The Power of Email: Selling A High-Ticket Offer Without Sales Calls

Today we discuss selling without sales calls. Sales calls aren't always necessary for selling high-ticket coaching; a well-crafted offer and strategic email communication can often be more effective. 

We've discovered that by shifting from traditional sales calls to email-based conversations, coaches can sell $1,000-$2,000 programs more efficiently while maintaining strong conversion rates.

• A dialed-in offer is the foundation – clear promise, clear path, clear reason to act now
• Story-based emails that shift beliefs are more powerful than calendar links
• Conversations still matter, but they can happen via email rather than calls
• Email replies indicate higher intent than scheduling a sales call
• Your offer should focus on outcomes and results, not processes and tasks
• Tag people who reply to your emails and have a systematic follow-up process
• For $5,000+ offers, sales calls might still be the most effective approach

Join my new free email marketing skill community where I teach live training every week on writing emails that generate sales.

Click here to access my new free community & course on writing story-based emails using the 5 Lever Framework. 

👉 https://www.skool.com/scalable-coaches-6865

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Chapters

• 0:00 Why Sales Calls Aren't Always Necessary
• 3:20 The One Thing You Need To Sell Via Text
• 9:08 How Email Replaces The Sales Call
• 13:20 Generating Replies and Following Up
• 15:19 The Three-Step Implementation Plan

Transcript

Speaker 1: 0:00

Welcome to Unbox the Inbox with me, your host, gary Redmond. On this podcast, you're learning how to grow your online business using the power of free and mostly automated email marketing, and we'll hopefully have some fun doing it too. I'm a co-founder of BusterBoxcom and also a mentor and coach helping founders like me and you create their dream life through their online business. So on this week's episode, I wanna talk about how to sell high-ticket coaching without sales calls and just you put by just using email, okay. So if you hate sales calls, then this episode is for you, okay. And if this is, I am also one of the people who would fall into the category of hating sales calls, and different times on my business journey I have not been taking them. I have been taking them. I mean, they're certainly been useful in the beginning, when you're first learning your offer and you're not exactly sure in your positioning. But nowadays, you don't actually need to be on the phone all day to sell high-ticket coaching. You just need to have a clear offer and you need to be able to get into conversations with people. So today I'm going to show you exactly how I and my clients sell premium coaching offers without a single call, just by using email or, in fact, dms. In fact, we still do need a conversation, which I'll cover in this episode, but we don't need to have it on a call. So I want to tell you a story, though, before I dive into this episode. When I first started coaching subscription box founders in my previous coaching guys, basically I invested in a coach myself. I bought a course and it was quite good. It helped me a lot with figuring out sort of you know the transformation, building the community and things like that and before you ever try and launch your course. But when it got to the part around sales, I ended up having like a one-to-one call with the creator of the course and he was like, okay, yeah, so you know you've got a, you've got a $1,000 course and you know for you to get and to get the 10k a month you know you probably want to, you know you want to take about and let's work it out here. He was like, okay, so you want to get 10k a month, need 10 sales a month. Usually you convert about 30% of your sales calls, or 50% if you're really good and I was like oh, okay, so wait a minute, you're saying that I need to do between 20 and 30 sales calls per month in order to get 10k a month. And he's like yeah, and I was like fucking hell, like I don't have time to do that, like I'm I'm running BusterBox as well, like, oh, this is a side gig for me. I didn't say this to him, but I was like thinking in my head like that ain't gonna work. That actually kind of kicked off a lot of different things for me and a lot of exploration and in terms of finding other ways to sell to people or sell my services without doing one by one sales calls. Okay.

Speaker 1: 2:41

Now look, a caveat here is if you have a $5,000 plus offer, then a sales call is probably still the best way to do it, because if you want to get a 25K a month, you need to get five sales. Okay, if you convert 30 to 50%, well then, you won't need to do 10 to 15 calls to get 25k. If you wanted to get 10k, like I did, obviously you only need two sales. So, and if you have. However, though, if you have an offer that's around a thousand dollars or less, or it's charged monthly, or it's charged weekly and it's still only around one to two thousand dollars. It may or may not be worth it for you in this day and age to get on a sales call, multiple sales calls per day or per week. Um, and even if it's even if it is worth it for you, it may not always be easy to do that.

Speaker 1: 3:28

Okay, and people just generally don't like to be on sales calls. As a as a person doing it, I didn't really like it, and as a person person on the other end of it, I also nobody really likes it too, you know. And of course, if done correctly, it's just a discovery call. There's no, I've never done any high pressure sales tactics. I said to anyone at the end of my sales calls look, I can help you if this is the right time, great. If not, no hard feelings, you know, fair enough, but still, it's a.

Speaker 1: 3:53

It's a thing that not everybody really jumps up in the morning and says they want to spend the day on sales calls. So that's just been my experience with it and my realization that in order to get my revenue goals for my business, I'd have to just basically become a fucking sales call. So it wasn't really one. It wasn't really gonna work for me. What I ended up doing was figuring out like webinars, figuring out like and launches and other ways to sell without actually having to get on calls with everybody, and they all kind of work. I guess one of the other mistakes I made was probably figuring out too many different ways instead of just finding another way and sticking with it, but that's a story for another podcast.

