STEP 6

THE OFFER

start charging for your products and services

AN OFFER SO GOOD, PEOPLE FEEL STUPID SAYING NO 

Finally, start charging for your products and services.

People will buy from you because of your proof of concept, your personal brand, and the value you bring to the table.

Don’t be afraid to charge what you’re worth and always deliver high-quality work.

 

Offers That Sell

The Art of Adding Value

When figuring out how much to charge for your products and services, think about the time and money you put into making them, plus the value they bring to your customers. This will help you decide on a price that's fair and appealing.

And remember fair means your customer thinks

"I feel this offer is worth more than the money I will get for it"

 

That's what's called the value equation.

 

The Value Equation

If you wanna learn more about the value equation, I recommend you check out this free training by Alex Hormozi.

1: Picture the Dream

Identify your clients' biggest dreams related to your offer

2: Boost Confidence

Show your clients that they can achieve these dreams with your help

3: Fast Forward

Design your offer to help your clients achieve their goals faster

4: Remove Barriers

Add elements to your offer that simplify your clients' journey to their goals

5: Maximize Value

Turn your clients' problems into solutions and add them to your offer (so they have ZERO reason to say 'No').

6: Offer Options

Create different offers for different types of customers according to their needs and budgets.

 

Do this:

 

1) Picture the Dream

First, think about what your customers really want. For example, let's say you're a guitar teacher. Your students might dream of being able to play their favorite songs, or maybe even perform on stage one day. That's their "Dream Outcome." Your job is to find a way to get them there.

2) Boost Confidence

Next, you have to make them believe they can achieve this dream with your help. This is the "Perceived Likelihood of Achievement." To boost this, you can share success stories from previous students or offer a solid plan detailing how you'll help them reach their goals.

For instance, you could say, "By following my unique teaching method, 80% of my students were able to play their favorite songs within 3 months."

3) Fast Forward to Results

People don't like to wait. The quicker they can achieve their desired results, the more they'll value your service. This is the "Time Delay." If you can find ways to get them results faster, they will see more value in your service.

For example, you might offer a fast-track program where they learn to play one song of their choice perfectly within one month.

4) Remove Barriers

The less work your students have to put in, the better. This is the "Effort and Sacrifice." If you can find ways to make their journey easier or less time-consuming, they'll value your service more. This doesn't mean they won't have to put in effort at all, but maybe you find ways to make the practice sessions more enjoyable or provide easy-to-follow exercises that can be done in less time.

For example, instead of asking them to practice for an hour a day, you could create a fun and efficient 30-minute practice routine that fits easily into a busy schedule.

5) Maximize Value

In this step, we're going to transform problems into solutions:

  1. Spot the Challenge: Identify a common problem your students might face. Let's stick to the guitar teaching example. One common problem might be, "I don't have enough time to practice."

  2. Understand the Problem: Break down why this problem is a roadblock. In this case, the student might be too busy with school, work, or other activities.

  3. Turn It Around: Here's the important part: we're going to transform this obstacle into a solution. This means thinking about a solution to the problem and giving it a name. For example, you could create a "30-Minute Mastery" lesson plan – a super focused and effective practice routine that only takes 30 minutes a day.

By listing the problems as solutions in your offer, you're not just selling lessons – you're selling a way to overcome the challenges your students face. This will make your offer far more attractive to them.

 

6) Offer Options

Finally, give your students choices to suit their needs and budget. For instance, you could offer a 'DIY' online course, a 'done with you' weekly group class, or a 'done-for-you' private tutoring service. This allows you to cater to different types of students and to charge more for more personalized services.

To sum it up, the more you can make your students dream big, believe in success, save time, reduce effort, and provide choices, the more they will perceive your service as valuable and be willing to pay for it. This is the art of creating irresistible offers.

How to Price Your Offers

 

PACKAGES

Offer different packages and prices to suit different budgets. This way, you can attract more customers and boost your sales.

PRICE ANCHORING

Price anchoring is a pricing strategy used to influence the perception of value. It involves setting a higher price for a product or service, and then offering a lower price to make it seem like a bargain. For example, if you are selling a product for $100, you might set a higher price of $150 and then offer a discount of $50. This makes the $100 price seem like a good deal in comparison. Or likewise, you could offer a premium package of $5000, a $1000 package, and a $700 package, so that customers are more likely to take the middle option. Important is that you offer the mid-priced option with the most value possible, so it sounds like a no-brainer to choose it.

To monetize your talents, you can use price anchoring to make your offers seem more attractive. Start by setting a higher price for your services. This will create a reference point that will make your lower price seem like a bargain. Then, offer a discount on your services to make them more attractive. This will help you to maximize your profits while still providing great value to your customers.

 

Why Would People Pay

Ask yourself:

Why would people pay?

You solve a problem for them, that's common sense. 

But when do they actually open their wallets?

When you share:

  • Testimonials (from your FREE test clients!)
  • Historical Proof (that you have done this before, successfully, again... from your free test clients!)
  • Content Proof (show, share, tell content that you create around your expertise which shows people you are relevant, up-to-date, and active!)
  • Credibility (authority through a strong Personal Brand, number of followers, …) 

 Make the process to hire you very clear and easy

Services 

offer on

  • Your Social Media
  • Your Website add a contact: your@emailaddress 
  • Freelance platforms (like Upwork, Freelancer, or Fiverr)

Products

sell on

  • Your Website or
  • A Pre-Built Funnel Platform (niche platforms like Etsy, or shop platforms like Amazon or Shopify)
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