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Climbing The Ladder

Structuring your offer comes down to 2 main variables:

How much work do you have to do to deliver on your promise?

How much work does the customer have to do to get results?

Typically, the less work the customer has to do, the easier the offer is to sell (and vice versa). In the beginning, we want to use this to our advantage by taking as much off the prospect’s plate as possible.

Sure, this means more work upfront, and it might be “low-leverage” work…

But you know what’s even lower leverage? Spending weeks, months, or years trying to sell an offer, only to get zero sales.

Here’s what I recommend:

First, sell a “done for you” service, where you do everything on the client’s behalf (all they have to do is pay, and the problem gets solved).

Next, you could consider “done with you”, where you help the buyer in a private, 1-on-1 context.

After that, you can move on to “done with you and others”, where you work in a one-to-many capacity to help multiple clients simultaneously.

Finally, you can create a “do it yourself” offer, where you give the buyer information, then leave it up to them to drive results.

The further you move down this list, the less you can charge per customer, but the more customers you can help per unit of time.

And the best part? Each step prepares you for the next.

Using what you learn selling done for you services, you can enhance your 1-on-1 coaching. Then, you acquire new skills in your 1-on-1 work that lets you drive better results when you start 1-to-many, and so on…

There’s just one question left: you’re going to start with a done for you service, but how do you sell it to your members without coming across as salesy or unethical?

That’s exactly what we’ll discuss in the next module.

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I Wish I Learned This Earlier… ➡️⁠

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