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How to Create a Two Step Offer - Coggle Diagram
How to Create a Two Step Offer
Lesson Outline
Promise
How to create and define your offerings that your going to pitch to your clients using something that I call the two-step offer
Why
is it important to create a defined offers (define the problem)
Most freelancers go straight for the high ticket offer (why this doesn't work)
The bar is set too high
Difficult to sell because there is no relationship in place
You want to become their guy
The offer is usually vague and hard to define
Because it's hard to define you can't clearly articulate the benefits to the customer or the problem it solves
Objection
I won't make a lot of money if I offer a smaller service
Sometimes you can bypass the tripwire entirely on the call - it's what gets them to respond
The vast majority of people who buy the tripwire will use your services again
You'll be able to learn more about their business, learn more about their problems and better position yourself as the solution (you'll be walking around inside their business instead of standing at the door)
300% more likely to buy
Consequences
You'll have a tough time defining your marketing pitch
Clients that would have naturally become high paying clients will never step foot in the door
Clients will judge you on price because they have nothing else to go on
People buy from people they know, like and trust - that is their primary motivating decision. You will always get clients who only care about price but most aren't like that and those that are aren't the type of clients you want to be working with anyway, they don't understand value and they will fail in their business anyway.
Homework
Think about what you offer to your clients and what you can use as your trip wire offer
Recap
Sign Off
How does the two step offer fix this?
Your going to identify a fix service that you can offer that is repeatable and that you could train someone else to impliment
Something that everyone needs and that lends itself to your core offer or bespoke services
A defined solution to a problem
What
should you do? (solution / overview)
You should define what is sometimes referred to as a tripwire
An easy low barrier to entry offer
Examples
This course
I practice what I preach, you know I give good information and if you enrol in the full masterclass you know it works
You may be saying but brett I already have an offer which is web design or online marketing
This isn't defined enough
What are you going to offer that's going to bring the customer in the door?
Once a customer buys anything from you once there is a 300% higher likelihood they'll buy from you again
There is nothing wrong with offering bespoke consulting services but that shouldn't be the first thing you offer
What compliments your bespoke offering?
Can it be implemented easily? In other words, could you train someone else to do it over and over again?
Bring clients onboard in with ease and efficiency
Once on the phone you could go straight for the core offer if appropriate