Blog Post The Customer Journey
The Customer Journey on a High-Ticket Offer
How a Prospect Ends Up Booking a Call With You
Every offer has its own ecosystem, meaning the customer journey can vary depending on the business model, the marketing strategy, and whether the offer is tripwire-based or non-tripwire. As a closer, understanding this journey is essential — because the more you understand where a prospect is coming from, the easier it becomes to influence where they’re going.
Below is a clean breakdown of how prospects usually arrive on your calendar.
1. Non-Tripwire Offers
(Standard high-ticket customer journey)
In a typical high-ticket environment, prospects enter the pipeline through organic social media, paid advertising, or content funnels.
Here’s how it usually looks:
→ Step 1: Engagement With the Creator/Influencer/Business
The customer is consuming content — Instagram, TikTok, YouTube, Facebook, or email marketing.
They feel seen by the content, relate to the message, and begin to build trust with the creator or brand.
→ Step 2: Call-to-Action
They click something like:
“Book a 1-on-1 coaching call”
“Apply for mentorship”
“Book an insight call now”
“Speak to our team”
This click usually takes them to an application page.
→ Step 3: The Application
High-ticket offers don’t allow just anyone onto a call.
The application normally includes 3–5 qualifying questions, such as:
“Are you willing to invest in your growth?”
“What is your monthly income?”
“What’s your biggest obstacle right now?”
“What are you hoping to achieve?”
The purpose is to determine if the prospect is:
A good potential fit
Ready to invest
Aligned with the offer’s transformation
Worth the closer’s time
If they pass the application, they’re given access to the calendar.
→ Step 4: Booking the Call
This is where you come in.
Once they’re qualified, they land on your schedule — not by accident, but because they have:
✔ Interest
✔ A pain point
✔ Some level of buying intent
✔ Enough qualification signals to be worth a conversation
This means you’re not starting from zero.
You’re speaking to someone already warmed up and aware of what they’re looking for.
2. Tripwire Offers
(Low-ticket purchase leading into high-ticket upsell)
A tripwire funnel is a different beast entirely — and understanding this difference will change how you approach the call.
→ Step 1: A Low-Ticket Purchase
The customer has already bought something, usually under $100.
Examples:
A mini-course
A template
A workshop
A health assessment pack
A starter guide
A paid challenge
They’ve already opened their wallet — which makes them more valuable than cold leads.
→ Step 2: Next-Step Encouragement
After the purchase, they’re encouraged to:
Book an assessment
Book a strategy call
Review results from a quiz
Take next steps after a diagnostic
Explore deeper support
These funnels are crafted so the prospect wants to take the next step.
→ Step 3: The “Assessment” Call
With a tripwire, the call is usually framed as:
“Assessment call”
“Deep dive review”
“Results breakdown”
“Next steps planning session”
What the prospect doesn’t know:
It’s actually a sales call.
They see it as the natural next step in their journey — which means you’re entering the conversation with:
✔ Higher trust
✔ Higher intent
✔ Pre-framed authority
✔ A warmer, more responsive buyer
Final Note (The Close)
Understanding the customer's journey is what allows you to tailor your discovery, your tone, your questions, and your approach.
A non-tripwire lead and a tripwire lead are not the same type of buyer — and treating them the same will cost you sales.
Non-tripwire = intent-based, application-filtered, problem aware.
Tripwire = warm, pre-framed, already invested, often unaware it’s a sales interaction.
The more you understand their path before the call, the easier it becomes to guide them through the path that comes next.
