How to Get Internet Strangers to Buy From You
Five psychology secrets that will increase your high-ticket sales and melt objections as a solopreneur or internet founder
Sales is the #1 money-making skill I’ve learned in my career.
I’m an introvert who hates being on tons of calls, coming off as “salesy”, and following the high-pressure sales tactics lauded by most internet gurus.
But, I’ve figured out a way to:
Sell a $5k-10k/mo service
Attract clients with content
Turn followers into revenue
If you are a founder, solopreneur, coach, writer, or consultant — this post is for you.
Convincing internet strangers to part with their hard-earned money requires more than a strong offer.
You need a deep understanding of your ideal buyer’s psychology.
Here are five strategies to help you increase your high-ticket sales and overcome objections.
1. Show value, not price
“Price is what you pay, value is what you get.”
— Warren Buffett
The first step in making a high-ticket sale is shifting the focus from the cost of your offer to the value it provides.
When a potential client sees the price tag of your service, they might get sticker shock and immediately close themselves off to buying from you.
Instead, lead with the value of your offer.
Learn their dream outcome: most prospects have a dream outcome going into a sales call. Ask them what it is so you can speak to how your service will help them achieve it.
Show Past Client Results: Use case studies, testimonials, and real-world examples to show the tangible results your clients have achieved.
Transformation: Paint a picture of how their life will change after working with you. More money, time, and clarity. Less stress, time lost, fewer costly mistakes. Be specific
2. Show what your client has to lose (not gain)
People are 2x more motivated by the fear of loss than the prospect of gain.
This concept, known as loss aversion, is a powerful sales secret.
How do you apply loss aversion to your sales process?
Identify Pain Points: Understand the specific problems your potential clients are facing and what they stand to lose if they don't address these issues.
Paint a Vivid Picture: Describe in detail the negative consequences of inaction, making the pain of staying the same greater than the pain of change.
Before and after scenarios: show how their "before working with you" scenario comes with challenges and losses, and the "after working with you" scenario is a problem-free, desirable future.
3. Ask better questions to get them to “Yes”
If you are talking more than listening on sales calls…you’re doing it wrong.
How do you get prospects to __?
Talk most of the call
Reveal what they want
Serve the sale on a platter
The solution: better, open-ended, questions.
Questions that get the prospect to tell you details that YOU need to deliver the right solution for them with your service, product, coaching offer, etc.
The quality of your questions can make or break a sale.
Asking better questions helps uncover deeper needs and objections, guiding the conversation toward a positive outcome:
Open-Ended Questions: Use questions that encourage detailed responses and reveal valuable insights (e.g., "Can you tell me more about your biggest challenge right now?").
Clarifying Questions: Ensure you fully understand their needs by asking follow-up questions (e.g., "When you say 'better results,' what exactly do you mean?").
Commitment Questions: Gradually secure small commitments that lead to a larger "yes" (e.g., "Would you be open to exploring how this solution could work for you?").
4. Show the benefits, not the features, of your offer
Clients don't buy products or services.
They buy the benefits that your products and services provide.
To sell effectively, you need to translate features into benefits that resonate with your audience:
Speak Their Language: Use terms and examples that are relevant and meaningful to your potential clients.
Focus on Outcomes: Clearly articulate the positive outcomes your clients can expect from your offer (e.g., "You'll save 20 hours a week" instead of "This software automates your tasks").
Benefit Statements: Craft compelling benefit statements that link features to desirable results (e.g., "Our coaching program helps you double your revenue in six months").
5. Identify the 5x ROI for the buyer
High-ticket offers need to justify their cost by providing a significant return on investment (ROI).
The best rule of thumb: Show prospects how your offer can deliver a 5x ROI.
Example:
“My ghostwriting service is $5,000 a month. An investment that has earned our clients $10,000-$25,000+ in new monthly revenue.
If you have a legit service that helps your clients make money, at least 2-5x the cost of their investment of working with you…
Then you will have people lining up in your DMs to pay you $5,000 a month.
How to show prospects the ROI of working with you:
Calculate ROI: Provide clear, concrete examples of the financial and non-financial returns they can expect.
Use Metrics: Where possible, use specific metrics and data to back up your claims (e.g., "Clients see a 300% increase in leads within three months").
Personalize the ROI: Tailor your ROI examples to the specific needs and goals of each potential client, making it more relevant and compelling.
Recap for Memory
Show value before price
Show what they have to LOSE
Aske better, open-ended questions
Show benefits > features of your service
Identify the 5X ROI for the client
→ Did you find this helpful? Drop a comment with your questions.
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See you next week,
Anthony
How I can help you level up your online brand and business ↓
I ghostwrite for founders on LinkedIn at CREdigital.io
Scale your social media growth with my favorite tools Taplio (LinkedIn) and TweetHunter (Twitter)
Schedule a 1-1 brand clarity call with me here
Great breakdown Anthony
This piece nails the balance between practical advice and authenticity. Really enjoyed the insights on building trust online—it’s more relevant than ever. Thanks for sharing your playbook.