Ep. 004 | How to Build The Yes Ladder to Close High Ticket Clients

Updated: Dec 11, 2020

Welcome to the fourth episode of Tash Talks! Today we’re going to be talking all about micro-conversions with the yes ladder technique. For those of you that don’t know, I actually majored in Communications and minored in business, but specialized in marketing so I’ve learned about sales psychology and buyer behaviour throughout my entire degree and one of the many topics we covered was the yes ladder!


This is one of my favourites because it’s SO easy to micro convert your audience now with social media. One of the ways I do this every single day is on Instagram stories. The more simple yes’s you get on a poll -- which can be entirely unrelated to selling or product, the more yes’s you’ll get to them buying from you.

As a business owner, if you can understand the psychology of buying and get customers to make a small commitment to your brand—like signing up for your email newsletter, they’re more likely to eventually purchase from you. And if you can actually get products in their hand, even if there’s no official commitment to buy them, your chances increase even more.


This technique, also called the ‘foot in the door’ method, I’m going to break down the 4 step ladder methods for you right now:

What is your big ask?

The most important first step is to determine what your big ask is. If you are a salesperson it is probably getting the client to purchase your product, service, or offer. So first things first if figure out what the end goal is

Work backward Once you have identified your big ask, work backward, thinking of two to three smaller asks. This can be getting someone on your email list, opting into your freebie, or booking a call

Plan your first yes approach Your first yes might be even more important than your big ask. Plan your approach for your first yes as if it was just as important as your ultimate goal. Layout all of the reasons your target should say yes to your first ask. Often times your target will be so overwhelmed by your preparation and energy for your easy ask, they will be much happier to say yes.

Encourage trust Once your target has given you your first yes — don’t let them d

own! Make sure they are happy with your first promise and encourage them to engage in young relationships so they are more likely to want to mature it.

The yes ladder is fundamentally a trust-building exercise. If you can g

et people to trust you, your product, and your brand they will be more likely to say yes to you again and again. One of my key tips when applying this method is actually on your Instagram stories, you can easily build up the yes ladder with simple poll questions and high engaging stories on a daily basis, the more simple yes’s you get there, the more yes’s you’ll get when pitching!

What are your thoughts on the yes ladder? Have you heard of it? Slide in my DMs on Instagram @natasha.zoryk and ask any questions or shoot me with some interesting facts you know about! I’d love to hear from you. I hope you enjoyed today's episode, I actually have a special gift for you, it’s a 4 part series that’s called, “Become a Sales Expert” -- it’ll dive into sales scripts, handling objections, follow-ups, and done for your templates, you won’t want to miss it! Head on over to my Facebook community, The Entrepreneur Hub to get immediate access to this! The link is below.

Don’t forget that on Monday, November 16th I’m dropping my brand new course!!! The Sales Expert Bundle, is all about leaning into soul-centered sales and becoming an advanced saleswoman who's excited about pitching their clients.

I'll see you on the next episode!


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