Krista Mashore
HIGH TICKET SALES
The Before
Did you know that over 87% of realtors fail in their first 5 years?
As entrepreneurs, we know that starting your own business can be downright exhausting. Krista Mashore made it her mission to change this for her people..... realtors. She coaches realtors on how to grow their business the right way...... with digital marketing.
Krista is in the top 1% of realtors nationwide, selling over 2,000 homes and counting. After dominating the realtor world she turned her attention to sharing the secrets to her success through her writing, coaching, speaking and training.
Most importantly, she believes in people over things and wanted to help more people without overloading her already busy schedule.
See for yourself the strategies and key takeaways we added to Krista's digital coaching business to create amazing results for her business.
The Details
Krista already had experience with digital ads and marketing (as this is what she taught her clients).
She just wanted help growing her audience and scaling her ads without an increase in cost per application.
The price of her coaching course is $2,300 and we began our work with the first step of The Hirsh Process.... STRATEGY.
Using data from her past launches we saw what her average conversion rate and cost per lead rates were. With her monthly sales goal in mind, we worked backwards and we determined how many sales she would need, then how many applications she would need to meet those sales goals.
Then came the fun part!
FREE TRAINING AD
FREE TRAINING AD
FREE TRAINING AD
FREE TRAINING AD
The Strategy
To scale Krista's ads without increasing her cost per coaching application, our team created multiple lead generation offers to get potential customers interested in her coaching course.
Krista and the Hirsh Team asked ourselves what obstacles do new realtors struggle the most with and what can we offer them that would provide immediate value. We researched chat rooms, articles, and websites where new realtors hang out. Using our findings and Krista's expert knowledge of the industry we came up with the perfect giveaways.
Lead generation giveaway #1:
A free book to show realtors modern processes needed to get more leads and save them time running their business.
Lead generation giveaway #2:
A free video training where Krista teaches current trends in digital marketing that realtors need to use in order to be successful in 2020.
Lead generation #3:
We tested running ads without a giveaway to warm and cold audiences. The ad sent users straight to the application page. A key component was that the page has a huge amount of testimonials that build immediate trust with customers.
We also implemented a retargeting ad strategy that sent each user an ad based off of their specific actions, such as watching the webinar, but not signing up for an application.
The closing on this campaign was one that Krista would never forget....
STRAIGHT TO APPLICATION AD
STRAIGHT TO APPLICATION AD
STRAIGHT TO APPLICATION AD
STRAIGHT TO APPLICATION AD
The Results
Takeaways:
Unique Giveaways Are A must
It’s easier than ever to send people content online. This means your target audience won’t respond to even a small commitment unless it’s something that is going to truly help them.
The benefits of your offer have to be obvious AND unique. It can’t be the same as other offers in the market. Really dig in to your audience’s pain points and obstacles. Research what their struggles are and then don’t be afraid to test multiple giveaways.
High Ticket Requires A Different Strategy
With high ticket offers remember that you are asking for a bigger commitment in the form of money. This usually means that you need more trust from a customer before they are ready to buy.
To gain this trust focus on valuable content and social proof. Plan for longer and more in depth nurture sequences. Include social proof of other people who are just like them that had success with your offer. This is key to selling high ticket.
Know Your Numbers
We knew that in order to meet Krista’s sales goal we could afford to pay a max cost per application of $200. We tracked all of our numbers across the multiple funnels and made sure we never went over that number.
We were ultimately able to achieve a lower cost per application but knowing our max gave us the exact metrics we needed to hit in her funnels. This also told us exactly where we could scale and where we needed to scale back.