Hello, welcome back to Abundant Heart. Today we're diving into the energetics and tactics of selling expensive things. But first, an announcement. Actually, two announcements. One, if you're listening to this, my brand new audio series called Entrepreneur Energetics came out yesterday, I guess, when you're listening to this. So you can head to itsambersmith.com/energetics.
And it's a seven part audio series where I dive into universal laws in business. It comes with a guide, like a PDF guide. And I think you're really going to enjoy diving into like how do you live energetic laws, the universal laws in your business. If you like conversations about alignment, energetics, mindset, the way the universe works, and business, you will love Entrepreneur Energetics. So it's absolutely free.
You just have to go to the link, log in, and so I can send it to you because it is on a private podcast feed. And so I can send you the link. So I'll make sure that that's in the show notes. Well, Allyse will make sure that's in the show notes. Thanks, Allyse. Announcement number two, if you haven't heard, my brand new program that is not necessarily new, but is a what I like to call like my energetic field offer. The Ambersmith Vortex is live, and I got my first 20 members.
And so I'm excited to expand my capacity for people in that program. So if you have never worked with me before, this is a really interesting way for us to work together because it's basically everything that I do in a group setting you get as a member of the Vortex. It includes my AI tools. It includes previous calls, all the live calls that I do every month, like you get to come.
And so if you've never checked out the Vortex, you can go to www.itsambersmith.com/vortex and just feel into it. I think for the right people, it's a really great program, and I would love to have you if you feel the pull. So those are my two announcements. Now let's dive into the energetics and tactics of selling expensive things. So when I first got started online, like I didn't sell expensive things.
And then I read a book that changed a lot for me called The Prosperous Coach by Rich Litvin and Steve Chandler. I have mentioned that book many times through the years, but it was the first book that really demonstrated like how I could sell expensive things. Through the years, I read that book in, let's see, 2018, I think, 2018, 2019.
Anyway, I've implemented that book on so many levels, and now I teach some of the concepts in my own way as I've embodied them and used them and taught them and practiced them, lived them. And so now I'm going to share this from my perspective of like, how do you sell expensive things and feel great about it? This is where a lot of people come to me when they want mentorship.
They want to sell expensive things, but like maybe they've never done that before, or they have some beliefs that don't serve them, like it's greedy or it's privileged or it's not ethical or no one will buy it, right? Some of those beliefs that keep them from selling expensive things. And I think if you are an entrepreneur, a creator, a coach, someone who has an online business, learning how to sell expensive things can help you run a profitable business.
If you always try to sell cheap things, you're a lot of times like profit margins aren't where you want them to be. Cashflow isn't where you want it to be. You're always strapped for cash, right? Selling expensive things to the right person, which we'll talk more about, can change the entire course of your business. And I see that because that's what happened to me. I learned how to sell high value, high touch coaching early on in my business.
And many people are afraid to make that leap, but I promise it's not as scary as you think. And the way that we're going to talk about it today, like there are tactics to it, but I think even more interestingly, there are energetics. And the plug at the beginning of my entrepreneur energetics free resource for you, the audio series energetics is like what's behind what you're doing. So we're going to talk about both aspects of this.
And this whole conversation was sparked because I took my oldest daughter to the orthodontist and airway dentist. They took pictures of her whole mouth and like kind of measured things in her teeth and in her palate and her head and all these things. And she gave me her pitch on doing her system in her process, which I love. I'm into it. Right. And then she's like, okay well, when you go to the front desk, they will walk you through like the treatment plan and the costs and like next steps. And I was like, great. That sounds awesome.
So I walk up to the front desk and the lady hands me a sheet of paper. Bless this sweet lady. And she can't say the price out loud. She points to the price on the paper and say, okay, that's the cost. And it was like six thousand dollars before, like we had a dental credit from our insurance. So it's gonna be like five thousand dollars. And they had payment plans and options and stuff. And I just smiled. I said, okay, great. Thank you.
In that moment, I realized I could feel her discomfort. I didn't have very much discomfort at all at the price because I sell things that are way more expensive. But I realized how much work I had done, mindset work, thought work, energetics work on money and asking for money in that moment because I wasn't uncomfortable, but she was. And so I was joking with one of my clients like I should have offered to coach her like sales coaching. I didn't.
But I just smiled and said thank you. You know, but as I was thinking about that experience, I was like, dang, like there's probably a lot of people in the world who don't know how to sell expensive things in a way that feels good, in a way that's not pushy, in a way that isn't uncomfortable. And so this podcast episode was born.
