291 \\ HOT SEAT Q&A | The Ultimate Niche Test: How to Know If Your Ideal Client Is Right for High-Ticket Sales

Speaker A: So if you've ever invested in any sort of business coaching program or course or membership, probably one of the first things that you come across inside of that container is facing the question of who is your ideal client? What types of problems that uh, do they have? What types of desires do they have? And it, and it makes sense why that's one of the first things that you're confronted with because it's the foundation for which everything else is built on in your business. However, today's hot seat Q and A question is so spot on because this person asked how do you know if you've gotten your ideal client right? And furthermore, how do you know that you've gotten your niche right? So we're going to answer that question today. How to know if your ideal client is right for high ticket sales?

Speaker B: Let's do it. Are you an online coach who is sick and tired of working with wishy washy clients who never show up to do the work in your program and then are shocked when they don't get results? Are you beyond frustrated because you've been

Speaker A: been bending over backwards for your clients

Speaker B: only to look at your bank account and think to yourself, what the heck,

Speaker A: I'm one of the best in the industry.

Speaker B: I should be getting paid 10 times more than this.

Speaker A: Do you feel stuck because you're doing all the quote unquote right?

Speaker B: Marketing tactics like posting every day, showing

Speaker A: up in your Instagram stories, providing value,

Speaker B: but still, the only leads that ever slide into your DMs are the ones with never ending excuses like I want

Speaker A: to work with you but I can't afford it right now.

Speaker B: Maybe someday. Lame. Do you long to sign premium dreamy clients who don't even bat an eye at your high ticket prices and instead say send the invoice. Are you ready to set a new

Speaker A: standard in your business of five figure

Speaker B: cash, months, mind blowing client transformations and a spacious calendar with tons of time for your babies? If so, then you are in the right place. Welcome to the Bible's Babies and Business Podcast. I'm Cami Christian wife, mom to our miracle baby and high ticket sales, mentor to coaches all around the world. I went from making $100 my very first month in business to closing over 300,000 in sales using a high ticket strategy and even with a teeny tiny Instagram audience. And I'm on a mission to teach you how to do the same. You should know this isn't your average tickle your ear and make you feel good kind of show. I won't shy away from telling you exactly what you need to hear so you can become the powerhouse CEO you

Speaker A: were always meant to be.

Speaker B: I know you want to get paid like the brilliant coach that you are. Be a present, stay at home, mom

Speaker A: to your kids, take your family on

Speaker B: luxury vacations, Enjoy the finer things in life and watch your clients lives continue completely transformed by the work that you do. And I'm going to show you how

Speaker A: to have it all. I'm looking for the coaches who are

Speaker B: ready for consistent 10k cash months and beyond in their business. I'm looking for the trendsetters, the go getters, the early risers and the profit multipliers. I'm talking about the women who are setting a standard of becoming multiple six figure CEOs and building an empire that creates wealth for generations to come. Get ready to tune into episodes, teaching you how to rewire your brain for success, master the art of high ticket sales, negotiate like a pro through any

Speaker A: sort of client objection and apply biblical

Speaker B: principles to your business.

Speaker A: Because here we're all about Jesus. It's time to set a new standard

Speaker B: of success and completely shatter any limitations

Speaker A: you thought you had.

Speaker B: I'm Cami Wilkie and you're listening to the Bible's Babies and Business Class podcast. Let's make some money, honey.

Speaker C: I would love to know, how do you know if you got your ideal client right? I feel like every time I do a program there's always like questions about my ideal client and I always feel like I'm not really sure if I fully have it down. Um, and then also like your niche, right? Like, how do I know if I have my niche and my ideal client right? How do you know when it's right? And how do you know if what you're saying is actually resonating with them?

