Unlocking the Secrets of High-Ticket Sales with Dominique Fraser: A Deep Dive into Scaling Your Business with Premium Clients
In today’s crowded digital landscape, scaling your business to 7 or 8 figures requires more than just hard work—it demands a shift in strategy. To uncover the secrets of high-ticket sales and building a business model that attracts premium clients, we sat down with Dominique Fraser, an expert in helping online entrepreneurs create and sell five and six-figure offers.
Dominique, a seasoned entrepreneur, speaker, and author, shared her journey, insights, and strategies during a high-level masterclass. Here, she reveals how she went from juggling multiple low-ticket offers to selling $25k premium packages, and how others can do the same using her “First-Class Masterclass Approach.”
Interviewer: Dominique, thank you for joining us today. For those who aren’t familiar with your work, could you give us a bit of background on how you started your journey in high-ticket sales?
Dominique Fraser: Absolutely! I’ve been selling online since 2010, but it wasn’t until a few years ago that I realized I was spreading myself too thin. Like many entrepreneurs, I had multiple offers at different price points, but I wasn’t making the income I wanted. The tipping point came just before COVID when I decided to focus on a single, high-ticket offer—my $25k “First-Class Offer.” That’s when I started reaching the revenue goals I had been chasing for years.
Interviewer: So, what was the key change that allowed you to move from low-ticket offers to a successful high-ticket business?
Dominique Fraser: The biggest change was simplifying my business model. I went from having multiple offers to focusing all my energy on selling one high-ticket package. This shift not only allowed me to streamline my operations but also attracted more high-paying clients who were willing to invest in themselves and my services. Along with this, discovering HighLevel, a CRM tool that replaced all the different software I was using, saved me $1,500 a month and made the whole process seamless.
Interviewer: Your “First-Class Masterclass Approach” is a key strategy for selling high-ticket offers. Can you walk us through this method?
Dominique Fraser: Definitely. The First-Class Masterclass Approach is a 90-minute, intimate masterclass designed for a small group—typically 15 to 25 attendees. It’s not a webinar where hundreds of people attend and only a small percentage engage. Instead, it's a highly interactive session where I engage directly with every participant, addressing their needs and objections.
There are seven steps to this approach:
Exclusivity: Start by creating a sense of exclusivity around your masterclass. Post on social media or email your list, inviting people to an “invite-only” event. Make sure to position it as something special, not just another webinar.
Select the Right Audience: You don’t want everyone in the room. Be selective. Ask your potential attendees a few key questions to determine if they’re a good fit. I ask questions like “What is your current offer?” and “What is your main struggle?” This not only helps qualify attendees but also gives me insights into their specific challenges.
Confirm Attendance: Make sure your attendees are committed. I follow up with them 48 hours before the event, asking for a firm “yes” that they’ll attend. No replays are available, so they know they can’t miss it.
Book Strategy Calls Before the Masterclass: I schedule follow-up calls with attendees before they even attend the masterclass. This ensures that after the masterclass, we have time set aside to discuss how we can work together.
Personalize the Presentation: During the masterclass, I use the information I gathered from my pre-qualifying questions to personalize the content. I address their specific objections and challenges. For example, if someone is struggling with pricing their offer, I’ll speak directly to that during the session.
Assign Homework: I like to give attendees actionable steps to implement after the masterclass. This sets the stage for our follow-up call and ensures they’re already making progress.
Optimize and Scale: Once you’ve mastered the presentation and are seeing conversions, you can start to scale. I eventually handed off the masterclass to a team of setters and closers, freeing up my time to focus on bigger-picture strategy.
Interviewer: That’s such a detailed and structured approach! You mentioned earlier that one of the biggest shifts in your business was moving from low-ticket offers to high-ticket ones. How do you help entrepreneurs who feel they aren’t ready to charge $25k for their services?
Dominique Fraser: Great question! The biggest obstacle for many entrepreneurs is a limiting belief—they think no one will pay $25k for their offer. I address these false beliefs during the masterclass. I show them that with the right audience, the right offer, and the right strategy, it’s entirely possible. I often ask attendees, “Do you think you could sell a $25k offer tomorrow?” At the start, many say no. But by the end, they’re raising their hands and saying, “Yes, I can!”
Interviewer: That’s incredible. It sounds like your masterclass does a lot of the heavy lifting when it comes to converting attendees into clients.
Dominique Fraser: Exactly. The way I craft the masterclass, it does about 80-90% of the selling for me. By the time we get to the follow-up call, most attendees are ready to buy. It’s not a hard sales conversation; it’s more of a natural progression where they see that my offer is the solution to their problem.
Interviewer: Can you share any success stories of clients who have implemented this approach?
Dominique Fraser: Absolutely. One client I worked with had a low-priced group offer, charging around $97 a month. When we started working together, he had 312 people in his group. Using the First-Class Masterclass Approach, he was able to upsell a $25k offer to people already in that group. The lesson here is that there are always clients who want more, and if you position your offer correctly, they’ll invest in a high-ticket solution.
Interviewer: That’s really inspiring. You also mentioned the importance of automation in scaling your business. Can you talk about how you use automation in your sales process?
Dominique Fraser: Automation is a game-changer. I use HighLevel to automate everything from booking strategy calls to sending follow-up reminders. This allows me to focus on the parts of the business that need my personal attention while the system handles the repetitive tasks. For example, I have automated workflows that remind attendees about the masterclass and confirm their attendance, all without me having to lift a finger.
Interviewer: What advice would you give to entrepreneurs who are just starting to explore high-ticket offers?
Dominique Fraser: My advice would be to start small but think big. Test your masterclass with a small audience, fine-tune your messaging, and don’t be afraid to raise your prices. Focus on the transformation you can provide, not just the information. And remember, you don’t have to do it alone—invest in tools and systems like HighLevel that can help you automate and scale your business.
Interviewer: Dominique, thank you so much for sharing these insights. For those who want to learn more, how can they get involved with your work?
Dominique Fraser: Thank you for having me! If anyone is interested in diving deeper into high-ticket sales, they can join my masterclass. I also offer a free snapshot of the systems I use, which is available when you sign up for HighLevel through my affiliate link.
