7 Steps To Increasing Your Medical Aesthetics High Ticket Sales

Summary

In this episode of Dory Talks, Dori Suka, founder of Inspiration Management, outlines the seven steps to increase high ticket sales in medical aesthetics. From understanding sales perception and positioning your business as an expert, to presenting high-ticket programs with success stories and enticing offers, Dori covers the essentials for building trust and encouraging purchases. Emphasizing the importance of professionalism, preparation, and delivering on promises, this guide is designed to help medical practices boost profitability and create lasting client relationships, ultimately leading to a triple win for clients, teams, and business owners.

Takeaways

• 😀 Understand that selling is a key element for success in high-ticket medical aesthetic programs. It’s about recommending and helping clients, not just pushing a sale.
• 😀 Position your medical aesthetic business and team as experts in the field. Clients are more likely to invest in your services if they trust you as professionals.
• 😀 Be well-prepared before meeting with potential clients. Gather information about their lifestyle, profession, and online presence to better tailor your approach.
• 😀 Present high-ticket programs with professionalism. Use branded materials and control the conversation to showcase the value before discussing pricing.
• 😀 Use success stories and social proof to build credibility and overcome objections. Share client testimonials, before and after pictures, and emotional success stories to strengthen your pitch.
• 😀 Create urgency with enticing offers that compel clients to make a decision on the spot. Don’t let them walk away without committing to your program.
• 😀 Always under-promise and over-deliver. Make sure that clients are consistently satisfied with their results and experience, which increases the chances of referrals and long-term business.
• 😀 Emphasize the benefits of the treatment, how it will improve the client's life, and the specific results they will achieve, rather than just focusing on the cost.
• 😀 Control the conversation when discussing pricing. Don’t just provide a price when asked—give a range and ensure the client understands the value before quoting the cost.
• 😀 Focus on a triple win: ensure that both the client, the team, and the business owner succeed. Happy clients lead to better reviews, repeat business, and referrals.

Q & A

What is the primary goal of the seven steps for recommending high ticket sales?

The primary goal is to increase profitability and success in the medical aesthetics industry by effectively selling high-ticket programs, using a combination of expert positioning, professional presentation, and strategic offers.

How does changing the perception of sales impact your approach?

Changing the perception of sales from something negative to a positive experience allows you to approach clients with a mindset of genuinely helping them, positioning yourself as an influencer and expert in the field.

Why is it important to position your medical aesthetic business as an expert?

Positioning your business and team as experts builds trust with clients, increases their confidence in your services, and ultimately leads to higher sales as they are more likely to invest in high-ticket programs.

What role does preparation play in closing high-ticket sales?

Preparation is key to building a strong relationship with potential clients. By researching and gathering information about them through fact-finding forms, you can tailor your presentation to their needs and increase your chances of a successful sale.

How should you present high-ticket sales to clients?

When presenting high-ticket sales, focus on presenting the value first, then introduce pricing once the client understands the benefits. It’s important to control the conversation, remain professional, and use quality marketing materials.

Why is using success stories and social proof effective in high-ticket sales?

Success stories and social proof such as before-and-after pictures provide credibility, emotional appeal, and assurance to the client that your high-ticket program delivers the results they are seeking.

How can creating urgency help close a sale?

Creating urgency with an enticing offer motivates the client to take immediate action, reducing hesitation and encouraging them to commit to purchasing your high-ticket program right away.

What does 'underpromise and overdeliver' mean in the context of high-ticket sales?

'Underpromise and overdeliver' means setting expectations that are achievable and then exceeding them. This builds client satisfaction, encourages repeat business, and leads to positive referrals.

What are the benefits of having a strong relationship with clients after the sale?

A strong relationship fosters client loyalty, leading to more referrals, positive reviews, and higher lifetime value. It can also help clients become long-term members who continue purchasing high-ticket programs.

What is the 'triple win' mentioned in the script?

The 'triple win' refers to ensuring that the client, the team, and the business owner all benefit from a successful high-ticket sale. This creates a mutually beneficial relationship that drives success for everyone involved.