Speaker A: This is such a fantastic question because if you can nail this, answer this question for yourself. If you know in your deepest heart of heart who your ideal client is, who it is that you're called to serve, the problem that you are called to solve, and you can package that solution into a high ticket offer, you've got it made. Because the person that you're called to serve and the problem that you're called to solve is, uh, is what you're building all of your content on. It's what you're building your offer on. It's what you're building your entire business on. Now what I, what I wish I could give you is a clear cut. A +B equals C answer. However, that's not quite where you're going to find this answer to be because there are shades of gray to this. Um, however, I'm going to tell you what I know for sure and what you need to know for sure when it comes to pinpointing your idle client and your niche for a high ticket offer. Now, I want to emphasize that, that I am telling you this in the perspective of a high ticket offer. So if you are only selling low ticket, this may not be as relevant for you. If you're an influencer, this may not be relevant for you. But if you're a high ticket coach or you want to create a high ticket offer in your coaching business, this is you. So when you're wanting to sell a high ticket program, something that is priced at $2,000 or more, and you're narrowing down your ideal client and your niche, there are definite factors that you need to consider. And then I'll tell you at the end, you know, where does that shade of gray come in? But here are the things that are definite that you can absolutely be firm on. Number one is you need to solve a big and a painful and a in demand problem. Let's talk about that first word. A big problem. Here's why you need to solve a big problem if you're going to sell, uh, high ticket. People don't spend thousands of dollars to solve small problems. Small problems are solved by small price tags. Big problems are solved with big price tags. Okay? It is a direct, uh, uh, a direct correlation. Bigger the problem, the more likely somebody is to pay you a high ticket price tag for it. The smaller the problem, the more likely they are to want to spend less money to solve that problem. Let me give you an example of this. If I didn't, this might feel like a silly, a silly example. Uh, but if I didn't like the color of my natural lip color, if I didn't, if I didn't like my natural lip color and I wanted to brighten up my lip color because maybe it's going to go have some pictures done, that is a small problem. And I would be willing to spend maybe like upwards of like 15 to like go get a lip gloss or a lipstick that I like in order to solve that problem. Um, if I was feeling like, ooh, I think I just want like a little bit of a sweet treat on my way to wherever or if I'm feeling a little tired, that's a small problem. And so I might be willing to spend a to six, maybe, maybe even $7 on a latte through Starbucks to kind of give me a little, pick me up a little bit of a perk. Um, those are small problems that I'm willing to spend a small amount of money in order to solve. However, if I am solving the problem of where is me and my family going to live because oh, we're having another baby and this house is far too small, that's a massive problem that I'm willing to, to go and spend hundreds of thousands of dollars on, AKA get a mortgage, um, loan and go buy a house to solve that problem. Do you see the difference here? So if you're going to sell high ticket, you need to be solving big problems because people don't spend big money to solve small problems. Now I uh, want to emphasize the second word in that statement. Solving a big painful and in demand problem. Okay, let's, let's focus in on painful here. People are going to invest in your offer more because of their problems or their pain than they are their goals. Let me put it to you this way. Your ideal client has a problem and they have a goal. However, they are more motivated to invest in your program. They're more motivated to change their life because of their problem and they're trying to get away from their problem than they are, they're trying to run towards their goal. People most of the time, now this isn't everybody, but most of the time you're going to find that people are more motivated because they are influenced by a problem and they don't like the problem. Then they are motivated by the fact that they have a goal. Um, and what I believe the reasoning is because we have a 9 times negativity bias in our brains when, which means when we look at, at a situation, our brains are nine times more likely to see that situation in a negative light than in a positive one. And so if we have a problem in our life, it is more, it's going to show up more front and center stage to us in our brains than if we have a goal in our life. Do you see the difference? And so it's not that your ideal client doesn't have goals. However, you got to get really, really clear on the problem that you solve. Because the reason why your ideal client's going to come looking for you as a coach, the why they're going to hire you most likely is because they're trying to get away from a problem and run towards a goal, but the goal is secondary to solving the problem. Does that make sense? Okay, um, if you, if that doesn't make sense, slide into my DMS on Instagram. We can talk about it. Now, the last thing that I want to emphasize here in this phrase, and remember the original phase phrase is you need to solve a big. We already talked about that one. People don't spend small money, um, or people don't spend big money to solve small problems. You gotta be solving a really big problem. That problem has to be painful because people are more motivated by pain than they are by goals. And the problem has to be in demand. Meaning you could be solving a really big and painful problem. But if, like, if almost nobody has that issue, you're gonna really struggle to find leads. So your problem that you're solving has to be in demand. Basically, if I gave you 10 minutes and access to Wi Fi and the Internet, could you go find hundreds of people that have the problem that you solve? And in this, we're asking the question, is it in demand? If your problem is not in demand, if your solution rather is not in demand, then you could have the best program on the planet to solve this big and painful problem. But if it's not in demand, if, like, only one in a million people have this particular problem, you might sell your offer once in a while. But, like, I want you to be selling your offer all the time. And so we need to have a large pool of people, a large group of leads that are dealing with this problem so that you can be selling your offer consistently, AKA a big, painful and in demand problem. So you should be able to, in 10 minutes, go find, like, literally hundreds of people that have your problem. Here's an example of what that could look like. Like, if somebody came to me and said, hey, cam, you have 10 minutes. Here's a lapt. Here's access to wifi. Go show me hundreds of people that likely have the problem that you solve. What I would do is I'd go to Facebook and I would start searching for Facebook groups that serve online coaches. I'd start looking for Facebook groups that have high ticket coaches. I would start going to Instagram, um, and looking for all these coaches and, and within, like, literally less than 10 minutes, I would find hundreds and hundreds and hundreds of online coaches that I guarantee you are struggling to solve their offer. Okay. And, um, I would, I would find hundreds of people that would want to sell an offer for multiple four figures, which again, is the high ticket. So I can easily find my groups of people on the Internet that have a problem that I can solve. Can you say the same? Okay. That's how you'll know if your program is in demand. Um, especially if you are in the online space, you got to be able to go and find where your person is online. So that was like the first thing that is definite. You got to be solving a big, a painful and an in demand problem. The next thing is let's zone back in on that problem part. The problem that you're solving when you are selling a high ticket offer, it really should be in one of these three categories. And those categories are the health industry, the wealth industry, or the relationships industry. Now you might ask why? And the reason is because we as humans are biologically hardwired to pursue these things in order to survive. Okay. We are biologically hardwired who want to pursue health.

