ticket is people who are doing research about a problem they have. You can reach broader clients like this with low ticket offers like books, audios and other research materials.
• Once they discover a problem, the low ticket products will give them clarity.
• The core element of creating effective low ticket products is building around creating clarity and giving people a clear understanding on where they are at.
• The most effective way is building a trust and one example is JLD’s podcasts that teaches in both macro and micro levels and gain the trust of his audience.
• He loves helping people who are just starting because when they get better , he becomes a part of their story.

[14:04] – A timeout to thank our sponsors!

• HubSpot: Making your life easier. Getting you results faster. And better connecting you to all your data, all in one place. Start making major moves with HubSpot! Visit HubSpot.com/marketers to learn more!
• ThriveTime Show: Attend the world’s highest rated and most reviewed business growth workshop taught personally by Clay Clark & football great Tim Tebow at ThriveTimeShow.com/eofire!

[17:22] – Tom shares the details of creating an automated sales sequence that leads to a high-ticket sale.

• The same rules apply to a low ticket product with a price range of $1-99, its needs to be a compelling offer, the messaging and position are on point and you know how your target customer finds you, landing pages should have a conversion rate optimization and a high level review once somebody purchases the product.
• The next step is the follow up sequence such as email marketing and newsletters. Email is the most effective sales channel and you can put a follow up content in the product that is sold through automations. The reason for this is to give more  value to the purchase so when you move on to the high ticket you have created positive reinforcement and build the trust.
• Second thing is a lot of people buy a low ticket item but they don’t open it up. Automation reminds them to redeem the product and access it to get the value out if it.
• The third is creating consistency and renewed interest in the brand that builds trust at the backend of your low ticket.
• Provide clarity in your low ticket offer and zoom in the solutions to addressing the specific pain or problem, narrowing the focus by doing subsequent emails then move to the high ticket offer like a tactical approach like a webinar that serves as the conversion event. This is use to reduce the timetable from a low ticket to a high ticket.
• His typical strategy is from low ticket to webinar to life training that improves the value of what he deliver to an application process to a phone call to a closing sale and onboarding.

[26:29] – Tom talk about mistakes, both with Low-Ticket and High-Ticket sales funnels.

• The mistake is when they abandon or ghost the customer after the low ticket sale and also not producing enough content in between the low ticket and the high ticket offer to make the high ticket offer effective.

[27:31] –  Tom gives his take away.

• Don’t be absolute in your thinking, you can be high ticket and low ticket and can play around with both.

[28:14] – Call to action.

• Tom Morkes Website – Go to Tom’s website and sign up for his newsletter and get a free book “ Launch Hacks”.

[28:41] – Thank you to our Sponsors!

• HubSpot: Making your life easier. Getting you results faster. And better connecting you to all your data, all in one place. Start making major moves with HubSpot! Visit HubSpot.com/marketers to learn more!
• ThriveTime Show: Attend the world’s highest rated and most reviewed business growth workshop taught personally by Clay Clark & football great Tim Tebow at ThriveTimeShow.com/eofire!

Killer Resources!

1) The Common Path to Uncommon Success: JLD’s 1st traditionally published book! Over 3000 interviews with the world’s most successful Entrepreneurs compiled into a 17-step roadmap to financial freedom and fulfillment!

2) Free Podcast Course: Learn from JLD how to create and launch your podcast!

3) Podcasters’ Paradise: The #1 podcasting community in the world!

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