Speaker 1: 4:28

So, okay, so in 2025, like, I believe that the myth of you need sales calls to sell medium to high ticket is outdated. Okay, and because high ticket used to mean high contact, but now people are a little bit more independent. I do understand that there's been a trust recession, so, um, you know, we'll talk about how you can actually get and people to buy without jumping on a call with you in the next section of this podcast. Okay, but, um, you know, you don't have to have so much high contact for an offer between one and $2,000, in my opinion. Now, again, if you're selling $2,000, it's probably best to be broken up into four payments of 500 or 10 payments of 200 or whatever way you want to do it, and usually that's done over time. So that's kind of a coaching program. Okay, you can do courses and things like that as well, but that's generally an easier way to convince someone. But it depends on, obviously, the offer that you sell and whatever it is you sell to your clients.

Speaker 1: 5:22

The other thing is and this is something that I kind of mentioned earlier and why sales calls can be good for beginners is they can often compensate for a weak offer or unclear positioning. Okay, so if you're not exactly sure kind of who you're trying to target, but you know in general you can help people. Or if you're, if you're not really clear and confident in your offer and in a way that you could get it down in writing and then actually get people to say yes to it, then a sales call still may be useful for you. But if you're an advanced coach or you're trying to, you know, really scale your income, getting people one by one in a sales calls is usually a more difficult way to pull that off, because people don't really need a call. They just need clarity and they need confidence in you as a coach and they need a compelling reason to buy now. So that brings us to the one thing you actually need in order to sell via text, whether it's through email or whether it's through DMs or whatever and that's a dialed in offer. Okay, because your offer does the heavy lifting and the communication and the conversations just deliver it. Okay. So, um, your offer must include a clear promise Like what's the specific outcome you help someone achieve? Okay, so grow your business is not one of them. Add 10K to your bottom line with 95% profit margins in the next 16 weeks is one. So it's clear there's a specific timeframe, there's a specific number and there's a specific mechanism which is high profit as well.

Speaker 1: 6:53

The other thing you want to have is a clear path. Again, if, if you think about, if someone's trying to, if you're looking for, you know, guidance on how to cross a river, okay, and one person says to you you know, just go with me, I know the way, okay, whereas the other guy two people are on one side of the river and, and, and you're trying to help you get help to help. They're trying to help you get across. One guy just says follow me, trust bro. The other guy whips out a map and points to each of the stones that he normally stands on or that you can stand on to make it across the river. Okay, which one are you going to follow? Obviously, you're going to follow the person who has a clear path and a clear map of what to do and the steps to take, okay. So that's the same with your offer. So if you're promising a specific outcome and a clear promise and a clear path to actually get there, you're already halfway or more to getting the sale.

Speaker 1: 7:43

Okay, the other thing you need to do is to give a reason to act now, okay. So again, what are they going to get? How are they going to get there? But also why this and why now, okay. So why is your solution or your offer different to everybody else's? And also why is it important that they do? Why now, okay. So why is your solution or your offer different to everybody else's? And also why is it important that they do it now and again, this is going to be important to have, like bonuses and limited time bonuses, for example, some scarcity. So you maybe you have a limited number of spots or you have a deadline, or you close your spots on your deadline at a certain time of the month.

Speaker 1: 8:17

Okay, that's generally the ways you can give people a reason to act now. So it's better instead of telling people what they need to do as well with your offers, and this is a big tip here it's tell them what they'll get, assuming they've completed it. So instead of saying I'll coach you for eight weeks on your mindset, you say in eight weeks you'll walk away with your bulletproof mindset, so you can double your business in the next six months, okay. Or instead of saying you know, I'm going to teach you how to get clients through email and it's going to be in eight weeks, we'll double your client base by mastering email and marketing, okay. So just a little bit of a tweak in terms of speed. Talk about outcomes and results, not processes and tasks, okay. So how email can replace the sales call Okay. So generally, you can do this through two DMs Okay. I'm not really gonna cover too much of it today, but, again, if you get people into a DM conversation, you can clarify them and you can qualify them and clarify that they actually need your help. Then generally, if your offer is strong enough, you can just simply send them a Google Doc, okay.

Speaker 1: 9:26

But the way I generally do it is to send story-based emails that basically shift beliefs and draw attention to some of the false beliefs that your potential customers may have, or reveal insights that display that you know what you're talking about. So what do I mean? So I would send an email about how I used to think I needed to always get on sales calls in order to make sales and then, when I realized that it was you know, I learned that, you know, it was really just my offer wasn't strong enough or I wasn't clear enough on displaying the results that I could get for people. Then I no longer needed sales calls and since then, I was able to grow my business without ever having to sacrifice my life for it. So if someone reads that email and then they realize like, oh, I'm sitting here on sales calls all day and I hate it, and this guy seems to have a way of getting what I want without doing the thing that I don't want, well, that's gonna shift someone's belief and reveal an insight. Okay.