And when I think about that orthodontist experience, like I have so much compassion because like that totally used to be me, like saying big numbers out loud used to freak me out. And I used to actually just like not say it right. I would just say my old price and call it good. And so some of the things that I've done to get to where I am is a lot of one money mindset work and asking.
You know, that has been kind of a theme. I launched a podcast episode that has been very popular called Offer Extravaganza, where you create different offers every day. And the whole point of that is to make offers and you get over yourself and you stop thinking about yourself and you start thinking about who you can serve. And it's like a reset every day because you just have to ask for something different.
And so part of this is we have to familiarize ourselves with bigger numbers, asking for it, saying it out loud. I remember the first big ticket, I guess, and I put that in quotes, even though you can't see it on the podcast. The first big ticket coaching package I sold was three thousand dollars. And before that, I only charged per month. So it was like monthly six hundred dollars at the time. So that would be like three months for eighteen hundred is where I was at.
And then I read the prosperous coach was like, oh, look, I want to charge three thousand dollars. And then eventually I raise it to seven thousand dollars. Right. And from there I kept raising my prices because I saw the value for me and for my client on a bigger investment. I also started paying for more expensive things in my life, and that was kind of a parallel that I think is very useful when you are able to release money. It feels different when you ask for it.
So I'm not saying you have to go pay for the thing that you sell, but as we release more money, we become more comfortable asking for more money. Likewise, like when you ask for more money, it's good to release more money. When you release more money, it's good to ask for more money. Like it just kind of works in tandem together. And so by saying our price, we neutralize it. It feels more natural. It feels more like this is just what we do.
And until you have that knowing, it's going to be very hard to sell expensive things, even if you want to, even if like your brain is saying, yeah, I want to sell expensive things. Yeah, I want to raise my price. Your body is going to tell you what you really think. And so if you have a tight stomach, if your throat tightens up, if your voice squeaks, if you like are afraid to say it out loud, there's some tools that I'm going to share with you.
I actually just shared this in Quantum Play, my program that we did inside of the Vortex. And so if you ever join the Vortex, you can go through Quantum Play. It's waiting for you. But Quantum Play is one of those things. I love the program. But one of the things that we talked about this time around was a concept that I learned from a man named Frederick Dodson called duality surfing. And duality surfing, I highly recommend you look it up, is you basically neutralize your feelings on both poles.
So what I mean by that is excitement, like extreme excitement, extreme high energy around a price, like maybe you like raise your price to $10,000 and you get really excited because someone might buy that and you might make $10,000. That tells me the energetics are off for you because there's probably some resistance to $10,000 too. The more we want something, the more we push it away. This is an energetics conversation as well as a tactics conversation.
So ideally, when we pick a price, it feels neutral. It feels like this is what it is. It feels like, yep, this is the price. It's like me going to Chick-fil-A and they're like, okay, that'll be $12. And I'm like, okay, like it should feel like that. Most people I know when they raise their price or they decide to do high ticket or ultra high ticket, they have some energy and emotion around it that they need to neutralize. And it's on both sides.
It's both the doubt and the despair side and the excitement high energy side. So duality surfing is a concept and a tool where you basically swing from one pendulum to the other and neutralize it. Like I said, if you want to dive deep, where I teach that in depth, join the vortex, go to quantum play and listen to that training. Because the idea is we don't want to feel super excited and we don't want to be in disbelief or doubt either.
We want to have a preference of like, yeah, this is the price that I sell at. These are the people that buy it. This is what I do in the world. So part of this on a more tactical level is knowing who you're going to sell to. Not everyone wants to buy expensive things. Not everyone wants to buy expensive coaching. Not everyone is a fit for expensive mentorship or personal training.
I think I actually was thinking about like a really obscure example. Like if I was like in I.T. or something and I did like data protection and management and built firewalls and stuff like that. Like if I was in a very different domain, I could sell it to solopreneurs and charge a certain amount of money or I could sell that to like enterprise level companies and make a lot more.
And so I think it just depends on who you want to work with and the price that you want to charge in finding a fit where the person that you want to work with wants to pay the money that you want to charge and that you can back that up with the value that you create for them. And so this isn't about scamming people. This isn't about like, what can you get people to pay you so that you can make a ton of money? Like that's not the conversation.
What I've learned is like there are real people who care about high value, high quality experiences no matter what industry you're in. I've mentored people who sell art, who sell branding, who sell coaching, who sell physical products, who sell VA services and more. Every one of those industries has a range of price. And so one of the things that I think will hurt your business is if you look at what the industry average is and try to meet it.
And that's spicy, I know. But most people, if you look at the average of life, most people are broke. Most people don't have successful, profitable businesses. Most people aren't super abundant and joyful and happy and have good families, right? Like that's sad, but true. And so if you want to be not like the average, I recommend charging more than the average.
