Most businesses can provide a range of products and services, each at differing prices. 

Services can range from a few hundred dollars to hundreds of thousands of dollars, even millions of dollars for differing services. 

It’s tempting to assume that it’s easier to sell cheaper services than more premium products and because of this, to lead with a cheaper offer. 

The expectation is that you can sell new leads on an easy offer [cheaper] and later on ascend them to a more premium service. 

This misconception often leads business owners to create complex tiers of services in an effort to sell more and sell more efficiently.  

However focusing on higher-ticket clients and more premium services from the start is by far more beneficial —especially on relational platforms like LinkedIn and email.

Let me explain. 

Charging More is Better

First, charging a lower price requires high-volume outreach in order to gain enough leads, calls and opportunities in the pipeline.

This means sending thousands of LinkedIn messages or emails, and booking numerous calls —only to close a fraction of them. 

In order to fill up the bucket with low ticket leads, you need to resort to spamming your network which can be quite off putting to the higher tier clients you’re hoping to attract. 

Additionally, low-ticket services often target broader markets, making your business vulnerable to competition from similar, easy-to-replicate solutions. 

On platforms like LinkedIn, which are slower and more relational, scaling such massive outreach becomes unsustainable.

Second, low-paying clients often come with their own set of challenges:

They require more support to achieve results.

They are more likely to request refunds, file complaints, or demand guarantees.

They are rarely the type of clients who will transition into high-ticket offerings, as they typically belong to entirely different demographics.

By dividing your attention between serving low- and high-ticket audiences, you risk diluting your focus and efforts, leading to inefficiencies in your business.

Third, working with premium clients means doing more of what you’re good at.

High-ticket clients are often pre-qualified decision-makers who have already done much of the groundwork. 

This means they seek expertise in a specific area where you excel, requiring less effort to deliver exceptional results, and appreciate the unique expertise you offer. 

This targeted approach not only reduces your client volume but also makes it harder for competitors to replicate your solution, as it is tailored to your unique strengths.

If we appreciate that premium clients close quickly if they recognize the value you offer, this allows you to focus on meaningful conversations with the right decision-makers instead of casting a wide net.

With a focus on high-ticket clients, you can refine your offerings to solve niche problems exceptionally well. 

This means you can essentially do less, charge more, get better results and enjoy your work more.

When Lower Pricing Can Work

While focusing on high-ticket clients is generally more effective, there are exceptions. Offering lower-priced services can make sense if:

  • You already have a substantial audience.
  • The lower-tier service serves as a taster for premium offerings, targeting the same demographic likely to convert into high-paying clients.

However, this approach should be used strategically to avoid creating unnecessary complexity in your business.

The Takeaway: Premium Pricing on Relational Platforms


LinkedIn and email thrive on relationship-building rather than mass outreach. To make the most of these platforms:

  • Focus on attracting high-ticket clients who value your expertise.
  • Avoid spreading your attention across low- and high-ticket audiences.
  • Target decision-makers with personalized, value-driven communication.


Ultimately, the more you charge, the better it is—not only for your profitability but also for the efficiency and sustainability of your business. 

High-ticket clients respect your expertise, demand less volume, and drive greater impact, making LinkedIn and email the perfect channels to connect with them.