Speaker 1: 10:22

So the key elements of these emails and, by the way, when you shift key beliefs and false beliefs, that's when you shift key beliefs and, um, uh, you know false beliefs. That's when you prime someone to take action. Okay, and at the end of your email, you make them an offer to join your coaching or reply to you, or whatever. It is. Um, and that's the power of story-based email. So the key elements are storytelling and insight. So help people shift their beliefs. Help the reader shift their beliefs through stories and insights and then see the value in taking the next step, which is your offer. So you're displaying a difference between where they want to be and where they are now, and usually, if you're a good coach, you're basically saying I'm here now, I used to be where you are. If you want to leave that place where you are and come to me where I am, this is how you do that and you join my coaching. Okay, and your stories can display that. Okay.

Speaker 1: 11:18

The other thing as well is when you send these emails okay, you want to generate engagement? Okay, and generally the best way to do that is to generate a reply. Okay. So when you send emails out en masse instead of DMing people one by one, if you email your entire list, whether it's a few hundred or a few thousand people, it's all read by a single person at the same time, and then what you can do is you can basically get them to reply and when you've got them to reply, you've started a conversation, and we know that conversions happen in conversations. Okay, when you get into a conversation, you do the same thing. You can qualify people and you can send them your Google Doc and, again, if they're in the right buying frame of mind, having had their beliefs shifted, they will join your coaching without having to get on a call with you. So the final thing about this is you will still need to have conversations, but you don't need to have them on a call.

Speaker 1: 12:12

So when you ask people to reply to your emails that's the reason why we ask people to reply and not just to click a link and just sign up for your 500 you know, dollar a month or a dollar a week coaching is you want to be able to people. People have to raise their hand, okay, and then you have to. Basically, they reply to you and then you can essentially have the opportunity to follow up with them and also break down their objections the same way as you would with a sales call in terms of qualifying people, breaking down objections. But the conversation happens via email replies instead of via calls, so you have the opportunity to see when they raise their hand and then you can reply. You can reply, you can send them the Google Docs and the offer and then you can also introduce consequences for inaction via your follow-ups. Okay, so you know I'm closing my spot soon, or this is going away soon, or I'm gonna give you a free bonus if you join now, but it's only until next week. Whatever it is okay. So you wanna be able to, because it's a higher ticket thing, people will need to be followed up with, but doesn't mean it needs to be through a call, okay. So, yeah, again, like if you send a calendar link out or you try and book a call direct from your emails, it's going to be. It's going to be a lot lower friction if people just reply, um, and also it's higher intent and it's more scalable. And again, you have the opportunity to follow up with these hand raises. Okay, once you get them to raise your hand, your email has done, it's done its job and then the offer should do the rest. Okay.

Speaker 1: 13:34

So just a quick kind of plan here on how to apply this into your business. Number one I would say. Step one is refine your offer. Make sure you have a clear promise, a path and a clear reason to act now some. Step two start writing some emails, and that generates interest, shifts beliefs and invites replies. By the way, if you need help with this. I'm going to put a link to my new school community with a free course that's going to teach you how to write these story-based emails using the five believer framework. It's going to be in the description of this podcast, wherever you get your podcasts.

Speaker 1: 14:04

And step three is to ditch the sales calls calendar and just have the conversations and your follow-ups in your inbox. Okay, so it's a good idea to basically tag people or flag people, and step three is to ditch the sales calls calendar and just have the conversations and your follow-ups in your inbox. Okay, so it's a good idea to basically tag people or flag people when they reply to your emails and remember to follow up with them if they don't respond. When you send me your offer, okay, and, and yeah, so when you're, when you're sending your emails as well, just reply. You know, the call to action in your email should just generally be reply, a keyword okay, and then, and then when they reply, you can, you can send them your offer. Okay, and that's how you follow up and generate those hand raises, okay.

Speaker 1: 14:36

So a recap you don't need a sales call to sell high ticket coaching, okay.

Speaker 1: 14:41

You need a high converting offer and you need emails that build connections, shift beliefs and invite replies, and you need to ask people to reply to your email so that you can essentially mark them as a hand raiser and follow up with them as you normally would, and fight any objections in a conversation.

Speaker 1: 14:58

You will still need conversations, but they don't have to be on sales calls.

Speaker 1: 15:02

So if you want help building out these kind of email systems that sell your high ticket offers, or if you want to just get started in figuring out how to write emails that actually generate sales, please join my new email marketing skill community. There will be a link in the description of this podcast and you'll be able to join, and it's totally free, and I do a live training in there once a week as well. So if you want to ask me any questions, I'm really excited about this new community, guys, so go ahead and join. Whether you're a and whatever type of business owner you are, I'll be able to help you with your online business, and whether it's e-commerce, coaching, consulting and or you just want to learn about email marketing in general. It's a free community and I'm going to plan on making it very, very uh engaging, with lots of new content going in there every single week and live trainings every week as well. So, and I'm going to link it again, as I said below, and that's it for this week and I'll see you.