How to Attract High Ticket Clients With Your Book

+ a Way to Diagnose Why You Aren't

Hey Revenue Writer,

The big thing we want as Revenue Writers is to use our words to make revenue.

We don’t want to have to dance on TikTok.

If possible we want our marketing, content, products, and business to run based on our words.

But we want to make $$$ enough to make a full time living.

With my company IA Path, I’ve sold over 1200 high ticket clients, ($3k+ a piece) primarily using my words in books, words on LinkedIn, emails, blog posts, etc.

I see lots of authors struggle to get the book to convert people into high ticket clients… so I thought about why that is.

So here are the ramblings of a mad man, (hopefully it helps)

First off, having a book isn’t enough, it takes a LOT of effort to write one, but there is more you must do to get clients.

Use the following list so you can self diagnose where the breakdown is. Figure out where your people are stopping and work to fix your Flywheel.

1. Your Book Must Be Found
   How are people finding your book? Social media? Book promotions? Ads? Organic search on Amazon (unlikely at first)
   
   You and your email list will likely be the biggest generator of interest in your book at first, so having an email list is almost a non negotiable.
   

2. Your Book Must Be Bought
   If people are seeing your book, meaning you are pushing traffic to it and no one or few are buying, you have to make sure you have a few things.
   
   You must have a title that hooks, subtitle that hits a pain point/promise, cover that feels professional, to even get someone to buy it (reviews, good book description/blurbs also help a lot!)
   

3. Your Book Must Be Started
   Even if someone buys your book, even if 1000 people buy your book there is NO guarantee they’ll actually start to read it.
   
   Having a delicious lead magnet after the introduction is a great way to entice people to join your email list and tip you off that they at least STARTED your book. You can then remind those that started to….
   

4. Your Book Must Be Finished
   Less than 75% of books that are started… are never finished. OUCH!
   
   If you are trying to get a high ticket client (or any client or sales for that matter) if they don’t finish your book you are not going to get any clients. Make sure your book is short, to the point, no fluff!
   

5. Your Book Must Be Put Into Action
   Many authors believe you should “hide the good stuff” from the book so the reader can only apply and get the results you promise if they hire you…
   
   To me that is ridiculous. I believe you want the reader to go from being a READER to a DOER. When they try out your resume template, or your book marketing and actually get a good result, they’ll come back for more.
   
   This means you have to make sure your book is actionable. Theoretical books are great for the mind, but bad for business. If you want high ticket clients you must give them a playbook to run and let them get at least part of the result themselves.

Now you might be looking at this and going “HOLY CRAP! That’s hard!”

YEAH, but so is,
Being a dancing monkey on TikTok.
DM’ing 100 people a day on LinkedIn.
Doing 52 podcast interviews in a month.
Making a YouTube video of your sailing travels a week.

Any type of business growth is hard… getting clients… is hard.

But this type of work, the way a Revenue Writer works, is with their words. We are able to wield our keyboard to tweak all of these changes without huge overwhelm.

If you run an add on Freebooksy and get 1000 readers and no sales… you spent $60 to diagnose where your problem is… its on your book page.

If you get 1000 sales and no one gets your lead magnet… either your lead magnet is lame or they aren’t starting.

Methodically work through this and you’ll soon have a system that drives clients for you.

Below is an excerpt from Mini Book Flywheel, that’ll help you create your book in a way that helps with this.

How to Get Readers to Finish Your Book & Want to Hire You

To write a book that claims a category that will also build a business, it needs to have five key elements, which I have an acronym for, too. It has to be:

S - Structured
M - Mini
A - Actionable
R - Repeatable
T - Transformative

A book that does all five of these things is poised to start building weather for your business. I’ll break down each one and why it’s so important.

S - Structured

Strong mental scaffolding for a new idea is critical.

If you don’t break down your book in an easy-to-understand structure, you are done before you hit publish or make a single sale. The reader will get lost in what you are trying to explain. Your book comes out as random thoughts even if they’re arranged in a logical sequence.

I recommend only using two different outline styles for creating a your Mini Book with S.M.A.R.T. in mind:

1. W’s Outline (What, When, Where, Why, Who, How, of your topic/category become the chapters of your book)

2. Sequential (Your Framework steps become the chapters of your book)

M - Mini

If you want your reader to actually finish your book, I suggest you write 5k - 15k words.

Most books are put down at 25% complete. (most nonfiction books are 40k+ words… coincidence that the reader only reads 10k words? I think not!) So just write the 25% they actually want. We all remember the nonfiction books that gave you a breakthrough revelation in the first two chapters then prattle on for another 10.

Get to the point and give your reader a quick payoff.

Because when your reader doesn’t feel lost or confused when they read through your book, they are able to actually retain information making you and your POV more memorable.

I have an entire book on how to write your Mini Book, start to finish, called Mini Book Writing.

A - Actionable

If your reader can’t apply your book’s ideas to their life, you’ve missed the point.

Only when a reader can solve a problem they face with the book you wrote, will you truly be able to build a business on the back of it and begin to form a flywheel . If you can help someone when they a few thousands of your words, they’ll wonder what you could help them do if they hire you for thousands of $$$.

So make sure your book is something they can take action with.

If they can’t take action with your book they have no reason to get help from you or your products.

If you help them take action they’ll remember the person that called them into that adventure. And if they get stuck or don’t want to go on the journey alone, they will remember who can help them along the way.

R - Repeatable

If you want your ideas and business to be a flywheel, spreading without you, it needs to be memorable.

The best way to make something memorable is to make it repeatable. An easy acronym (hello… S.M.A.R.T. Book or S.I.M.P.L.E Online Business Model), or a visual idea that makes it sticky (hurricanes, Revenue Machines, Magic Triangle etc.) are some of the best ways to make your message memorable and therefore repeatable.

But when I say repeatable, I also mean that your readers should be able to get the same result as you did using the information from your book. It’s like a science experiment that is only considered successful if the results can be repeated.

I recently worked with a brilliant man named Stuart, who had written his third book, but his book wasn’t memorable or repeatable. Lots of great information, but in the 13k words of wisdom, nothing was sticky.

I worked with him to flip that around and we rewrote his book together and suddenly he had a new way to talk about his business because we made his 10 steps into a memorable and repeatable framework.

Humans remember patterns and making a message easy to repeat makes it memorable.

T - Transformative

When people read Mini Book Model or heard about Mini Books for the first time their world was transformed by a new possibility. A possibility that they didn’t have to take months or years to write a book.

When I wrote the Independent Adjuster’s Playbook, I laid out a complex industry into 7 simple steps that made getting work in the industry seem simple and inevitable. That gives people hope. And HOPE is the first transformation your book should give.

When the reader applies your process and achieves the outcome promised, then their lives should be 10x improved…but just reading it should bring about a mental, emotional, and possibly physical transformation.

The person that experiences transformation is forever changed and the catalyst to that change is remembered as the reason for the change.

Why Writing Your Book This Way is…. S.M.A.R.T.

If you write a book that is

S - Structured

M - Mini

A - Actionable

R - Repeatable

T - Transformative

you know can use that manuscript to create an entire business with it.

A book written S.M.A.R.T establishes an unforgettable identity for you, for your business, and for your category, because the reader will say,

“That’s the person who helped me to ____.”

“I read their Mini Book and was immediately able to ___.”

This is what happens when the Belief Breakdown starts to heal. Trust, clarity, and recognition finally align around a single identity.

Grab your copy of Mini Book Flywheel on Amazon or become a doer and jump into the Mini Book Flywheel - Smart Book Edition which includes the audiobook/video, text, workbook and guided AI application all one on page.

Coach Chris Stanley