Raise Your Rates! This Is How You Sell at $10,000+ [Raising Prices, Part II]
From $1 to $10,000+: The Anatomy of a Pricing Breakthrough
If you missed Part I, The Science of Getting Paid More, go and read that first (it’s free)
People don’t pay you $1,000 because your webinar slides sparkle. They pay because they trust you won’t make them look like a fool to their spouse when the credit card bill arrives.
That’s it. Pricing is risk management in disguise. And if you think trust is just about a slick funnel or some testimonials slapped on a sales page, you’re already losing.
Trust is personal. It’s messy. It’s built over time, not with tactics, but with the guts to show people who you really are. High-ticket sales aren’t won in the pitch—they’re won in the months (or years) before someone even considers pulling the trigger.
Part II in our Raising Prices series is here, and we’re pulling back the curtain on what really makes people reach for their wallet when the stakes are high. Spoiler: it’s not your deliverables. It’s you. Let’s break it down.
In Today’s Newsletter:
Raising High-Ticket Prices: What Really Matters
Why Time Matters
How Trust and Influence Drives High-Ticket Sales
The Trust Hierarchy, Step by Step
Payment Tiers by Connection Level
How to Infuse “You” Into Your Content
The Real Question: Will They Respond?
🎙🎧 Podcast discussion on today’s topic
Raising High-Ticket Prices: What Really Matters
When you’re charging $5,000, $10,000, or even $50,000+, it’s no longer just about the product or service. Buyers are making their decision based on you.
Here’s the key:
WHO you are determines the perceived risk.
The less risky you seem, the more they’ll pay.
This is why building a relationship with your audience is non-negotiable. But—and this is critical—it’s not about the relationship you have with them. It’s about the relationship they have with you.
They might feel connected to you even if you’ve never spoken directly. This is why celebrities can demand such astronomical fees—their audience feels like they know them, even if it’s entirely one-sided.
Why Time Matters
The longer someone has been familiar with you, the more likely they are to trust you. Familiarity reduces risk, and reduced risk unlocks higher price points. Buyers who have followed your journey over time will believe in your ability to help them because they’ve seen your success play out.
This is why it’s essential to consistently show up, share your expertise, and let people see who you are and what you’re about. Over time, this familiarity compounds, making it easier for people to trust you with larger investments.
How Trust and Influence Drives High-Ticket Sales
Generating leads, nurturing relationships, and converting high-ticket offers isn’t a random process. It’s guided by a hierarchy—a structured progression that determines how deeply someone trusts you and, ultimately, how much they’re willing to invest in you.
Understanding and leveraging this hierarchy can shorten the time it takes to build trust and increase your ability to charge premium rates consistently. Here’s how it works: