if you want a 2x or even 10x what you charge without necessarily having to change your service offering you need to check out this video on how to upgrade your offer this is a free training that i did inside of our private facebook group which i'll link up in the description below where i kind of take you through a handful of things that you can consider or add on to your offer to make it more enticing to get more people to buy while commanding premium rates so let's just jump right into that training right now
[Music] what's up crew hope you are well in this video i want to talk about how to upgrade your offer this comes from alex hormozy who i interviewed in this group wrote this book 100 million offers great book if you haven't read it and ever since i interviewed him we still get a lot of questions about around like using guarantees and all that stuff to make your offer better and so i put together the kind of this quick training to kind of break down like how to upgrade your offer and some key things to pay
attention to along the way that i think you need to keep in mind now here's the problem that i see with most agencies service providers etc you people in this group the problem is that many of you are not paid what you are worth and you guys know that you've told us that and there's obviously reasons behind that that we're going to get to and because of that not enough people are buying they aren't coming to you you respond to demand versus going to create demand and have people coming towards you and that leads to
a situation where buyers maybe are even buying slow which means they get on the phone with you they say they're interested and then it turns into a six-month sales cycle because they weren't really interested and a lot of this comes down to your offer and how you're positioning it and the opportunity here once you have a great offer you can actually upgrade that offer and so you actually can sell the same thing for more money i use this example of the two different pills because there's this story about i believe it was motrin or excedrin
the aspirin and the migraine version so we'll just use motrin for the example because i can remember which one it is it's motrin and then motion migraine migraine is actually three times the price of the regular motrin but when you look at the ingredients they're fundamentally the same ingredients it's just that the specialization of migraine positions to solve a bigger more painful problem no pun intended and so people actually will pay more for the same thing and so when you have a good offer and you have the offer accelerants that i'm going to be talking
about you can actually sell the same thing that you already have for more money one of the problems that you know we see a lot of people run into is that they start creating more stuff which creates the complexity so not only can you sell more of the same thing for more money but you can sell more of it meaning that you can start churning out repeatable sales it's the transferring value something that can be sold over and over and over again to your clients and then lastly repeat it over time without going stale one
of the things that comes up a lot in this book specifically is the fact that you know you can create promotions and things to create excitement around selling the thing that you've been selling all the while but make it feel different so that you have a reason to promote and so we need to kind of promote it find ways to upgrade our offer where it doesn't go stale my thought about this was like riding a bike like you know it never gets old like once you figure it out you know you can still hop on
a bike and smile and so one thing that we need to cover first before i cover the different kind of ways to upgrade your offer that is really key here for all of you is the fact that the more attractive your solution the less you need to rely on offer accelerants which simply means guys some of you i've been guilty of this too are trying to put lipstick on a pig and so that's why i want to introduce you to what i call the offer layer cake and the offer layer cake is how we can
upgrade our offer using these accelerants now at the base of the cake you have two very important things you have the name of your offer and you have the promise now i'm not going into both of these today because these are things that are kind of fundamental that like you need to have in the cake the name obviously there's different ways to name we have a whole naming system inside of our programs and a way to position your promise so that it speaks to the outcome like seven minute abs so to speak that was not
only the name but it also had the promise in it your promise could be you know three clients in 90 days what have you so there's different fundamentals of an offer that you need to have dialed in now that whole statement i just made a minute ago about the more attractive your solution the less you need to rely on accelerants really means that this is the special sauce guys like the actual thing you do the actual promise that you can create the more dialed this lower tier is the less you're gonna need to focus on
these things and the more that they actually will become true accelerants so if you don't have this kind of like building on a faulty foundation we run into a problem so we need to have that so what are the accelerants from there well the first thing is what i call pricing power moves an example here is often times when we have clients come in and say they charge like 15 grand and the clients were like why can't afford 15 grand that they think that the sale is done they're bought in the process and all that
stuff but they don't come across the line now they might have come across the line and once we do pricing power moves we can price is different than terms and so a pricing power move is to play with the terms to get the price you want what about collecting 5k up front and then another 5k and then another 5k to get your 15k especially if say the delivery takes 90 days or maybe it's 10k up front and then the other 5k is spread across you know a couple months what have you like there's different ways
to play with your terms your payment terms so that you can get the price that you need if you haven't explored payment terms where you could downsell your upsell meaning collect more up front but then have lower monthly payments because most people pay attention to their monthly versus the upfront you could probably get clients in the door then you go up the ladder again and you add things like scarcity and urgency now to call out the difference urgency is a function of time and scarcity is a function of availability so let's look at urgency first
urgency you might say hey we get started on tuesday we start the next group on the 15th once the doors are closed that's a little bit of scarcity and urgency potentially so how do you add urgency to your offer there are ways to even add urgency to offers that are rolling like you know a lot of you have a recurring service or a recurring you know training program or coaching training program consulting program that you're always enrolling people but you can still actually add urgency to that scarcity would be you know the function of number
of people so like hey we're only taking five people so this could be like only five or we only take you know 10 new clients a month and so we need to think about how we can also layer in scarcity and urgency inside of our offers to sell our thing the next layer up the layer cake is bonuses and premiums this is where you can bundle in stuff you can say hey if you're joining in this cohort you're gonna get xyz that we normally don't offer you probably have things you utilize behind the scenes that
you could potentially offer as a bonus a simple one could be just giving a little bit more access to you and or someone on your team in a one-on-one capacity and lastly at the top is where you have guarantees which is where alex goes into a lot of detail on this book on the different types of guarantees conditional guarantees unconditional guarantees and the interesting thing guys is that i see a lot of people come in and they haven't even dialed in their true offering and they start up here at guarantees and the reality is in
services guarantees get tricky which is why the conditional guarantees are pretty popular once utilize them but the reason i turn this into a layer cake is because it's the icing it will help you sell more stuff but it can dramatically backfire if you haven't dialed in the foundation of the cake first if that makes sense and so a lot of people are out here focusing on guarantees right now and they're putting lipstick on a pig they're making these bold grandiose claims when they haven't even dialed in the name and the promise yet and quite frankly
the ability to deliver which brings me to another point is your product the deliverables are different than the offer the offer is the deliverables plus all of these things together to make someone want to buy it the deliverables are just what they get the offer is what they get from what you're selling them now here's the deal we can add all of these things over time as you get better with your foundational piece down here i would first move up to pricing power moves then i go to scarcity urgency then i would add premiums and
then i bring in guarantees like that's the sequence of events that i would go through so don't try to be the person who's putting lipstick on a pig if that makes sense you know obviously as a client of ours we help you dial in all of these things focusing on getting positioning dialed in so people are wanting what you have the name the promise actually having the deliverables getting clients results so that you can then start moving up the layer cake and adding on things like scarcity urgency etc but if you're struggling right now where
you feel like your positioning isn't good you're not getting paid what you're worth you can deliver clients results but like people aren't like wanting it and or moving forward quickly you likely have an offer and positioning problem maybe you're not specialized enough and so if you want to build a business specifically an alt agency an agency that serves you and not the other way around we need to have a very clear outcome for what our offer gets our clients right a transformation we need to sell results not our hours if you're not currently doing that
yet we'd love to chat with you see if we can help i'll drop a link in the comments below to schedule a call with myself or someone on our team we'll look at what your offer is right now maybe make some suggestions and if it makes sense i'd love to chat with you about working together and how we can move you through our process to productize your service your intellectual property so that you can delegate it to team members remove yourself from fulfillment even start positioning yourself more as a consultant and add training revenue streams
to your business so you're more profitable so fundamentally we want to help you add the basics down here then start moving up the offer layer cake inside of your own business so if you'd like help go ahead check out the link below book a call with our team and we'll go from there hey so i hope you enjoyed that training if you actually want to get some free training like that please join us over in our free alt agency facebook group i'll link it up in the description below we go live with training just like
that a couple times a month we'd love to see you in there in addition to obviously subscribing to the channel here so hope you enjoyed and we'll see you in the next one [Music]
