There are a lot of highly specialized jobs in sales and marketing.<\/p>\n\n\n\n
It used to be that the most specialized person on the team was the one in charge of PPC or SEO, but as sales progressed more specializations started popping up.<\/p>\n\n\n\n
One job that\u2019s making the rounds is a \u201chigh ticket closer\u201d.<\/p>\n\n\n\n
So, is it just a new fad or is it someone your organization can\u2019t live without?<\/p>\n\n\n\n
In this article, we take a look at what exactly high ticket closers are; if you need them in your organization, and what makes them different from your regular closer.<\/p>\n\n\n
Think of a high ticket closer like a “master negotiator”.<\/p>\n\n\n\n
Someone you rely on to make sure you get the deal.<\/p>\n\n\n\n
Got a solution that you want to sell for $10,000? <\/p>\n\n\n\n
Then you\u2019re probably going to want to take a look at hiring high ticket closer.<\/p>\n\n\n\n
One of the biggest defining factors of a high ticket closer to regular closers is the value of the solution.<\/p>\n\n\n\n
High ticket closers deal with high-priced solutions and services.<\/p>\n\n\n\n
Here\u2019s the other difference.<\/p>\n\n\n\n
A high ticket closer relies on leads coming through a pre-sales call approach.<\/p>\n\n\n\n
This means there\u2019s a lot of value attributed to brand awareness, retargeting campaigns, organic connections, LinkedIn marketing, and passive lead generation.<\/p>\n\n\n\n
Why do they do this?<\/p>\n\n\n\n
In three words: because it works.<\/p>\n\n\n\n
People don\u2019t like being targeted and hard sold on solutions, no matter how much they\u2019re needed.<\/p>\n\n\n\n
They\u2019re probably exposed to hard sells everywhere from their desktops to the supermarket.<\/p>\n\n\n\n
The best way to sell has always been to take a softer and organic approach that aims to build long-term connections that are built on trust and rapport.<\/p>\n\n\n\n
High ticket closers are also well-versed in specific industries.<\/p>\n\n\n\n
They automatically know how to deal with different ideal customer profiles, and have a deep technical understanding of the solutions that they sell.<\/p>\n\n\n\n
For example, a high ticket digital marketing closer won\u2019t just know how to deal with different prospect personas, but they\u2019ll also be able to dissect the prospect\u2019s business and how specific solutions fit in.<\/p>\n\n\n\n
These are the same strategies that we use over at BAMF for all of our clients.<\/p>\n\n\n\n
We choose to build real relationships using proper nurturing. This doesn\u2019t just have the net effect of higher conversions but also a chance for organizations to increase the number of leaves they have coming in.<\/p>\n\n\n\n
Lead qualification methods and frameworks<\/a> you need to know today!<\/p><\/blockquote>\n\n\n\n
Who Hires High Ticket Closers?<\/strong><\/h2>\n\n\n\n
Apart from B2B companies being the most obvious choice, they also cater to influencers, digital marketers, and other thought leaders selling high-quality, expensive solutions.<\/p>\n\n\n\n
For instance, influencers that also market their own solutions need high ticket closers that understand their products and can act as their double when taking sales discovery calls and the like. They will also be dealing with a lot more custom solutions at higher prices, so their expertise will be needed.<\/p>\n\n\n\n
We\u2019ve also seen high ticket closers work in B2C for high-ticket items that require someone who\u2019s both great at working with a particular target customer profile combined with specialized knowledge on a product.<\/p>\n\n\n\n
Look at it this way, if you have a premium product that\u2019s priced over $3,000, then it\u2019s probably time to look at hiring a high ticket closer.<\/p>\n\n\n\n
Can a High Ticket Closer Function on Their Own?<\/strong><\/h2>\n\n\n\n
Not really.<\/p>\n\n\n\n
High ticket closers usually function as part of a specialized sales team.<\/p>\n\n\n\n
To make sure that your dad generation is running at high efficiency, you’ll have a mix of marketing people running campaigns, appointment setters doing lead qualification, and the high ticket closer who does a lot of the coordination with the rest of the team.<\/p>\n\n\n\n
But, here\u2019s what.<\/p>\n\n\n\n
This doesn\u2019t mean that you\u2019ve got to go out and hire yourself a whole new team or add to your existing lineup.<\/p>\n\n\n\n
You can pair up an appointment setter with a high ticket closer or they can be paired up with a general marketing teammate.<\/p>\n\n\n\n
A high-ticket closer is a specialized position that works better if they don\u2019t have to run around doing other tasks.<\/p>\n\n\n\n
However, you\u2019ll find that most high ticket closers are pretty adept at doing a lot of things.<\/p>\n\n\n\n
So, What\u2019s a Regular Closer Then?<\/strong><\/h2>\n\n\n\n
\u201cCloser\u201d is a blanket term for people that you send out to make sure that a deal goes through.<\/p>\n\n\n\n
They are usually the last people on the lead generation team that deals with a prospect before they become a client and get assigned concierge or a customer service rep of their own.<\/p>\n\n\n\n
A high-ticket closer will probably have more specialized experience in one particular industry than be a generalist.<\/p>\n\n\n\n
But, this isn\u2019t often the case.<\/p>\n\n\n\n
There are a lot of high ticket closers that are specialists in multiple industries because it\u2019s highly likely that they got firsthand experience in other fields.<\/p>\n\n\n\n
When Should I Hire One?<\/strong><\/h2>\n\n\n\n
Hiring a ticket closer is no joke.<\/p>\n\n\n\n
It costs money and they\u2019re rarely out of a job.<\/p>\n\n\n\n
However, high ticket closers are seriously worth considering if you find yourself:<\/p>\n\n\n\n
- facing low conversion rates with your current closers after switching out strategies and scripts.<\/li>
- launching a new product that\u2019s expensive and highly technical.<\/li>
- switching to a fully organic campaign that relies on high ticket closers to make sure that leads also \u201cnaturally convert\u201d<\/li>
- expanding to a new industry that requires a specialist marketer.<\/li><\/ul>\n\n\n\n
These scenarios are highly likely no matter which step you\u2019re in your business, so they\u2019re definitely worth the consideration.<\/p>\n\n\n\n
Find out how you can get better conversion rates with our sales script template<\/a>!<\/p><\/blockquote>\n\n\n\n
Hiring a High Ticket Closer<\/strong><\/h2>\n\n\n\n
If you thought hiring a great closer was hard.<\/p>\n\n\n\n
Then, hiring a high-ticket closer is even more difficult.<\/p>\n\n\n\n
You can use the classical approach of using word-of-mouth to find your next closer, and if you have the budget, you can ask a headhunter for help.<\/p>\n\n\n\n
However, there are still a couple of tricks that you can use.<\/p>\n\n\n\n
First off, a lot of high-ticket closers might not even label themselves as such. So, try to broaden your search to regular closers.<\/p>\n\n\n\n
However, make sure you look for the following characteristics.<\/p>\n\n\n\n
- Technical knowledge in the specific industry you\u2019re targeting<\/li>
- Experience<\/li><\/ul>\n\n\n\n
This should narrow down your search.<\/p>\n\n\n\n
Second, you\u2019ve got normal freelance job platforms to search in such as Upwork. We would strongly advise places that only specialize in short, project-based work like Fiverr.<\/p>\n\n\n\n
You want someone who can stay in your team for a while\u2026especially if they are really good at what you do.<\/p>\n\n\n\n
Since we specialize in LinkedIn marketing<\/a>, there are a lot of great closers on LinkedIn and you just have to flush them out.<\/p>\n\n\n\n