And it takes some mindset work and it takes some energetics. And yes, it takes some skills, which we're going to talk about. And it takes some trust and surrender because part of this is like you have to release some of the timing of things. But you can do this. It's being aware of who you're working with. So when I read The Prosperous Coach, I wasn't a business coach. I was a life coach.
And so when I was thinking about mindset and I was working with a lot of stay-at-home moms or college students or people who are newlyweds, it wouldn't have made sense for many of them to pay me $3,000. But what I asked myself is who would this make sense for? Who would want to pay $3,000 for coaching? And what I realize is like some people have money, but they don't have anything else.
They had the career or their husband had the career or they were independently wealthy or whatever. And the coaching that I offered was different. It was like mindset-related. It was relationship-related. It was creating what you want in the world, learning how to have good boundaries with yourself, learning to honor your desires. And they traded money to get something more valuable to them. And so it doesn't matter what niche you're in.
It's finding people who want to pay for what you have because it is more valuable for them to get what you have or what you teach or what you coach on or what you share or what you do with the service or what you create than having the money. And so that exchange is what business is about. But I think the problem is many of us look at the industry average or you look around at what your friends are charging or what you see on other people's websites.
The mistake that I made and see my clients make sometimes is like you'll ask like your family members what you should charge. And unless they're your ideal client, that doesn't make sense. And I would even make the case like most of your family members are ideal buyers for you. And so we want to innovate and choose our pricing and line up our offer with our ideal buyers, not people that are our friends because they don't necessarily know what it's like to be your ideal buyer.
And so when we think about pricing, when we think about raising our prices, when we think about selling expensive things, we want to think about the right person, the person who has the cash or will create the cash, who values what you sell, who loves what you sell, who has already spent money on what you sell, and you're their next investment or their next purchase. And so part of this work is changing your beliefs.
And so when I was reading, you know, The Prosperous Coach and starting to like really ponder and decide what kind of coach I wanted to be, I remember realizing like I want to be the kind of coach that you spend a year with me or more and your life is never the same. And when I had that awareness, I was like, I cannot charge $600 and that be how I create the experience.
Because at $600 a month, I was constantly marketing, trying to find new clients, trying to learn new skills, trying to make ends meet. And so to be a transformational coach, I needed the space to think, to read, to overdeliver, to spend quality time with my client, to feel like my client was enough. And I realized it also needed to be reflected in my price. If I'm saying I'm creating a life-changing transformational experience, it does not make sense to price it low.
It makes sense to price it high value because the words that I'm using to describe what I do are high value. Some of you really need to hear that. Because what you do is transformational, but your price is a mismatch. And so there's this alignment that happens when you line up your value, who you work with, your belief in your value, where you like actually believe that your value is impactful and worth investing in, and the process of creating these clients, which like that is probably too deep for this conversation. That's what I do in my programs.
But making sure that your marketing, that your sales process, that your offer is all lined up with the kind of buyer that you want to serve is half of the battle. It's half of the equation. The other half is your internal state, your energetics, your mindset, your beliefs, the way that you approach the conversations, the way that you build relationships, the way that you ask for money.
And so one of the big things that I actually made sure to write down before I started recording was you have to reframe the timing if you want it to feel magical versus forced. Because some of you, myself included, I have learned from people who teach a lot of tactics that don't necessarily align with me. I don't love overcoming objections, as an example. I don't think people who do overcome objections are bad. I just don't like it. I don't like how I feel.
Well, if I were to study how to make something happen in my timing, I'm going to do things that feel forced, like overcome objections. And so what I've learned, and this is where lighthouse marketing and being a lighthouse really bloomed for me, this concept, because I trust my client's timing so much that I don't overcome objections. I don't do hardcore sales. They reach out to me when they're ready. I sell expensive things that way. It's through a conversation.
It's through a relationship. It's through value. And so I want to share that because some of you, it's like, yes, like you want to raise your prices, but then you try to control the timing. But you're trying to have a magical experience while you do it. And for those of you who care about like a synchronicity, a magical feeling, right, like where it feels aligned, you have to drop your timing and trust the client's timing, which is a huge shift.
And so that comes to a concept that I've taught many times throughout this podcast, which is needing nothing. It is very difficult to sell expensive things in integrity when you need something. And so part of the inner work is like, what do I need to need nothing? What kind of cash do I need to have so that I don't need these big sales?
Because when you need a big sale, the energy changes and the person changes and what you ask for changes and like the whole dynamic, how you create it changes. And I am saying that because I've been there. I've created clients when I thought I needed it. And the relationship was different because it wasn't on their timing. When I create space for my clients to reach out to me and their timing, they are already a yes before we get on the call.
