Helping a Chiropractor Build a High-Ticket Offer

[00:00:00]All right. Hey, my name is Robert and I'm a pediatric and prenatal chiropractor. So if you don't mind I want to break down who the Avatar is that I serve and I'm trying to come up with a high ticket offer. So the Avatar is a it's like a mom who has been disenfranchised from the main mainstream medical system and it's typically post covid revolution they're looking for like a natural solution to take their kids. We help them with getting them like natural labor home birth that kind of thing. Also with kids if they have like colic and that kind of stuff ear infections we help in that area.

[00:00:34]>> Cool.

[00:00:34]>> I don't have I [clears throat] don't have an high ticket offer idea and I would just if you were in my shoes what is >> So do you just is it basically a consulting service for mothers? I'm trying to chunk it down or chunk it up sorry.

[00:00:48]>> No, I'm the chiropractor.

[00:00:50]>> Okay. So when you do the prenatal is this local?

[00:00:53]>> Yes.

[00:00:54]>> Got it. Okay. So it's local and you specialize in prenatal.

[00:00:57]>> Yeah.

[00:00:57]>> And prenatal meaning cuz it's me you know getting my medical license it's still inside.

[00:01:02]>> [laughter] >> Yes.

[00:01:02]>> Okay.

[00:01:04]I just make I this whole time I was like okay so the baby's out. I was like you're cracking the baby who's got the nursery got a nursery behind you right?

[00:01:11]Give it a little weed pill you know.

[00:01:13]>> So we do so we we we typically we still have their pregnant mom we also adjust babies. We don't do we don't we don't do anything crazy that you'd probably thinking of but So but with regards to the mom if they if she's pregnant or if she's has the baby I don't know what a high ticket offer is other than just we can just help you solve your problem here's our you know >> I think the high ticket offer would be there would be being there during the pregnancy and adjusting during cuz I'm pretty sure I know a couple people that had that and it like had a big impact for their recovery and like >> Mhm.

[00:01:47]>> other bunch of stuff. So it'd probably be like that's if I think like when is the person in the most pain literally.

[00:01:54]Um I would want to be selling that.

[00:01:58]So, basically like the the biggest risk and like all of the what they pay you is for this moment basically to go a certain way if I'm if I'm speaking out of line or that doesn't sound like what the customer wants, then then correct me. But um you're look like you're very shaking your head and not liking it. So, >> It's It's more like >> [laughter] >> They don't They don't It's not like after the baby's born, we're like out of the picture. We're there to like serve them through the whole >> So, what's the issue?

[00:02:24]You just can't You're not charging enough?

[00:02:26]>> That might be the issue.

[00:02:27]>> Okay, so what are you charging?

[00:02:29]>> Like for a typical initial plan, the whole thing is about $2,500. And then after that it's a recurring wellness plan.

[00:02:35]>> Okay, what's the problem with that?

[00:02:37]>> My problem is my LTV to CAC ratio and so I'm looking for ways for it to have a high ticket offer or something to create that that margin bigger.

[00:02:44]>> Why are they falling off?

[00:02:47]>> Uh our follow-up is actually really not that bad.

[00:02:49]>> Then why is LTV to CAC so low?

[00:02:51]>> It It must be the pricing.

[00:02:54]>> they're churning out. That's my point.

[00:02:55]Or you're seeing is CAC too high? Like I'm trying to figure out where the hole is.

[00:02:59]How much does it cost you to get a customer for this?

[00:03:01]>> $95.

[00:03:03]>> Okay, $2,500. $95 is a >> is So, my LTV is about like seven But it's 1,700 but then after like actual cost, my LTV is uh LTGP I guess is like uh 350.

[00:03:17]>> But you said it was 1,700 or 2,500 was what you charge, right?

[00:03:22]>> Yes, but it It varies >> I'll give you back the data back.

[00:03:25]>> Sorry, no, I just It varies on like the length Like when did we meet them? Like how far along are they in the process?

[00:03:29]>> Sure, so you go average ticket. So, average ticket is what?

[00:03:32]>> It's about two 2,500. Let's go with that.

[00:03:35]>> [laughter] >> Okay, so at on 2,500 you make 350?

[00:03:40]That doesn't make sense to me.

[00:03:43]Why are Why are the costs so high?

[00:03:47]>> I don't know. That's just what the numbers >> Yeah.

[00:03:49]>> Yeah.

[00:03:49]>> So, basically if it costs you 100 bucks to acquire a customer, that CAC is fine.

[00:03:54]If you sell 100-dollar customers into 2500-dollar things, actually, that's also fine. So, I'm just trying to figure out cuz typically, for any brick any service, really, my rule of thumb is I always want to have 80% or higher gross margins to start. And so, it you should be the cost of delivery for that, pun intended, um should be 500 dollars or less in terms of total cost. Now, there's two things that you could do that will probably improve your business a lot.

[00:04:21]So, number one is that um you're saying it depends on how long out they are, blah blah blah blah blah.

[00:04:27]That doesn't matter at all.

[00:04:28]Like, zero.

[00:04:30]You sell a year, wherever they have deliver, who cares?

[00:04:35]You're just going to get more maintenance and recovery and whatever.

[00:04:37]>> Mhm.

[00:04:38]>> That doesn't matter.

[00:04:39]So, you should I mean, selling to gold So, like, I'll give you an example. So, that means if somebody only has 20 pounds to lose, do they stay at my gym less long?

[00:04:48]No, because no one's happy.

[00:04:50]So, you just sell them whatever the next thing is. If someone comes in shape, they don't have to lose any weight, do I not sell them at all? Of course, not.

[00:04:54]You probably want to tone up. You probably want to like, there is always another problem. And so, you need to in my opinion, need to sell longer term uh solution, number one. Number two, are you selling supplements at all?

[00:05:05]>> No, we don't do anything else.

[00:05:06]>> So, every chiropractor that I know that does one, two, three, four, five million dollars a year per location, 80% supplements. It's actually the same thing with the hair.

[00:05:15]Like, people, especially like local markets, normal people have this issue with giving people money, that's why they're poor.

[00:05:21]Um but they're totally fine giving you money for stuff cuz it's like, oh, well, it cost them money for stuff. They don't know that supplements cost seven dollars and you sell them for 60 or 100. But, anyways, uh I think that especially with the prenatal thing, it's like, come up with the the massive bundle that goes with it. And so, it's like, it'll be 2500 for this and it's another 3500 for the products that you'll get on subscription over the next X months.

[00:05:45]That's probably what I would do.

[00:05:48]>> Cool.

[00:05:49]>> And figure out why the gross profits are low.

[00:05:52]Yes.

[00:05:53]>> Hi Alex.

[00:05:54]>> Hello.

[00:05:54]>> Um so we help um Hispanics grow their businesses. We have a personal development company.

[00:06:00]>> Cool.

[00:06:00]>> And we've been doubling each year.

[00:06:02]>> Awesome. Congrats.

[00:06:03]>> But in the in this process of growth, our our org chart is like crazy. I I don't even know who does what anymore.

[00:06:10]So I >> Me neither. [clears throat] >> So I I yeah.

[00:06:13]So I was thinking I don't I don't know if that could be or that could probably be a break point if we don't start like organizing. Is there any idea you can give me of departments we should have like very well established >> on my team, if she can uh be tagged for Leila, that'll I I would give you an answer, but hers will be better. Cuz that's what she like very much specializes in. So we'll just make sure you get uh for her, okay?

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