Speaker B: Why?

Speaker A: Because if we get sick and then we die, then that goes like, we can't survive, right? If we get too sick to where medicine can't, can't help us and we've run out of options, that is a threat to our survival.

Speaker C: Wealth.

Speaker A: Why are we in the pursuit of wealth? It's not because I need a Louis Vuitton in order to live. It's because I need access to financial resources in order to buy food for my family in order to put a roof over our head in order to. There's certain resources that I need access to in order to survive. And lastly, relationships. Now you might think, well, people don't need to be in relationships in order to survive. Really? Are you sure? Because I'm pretty sure the entire human race would cease to exist if there was never relationship between a man and a woman. Like our entire human species exists because man and women are able to come together in relationship. And you can read between the lines there. And they reproduce a child.

Speaker B: Right?

Speaker A: So these are things that we are like, we are biologically in our brain hardwired to pursue these things because we are looking to survive. Your brain's number one job is to keep you comfortable and to keep you alive. It's not to keep you, it's not to make you wildly successful. And that's why you hire me. So that I can teach you how to rewire your brain for success, wild success in your business. However, um, like the initial purpose of the, of the human brain is to keep the human safe, AKA comfortable and to keep the human alive. And so like if you look at Maslow's hierarchy of needs, you'll see these three areas represented on that hierarchy, like the pursuit of health because again, we gotta be healthy in order to live. You'll see the pursuit of wealth because not because we all need a private jet, but because we need access to a certain amount of resources in order to provide shelter, uh, over our heads and foods in our bellies. And we need to be in relationship for the, for. There's lots of different types of relationships. Let's like acknowledge that. But like, like at a fundamental core, like that's how the human race continues generation to generation to generation is through relationship. If we don't have relationship and we're all in isolation, then we would eventually all die off. So the likelihood of your offer being in demand is higher when you are inside of one of these three categories, the health, wealth or the relationships category. Okay, now, um, those are the definite answers to this question. Like, okay, how do I know that I've gotten my ideal client right? Well, are you solving a big painful and in demand problem? Is that problem in the health, wealth or relationships industry? If I gave you 10 minutes and access to wi fi and the Internet, could you find me hundreds of people who have this big and painful problem that you solve? Okay, those are, those are definite answers. Here's the area where it's a little bit of a shade of gray. Just because you have outlined an ideal client with a problem that you can solve with a high ticket offer doesn't mean necessarily that you've gotten it, quote right. Okay? The question that I would ask you is, is the problem that you're solving in alignment with the gifts that God has given you? Just because something is profitable doesn't mean it's the place where God wants you to start serve. So, meaning I don't want you to choose to be a business coach just because you think that business coaching is going to be way more profitable when really the gifts that the Lord has given you are in the area of health and fitness. Do you see what I'm saying? God has given you a natural desire to serve, a natural inclination, a natural gifting to serve in a certain area. And, and I, I don't believe that God would lead you to that area, to that niche, to those, to that problem that you solve with your giftings if there wasn't, uh, an ability for you to build a business there. Okay, Now I'm not saying that like everybody's supposed to profit off of every single gift that you have. But like, if we're talking about the coaching industry specifically as an online coach and I'm building a coaching business and I've asked God to give me wisdom about like my niche and, you know, where I should serve and the problem that I should solve, I I don't believe that he's going to lead me something that's not profitable. Like, like God knows the ins and outs. He understands that the whole purpose of a business is to serve and to make money. He's not going to give you something that is going to lead you down, financial destruction. So what I'm saying here is yes, to some degree, there are definites to this question. You know, you need to be. If you're going to sell high ticket, you gotta be solving a big, painful and in demand problem. You really should be in the health, wealth or relationships industry. And there's still a lot of. Just because you can pick out a wealth industry that is a big problem and it's painful and a lot of people have that problem, doesn't mean that you're the right person to serve in that area. And it doesn't mean that it's in alignment with your gift. So to some degree, the, uh, shades of gray here is like, do you know that this is your person? Do you know that the person that you've written down on this piece of paper, this ideal client with these problems in these goals and, you know, these desires, do you know that that is in alignment with your gifts? And if it is, fantastic. What