They already know that they want to work with me. They already have the funds ready or they are going to create the funds. They know my philosophy, they know my frameworks, they know my personality, like there's already resonance. And so I don't have to overcome objections. I don't even really need to sell them. We get on a call and it's confirmation of something that they already feel and know. But the trade-off of that is like, I don't force anything.
I really trust people to come to me when they're ready. And so I make calls to action. You've heard it on the podcast, right? If you're looking for a one-on-one coach who combines energetics, mindset and strategy into business coaching and cares about alignment and your values, we should chat. You know what I do. And so many of you have listened to this podcast for a long time and we're working together and it's great.
Some of you listen to this podcast and you just joined the vortex. Some of you have listened to this podcast and you've never paid me and that's also okay. I believe in lighthouse marketing, but that I learned because when you sell expensive things in this way, because there's other tactics out there, I'm not pretending that there's not like high pressure sales is very real and very effective. Some of the tactics that I've learned from people through the years, like they work.
I'm not arguing that they work, but what I've always cared about is how I feel when I'm doing a tactic. And so high pressure sales never really landed with me. I wanted it to feel like an aligned hell yes. I never want it to feel like, I don't know. And then like pound them into submission until they pay me money. Like that never felt good to me. So I trust my clients. No, that's the trade-off of timing. And I share that because that's my personal philosophy.
If you do something different, it's okay. If you really like the idea of high pressure sales, it's okay. But if you listen to this podcast and you resonate with non high pressure sales, there is a trade-off, which is it doesn't always work instantly. It doesn't always work on your agenda or your timeline. And so there is this element of surrender and trust, which is why the conversation of energetics becomes so relevant.
When you are an energetic match for the clients you say you want, you don't need them. You're already experiencing having them. You're open to them. You feel their presence. It's so different than when you try to force something to happen. The next thing that I'll share is believing in your value. It's one thing to offer value. It's a whole nother ball game of valuing your value or believing in your value.
And so one of the exercises that I think would be useful for all of you to do is to cascade your value. So if I were to do this on a piece of paper, I would write a client and make a circle around it. It's like my client circle. And then I write their family, their kids, their marriage, their business, their spirituality, their physical fitness, their finances, their fulfillment, their impact in the world.
And I would create all these other little bubbles that are connected to my client. And I would focus on like how my work with my client impacts all of those things. And if you want to take it another step further, so you have your client in the middle line, another bubble, like family life or kids. And then you draw a circle around kids and then you draw another bubble. How does it affect their kids friends? How does it affect their kids education?
How does it affect their kids relationship with their parents? You can get very detailed. I love to imagine this stuff because I know I don't just help my client with their business. That's one aspect. I help my clients with their clients. I help their clients with their teams. I help their clients with their content creation, help my clients with their family relationships, which impacts their relationships. Right. And the ripple effect becomes pretty great.
But many of you are unaware of that. You have forgotten how impactful you are when you work with a client in a highly transformational container, whether that's VA work, whether that's coaching, whether that's teaching, whether that's art, whether that's branding, whether that's doing service, whether that's creating websites, it doesn't matter. The ripple effect of what you do can be pretty drastic when you write it out like this. So that's my encouragement for you. Actually do that work. Write it down.
See the cascading value of who you are in the world for each client, because when you can see it. And for me, that statement that resonates so deeply, which is like, I want people to spend a year with me and they're never the same. That means like I'm believing in the value that I create for my client, knowing it's going to have a cascading effect in their relationships, in their finances, in their business, in their relationship with God, and how they show up in their community and their mental well-being and what they create in the world and the impacts that they have.
Like it just keeps going. It's a ripple. And so it's like, yeah, it's expensive because who else does this? Very few people. And so I know the value that I bring is transformational, is unique, but you have to do that work for yourself. I've done this work about believing in myself and knowing I'm an integrity, knowing that there's a genuine ripple effect of value when a client works with me.
And so when you want to sell expensive things, what is the cascading effect of your value? Write it down and then draw it out. See how it impacts your client's family and your client's business and how that impacts more people because it becomes undeniable. And when it feels undeniable, sales become a lot easier. That was another tool.
So some of the tools, just to recap what we talked about, duality surfing for the energetics, reframing the timing, finding the right person, the right offer, the right timing for the person, and then cascading your value. The next concept that I want to share is the thousand dollar cheeseburger concept. And it's a frame that I got from Rich Litvin, I would say one of my mentors for sure.
