module 1 - cloud object storage | store & retrieve data …€¦ · · 2014-08-15module! ......

MODULE 1

How to Structure Your Offerand Make It Irresistible!

www.LisaSasevich.com | [email protected] | 646-368-8210©2014 Extimata Inc. All Rights Reserved.

©2014 Extimata Inc. All Rights Reserved.

What We’re Covering Today1. The four-question Irresistible Offer Litmus Test



2. The 3 elements to include in your Irresistible Offer




3. Service delivery options (1:1, leveraged, live, virtual, combo)





4. Guidelines for offering bonuses






5. Specifics for using Limiters







6. Pricing and payment plan guidelines


1. The four-question Irresistible Offer Litmus Test






7. Lisa’s No-Pressure Secrets to Making YourOffer with Big Results

What We’re Covering Today

MINDSET


Listen to Webinar 1 for contextplus information on creating

your Hooky Talk Title

A Recommendation


1. Keep it SIMPLEDon’t overcomplicate things

2. Go for GOOD ENOUGHYou can fine-tune as you go


Download the“IrresistibleOffer Blueprint”andworksheetsfrom theResourcessection of thismodule!

www.LisaSasevich.com | [email protected] | 646-368-8210


7 Simple Steps to Creating Your Irresistible Offer

1. Define the outcome(s) / transformation(s) you provide, teach, train.

2. Define the outcome(s) / transformation(s) you provide with the offer you have in

mind. It may be the same or maybe a subset of the bigger outcome you offer.

3. Explore ways to deliver that outcome. We call this Service Delivery. Be creative

and come up with lots of options. Do a brain dump.

4. Pick the method of Service Delivery that is in alignment with your business and

lifestyle goals. This is where you’ll need to decide if you want to offer one high‐

ticket offering or 2‐3 related offers. There is no “right” way. Both work!

5. Name your offers and watch your competition disappear!

· Name multiple offers to help people locate which one is right for them

· You can describe the outcome or describe the person

· Name your process and watch the competition disappear (Your 123

Formula, System,

· Blueprint, Method, 7 Secrets to…., How to…..)

6. Establish your pricing. Take these factors into consideration:

· What is the cost to the client NOT to engage your service?

· What you believe the market will bear.

· What you can tolerate

7. Give them a reason to invest TODAY!

· Bonuses, Limits, Fast Action Scholarships

· It serves people to be decisive and take action

· Look for elements that you’ve included in the Main Dish that would

better serve as Bonuses

· Scarcity motivates action and raises the value people place on the item.

The Four-QuestionIrresistible Offer Litmus

Test



1. What is the TRANSFORMATION I offer?


Test



2. How will I DELIVER that?


Test




3. Is it LEVERAGED?


Test




3. Is it LEVERAGED?

4. Do I LOVE IT?


Test

The 3 Elements ToInclude


1. Main DishHow do you deliver the outcome you promise?




2. BonusesShould be desirable to the prospective client




2. BonusesShould be desirable to the prospective clientTip: Only 2-3 bonuses…




2. BonusesShould be desirable to the prospective clientTip: Only 2-3 bonuses… that are related!




2. BonusesShould be desirable to the prospective clientTip: Only 2-3 bonuses… that are related!

3. LimitersWhy buy now?

Using Limits to Inspire Action

• Time:Today Only Bonuses

• Time:Today Only Bonuses

• Quantity:First X# of People

Using Limits to Inspire Action


1. MAIN DISHHow do you deliver the outcome you promise?

Flesh out the service delivery options




Flesh out the service delivery options• 1:1 unleveraged




Flesh out the service delivery options• 1:1 unleveraged• Leveraged

• Teleseminars, 5-part webinar series





• Teleseminars, 5-part webinar series• Live or virtual





• Teleseminars, 5-part webinar series• Live or virtual• Combination


The Four-QuestionLitmus Test




3. Is it LEVERAGED?

4. Do I LOVE IT?



2. BONUSESSuper desirable to the prospect who would wantthe main dish!

• Elements are few and related



Tip: Look for something hot (that isnot part of the core system) that isalready in your course and pull it out!

2. BONUSESSuper desirable to the prospect who would wantthe main dish!

• Elements are few and related



3. LIMITERSWhy buy now?

• Time: Today Only Bonuses

• Quantity: First X# of People



3. LIMITERSWhy buy now?

• Time: Today Only Bonuses

• Quantity: First X# of People

REMEMBERTeleseminars: First X# of People

NO Today Only!

Email Marketing


Double andtriple sales afterthe preview callor webinar

THE STRING

• “Excuse me”-based marketing• Disappearing incentives• Closing events

>>>Can double sales again!

A series of emails that run for approximately 2 weeksuntil the promotion closes

1. One string goes to the 70% who opted in but didn’t show up for the call2. Another string goes to people who were on the call but didn’t buy

Pricing and PaymentGuidelines




1. What will the market bear?(Be careful - This can give you the low)




2. Look at cost of them notobtaining your service

(This gives you the high)




2. Look at cost of them notobtaining your service

(This gives you the high)

3. Your offer is somewhere inbetween

(You have to choose what feels right for you)

MINDSET


Your clients valuewhat they pay for,

and they will pay forwhat they value

MINDSET


Create an upward spiralin your business!Start out high-level >>> you will attractclients who do the work because theyinvested >>> they will have great results>>> your reputation benefits

Paid-in-Full v.s. Payment Plan


Paid-in-Full• Clients will lean in when

they need help




they need help

Payment Plan• Costs more than PIF (10-

20% more)




they need help

Payment Plan• Costs more than PIF (10-

20% more)• Don’t extend payments

beyond the end of course

Lisa’s No-Pressure Secrets toMaking Your Offer with Big Results




1. Committed but not attachedStay committed that they have what theyneed to make a decision, but not attachedto what the decision is



1. Committed but not attachedStay committed that they have what theyneed to make a decision, but not attachedto what the decision is

2. Regular price vs. launch price“It’s totally worth it at full price!”


1. The four-question Irresistible Offer Litmus Test






7. Lisa’s No-Pressure Secrets to Making YourOffer with Big Results

Let’s Recap

module 1 - cloud object storage | store & retrieve data …€¦ · · 2014-08-15module! ......

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