I'm trying to steer you away from is just picking just any random thing just because you think it's going to be profitable. Um, I want you to pick something that is a big and painful problem, an in demand problem that you can solve that is in alignment with where the Lord has called you to serve. And that is where, to some degree only you will know if you are serving the right person. Okay, so I wish there was like a clear a B, A plus B equals C answer. And to some degree there is. And there's some shades of gray to this as well. You guys, this was a fantastic question. I also want to end the episode with this. My ideal client has continued to evolve over the years. My niche has, has continued to evolve over the years as I have gotten better at, uh, my craft, as I have learned more and as I've gotten more clear about who it is that I really am meant to serve. So, like, if you were to go back and look at Cami's 2020 business post, when I shifted from the fitness to business coaching space, you would see different content than what you're seeing now. You would see probably me talking about business and coaching in a more general sense. Now I have gotten started so clear that like my ideal client, she's a mom, she's a mom of littles. She wants to be a stay at home mom. She started this coaching business so that she could be a stay at home mom. And she's trying to sell something that is multiple four or even five figures and she's struggling to sell that thing. And the platform that she's mainly using to sell it is Instagram. Like, do you see how much, how specific that is? But that clarity wasn't necessarily all there on day one. So I don't want you to feel like you've, quote, gotten it wrong. If over the months or years you've continued to just shift and evolved ever so slightly and tweak your person because you've gotten more clarity. Now if you're changing your niche and your ideal client like a lot every six months, then that is, uh, that is indication of a lack of clarity. I don't believe that a coach should be like, oh, for this six months period of time I'm teaching macros. And then for this six months period of time I decided that I was in relationships coach. And then for this month, uh, six months period of time I decided that I was a business coach. And, and then, then, then I, then I got in a new passion and I went, uh, like, do you see what I'm saying? There's a difference between tweaking and fine tuning your ideal client and your niche than there is taking a complete 180 and shifting gears altogether. Now, I'm not saying that you wouldn't shift gears. In fact, I did. I got a bachelor's degree in nutrition and dietetics. I was a personal trainer. Like I said, I had a bachelor's degree in, in nutrition and dietetics. So I knew a lot about food. And I also had a certification on top of that, completely separate from my college that allowed me to serve people in the area of, um, health. And so, you know, that's where I started off my coaching business. As I was doing my coaching business and in the fitness space and I was learning and learning how to sell, I naturally built up the skill of selling because I was a fitness coach selling my offer. And so there was a time when I shifted completely from fitness coaching into business coaching. But you better believe that, that, that like 180 of a switch that happened once, it didn't happen five times. Um, so again, like, if you're going to switch your niche, totally cool with that. I did that myself. But like, again, you just have to make sure that, like when you're switching, like, make sure that you're Switching because it's what the Lord is leading you to do, not because you just thought that that other thing wasn't working anymore and you decided you have a new passion over here. Okay? And as you are in your field, don't be discouraged by the fact that you may continue to fine tune and make a small little tweaks, shifting things a few degrees here and there. Because that's just what happens when you get more clarity. That's just what happens when you learn more about your craft and you get better at what you do. But again, you shouldn't be shifting like a 180 degrees like six different times in your business. Okay? So I love this question. If you have questions. If you have questions about my response to this question, if you have questions about your ideal client, slide into my DMs at, uh, Cammie Wilkie and let's chit chat about it. If you also have a question that you want to submit and have me answer on the show, so go down in the show notes, click the link. It's called a Speak Pipe link. When you click on that link, it's completely free. All you do is you hold the button, you tell me your question, and then you might just hear me answer it on the show in an entire episode. Thanks, guys. Love you. And I'll see you in the next one.

Speaker B: I know you're working hard, running your coaching business, raising those babies, serving your clients, and if you're anything like me, coffee is your love language. So tell you what, if you found value in today's episode and you'd like your next coffee run to be on me, listen up. I want you to take a screenshot of this episode on your phone, share it to your Instagram stories, tag me, and I'll send you $5 for a free coffee as a thank you for helping me get this show out to other powerhouse coaches just like you. Thank you so much for tuning in to the Bible's Babies and Business podcast and I'll meet you back here for

Speaker A: the next juicy episode.