And he shared this on his podcast where he was like in Hawaii and he sees this burger shack and on their menu is like this thousand dollar cheeseburger. And he's like, does anyone ever buy that? And the owner was like, yeah, sometimes I might give him champagne and whatever. And Rich had like this aha moment that he could have that in coaching.
And when I think about that impact of that in my business, because what's funny is, is like I used to throw out prices as a thousand dollar cheeseburger thinking they'll pick something else. Some people started to say yes. But because my energy wasn't like, I need this to work. This has to work. I'm going to not eat if this doesn't work. That's not the purpose of a thousand dollar cheeseburger offer. It's to expand you and your client. And sometimes people say yes.
And so when I think of a thousand dollar cheeseburger offer, this is an offer so far beyond your typical offers. Like if you typically charge five hundred dollars a month, this offer would be like three thousand dollars a month. If you typically charge ten thousand dollars for coaching, this offer could be like 30 or 40 or fifty thousand dollars. It's something so beyond the norm that it feels like you cannot predict how. And that's the world of potentiality.
I talk about the law of potentiality and entrepreneur energetics. Another plug. When we're in the realm of potentiality, we start creating things we've never created before. If you don't have a thousand dollar cheeseburger offer right now, I recommend you do just have it on your menu of whatever you offer and see what happens. You can't need it to work.
And that's why it's such an energetics related concept, because the thousand dollar cheeseburger, you're not selling it because you have to sell something. It's just on your menu. And so try it. Try it. The last thing I'll share before I hop off and go get my kids from school is to solve bigger problems. When you can solve bigger problems or more complex problems or more unique problems, people pay you more money.
So this idea came to me because I was talking to my sweet grandmother about what I do. She's my mom's mom. And she's like such a sweet lady. She's not tech savvy. She doesn't understand what I do. She thought I built websites for people for a long time. And I love her so much. And when I was trying to explain what I do, I started to feel pretty strongly about what I did. I didn't even realize like the way that I was explaining it to her.
I was like, I solve problems very few people can solve. I am a personal coach for entrepreneurs, which means I can do life coaching, business coaching, mindset coaching, energetics, money mindset. In the same conversation with clients, I'll talk about their marriage, their bank account, their launch, or a relationship with a family member, the client that they just signed, or a client boundary issue, or how to articulate a price change. All of that is what I do in one-on-one.
Creating your dream life, how to fund your dream life, how to make powerful decisions, how to articulate your decisions to your loved ones, how to have your own back, how to believe if no one else does. All of these things are things that I do that very few people can do. I do something different than a therapist. I do something different than just a life coach. I do something different than just a business coach. I combine it all.
Many of you guys have niches like this that are very unique and amazing. But how convicted are you that it's super valuable and unique? As I was talking to my grandma, I realized like what I do for my clients, very few people can do for them in their life, which is why they pay me a lot of money. And I'm grateful for that. But I also have learned the skillset that I'm talking about in this episode, the energetics and tactics of selling expensive things.
I have the right fit clients for 101 who I solve specific big problems for them. Together, we co-create better future for them and their family and their business. And so many of you need some more like power behind your words and what you do, because I think you're still questioning it. Anytime we're wondering if it's working or wondering if we add value. I shared this with a client recently. Instead of a question mark, you have to see it as a period.
What you're actually saying is, I don't add value. So when you wonder, I wonder if I'm adding enough value. What is actually happening in your mind and your body is that you are believing you're not adding value. So you're going to have a very difficult time selling something because no one wants to be unethical. No one wants to scam people.
And so you have to believe in what you do so much and have that compelling energy that, you know, people are better when they hire you. That is how you sell expensive things. Their life is better because they paid for it. They are better because they invest in it, not worse. If you are worried about their life getting worse, you're not going to sell it. And so my encouragement to you is one, do that cascading value tactic like a exercise.
The second thing is getting used to saying your number out loud, like say it out loud in the shower, say it out loud to friends. When people ask you what you do and you're explaining it, like share the price, practice saying it so that it rolls off your tongue. If it feels charged, do duality surfing, join the vortex and go through quantum play. And if you went through quantum play, hopefully you're doing it and living it still. Solve bigger problems.
Release your need to control the timeline and trust the timing. Put a thousand dollar cheeseburger on your menu, whatever you do. See what happens. See how it expands. You see how it helps you live into new possibilities. This can change so much for you guys. So I hope it was useful. If it was, I would love to hear a DM from you.
I love hearing when things resonate and if not, it's okay. But I really do love seeing your names pop up in my feed. So okay, that's all I have for you. Thank you for listening. Thank you for your time and attention. If it is useful to you, it is useful to a friend. So I would appreciate if you shared. I will talk to you soon. Bye.
