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Welcome to the game where we talk about how to get more customers, how to make more

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for customers, how to keep them longer, and the many failures and lessons we have learned

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along the way.

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I hope you enjoy and subscribe.

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In this video, I'm going to show you how we've structured our offer flow to ascend customers.

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All right.

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So if you're in a service business, you're in a brick-and-mortar business, you're in

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online business, any type of business that sells service or coaching or whatever, of

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any kind where you actually have to do something that provides service to a customer, and

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you ultimately want to get that person to come back again and again.

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So one of the things that I've been touted as, you know, has been mine is down-sell your

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upsell.

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And that's because, you know, our current companies make just under a hundred million dollars

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a year.

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And the reason I make this channel is because lots of people are broken, I don't want you

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to be one of them.

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So if you're an entrepreneur right now, and you sell a service of some kind, it is standard

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and normal, and to be expected that you would just have a recurring fee of some sort and

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you sign people up and they go right into that fee.

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Here's why you're making a mistake, and this is why I've never done that model because

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I think it's horrible, but let me give you a couple of reasons for that.

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So if you have a defined end program on the front end, what you'll be able to do is sell

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more easily because people don't want a membership or recurring service they want an

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outcome.

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And so ideally, what we're going to do is think about what is the outcome that our customer

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wants to experience, and then how can we sell that rather than a recurring membership

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service, et cetera, right?

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Some sort of continuity.

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And so the first thing we do is we package that as an upfront program that sells the promise.

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And when we do that, we're able to increase the price because it's a defined period of

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time, and because it has a promise that we're delivering on.

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So people will perceive it as more valuable than a recurring service, and because people

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are always willing to spend more one time than they are on a recurring basis because it's

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not a commitment for perpetuity, right?

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So one, it's an easier sale.

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Number two, is that you actually are able to acquire more customers this way because

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you have cash flow from this higher price point to spend more on marketing.

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So you can actually use this upfront program or whatever thing as a way to cash flow

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your acquisition.

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So you can even break even on all of the money that you make on this because you want

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to eventually sell the continuity, but you use this sale first because it's easier to

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sell as more profitable, et cetera.

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The next thing is that if you raise the price on this front-end defined period, it will

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actually anchor the value of your services in the mind of your prospect so that when

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you do sell your continuity, it feels like a down sell, even though you're actually selling

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a bigger ticket.

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And so one of the beauties of this is that, and this is kind of this number three point

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goes into this, which is that people will always notice the cash flow more than the price.

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So for example, if I say, hey, it's $18,000, someone would go, whoa, but if I say, hey,

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it's $1500 a month, and it's like, oh, that's not so bad, right?

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People will weigh the cash flow more than they will weigh the price.

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It's probably easier, I guarantee you this, it is easier and you will sell more people

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at $1500 a month than you would by $10,000 one time up front, right?

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And that's because people are more mindful of their cash flow than of the overarching

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price.

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And so we can use this high cash up front service or to find in program of some kind of

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executes on a promise because it also feeds into our continuity more naturally because

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it's a down sell of the up sell.

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So we might sell this thing for $6,000 and this thing for $18,000, but this was six and

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this only feels like $1500 a month.

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So people will be like, oh, wow, this is a steal, especially if you actually give them

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more than what they currently just got for less, something about that.

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So it's like $6,000 for XYZ service.

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And then you can, you now qualify to be XYZ, WV, SRT service after this and it's less.

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Hey guys, real quick for those of you guys who are $100 million offer of fans, I love

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you.

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I'm excited in a lost chapter that has never been released.

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I'm releasing it now transparently.

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I'm doing that to build hype for $100 million leads, but you will have the unreleased chapter.

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It talks about your first avatar and how to segment customers to make more money.

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You can get it by going to acquisition.com forward slash leads.

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It's free in exchange for your email so that I can email you when we launch $100 million

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leads and so that you cannot miss out on it because last time I sold out for like eight

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straight weeks really fast.

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So that is my way of making sure that y'all get first tips.

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That is how you build continuity.

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Now, the next one is onboarding costs.

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So the reason that I like to use upfront things is that we can also over-deliver like crazy

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because it costs more to onboard a new customer.

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New customers require more attention.

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They require more effort.

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You have to get them up to speed, higher systems.

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You have to teach them how to be a customer.

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And so the way to do that and cover the cost, which most businesses just go negative for,

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I'd rather make money getting customers and get paid to onboard them and teach them how

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to be a customer for my business.

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And then finally, you'll actually get more committed customers because the more you raise

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the price, the more committed they will be to executing it.

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And also, if you can raise the quality of your prospects, you will raise the quality

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of your product.

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Let me say that again.

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If you raise the quality of your prospects, you raise the quality of your product because

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if I had an identical product or a identical service and I had a very able person go through

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it and a very unable person go through it or a disabled person go through it, the likelihood

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of achievement of the outcome for the high quality prospect is much higher.

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And so by raising the barrier, we increase the likelihood of achieving the outcome that

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we're shooting for, which means that by its very nature, our service becomes more valuable.

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And so by raising the bar, we actually raise the quality of our deliverable, which is

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crazy and counterintuitive, but that's why most people don't make money.

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All right.

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So I'm going to bring this, bring us home here.

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So right now, in your current service, if you sell some sort of continuity, I'd highly

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recommend you not do that and instead create the upfront program that creates customers.

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All right.

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This becomes the program that you sell in order to acquire customers because it's easier

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to sell because they understand it's the fine end.

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They will cover your cost of acquisition and probably profit from it.

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You will have a price anchor for your continuity that will make it more valuable, the perception

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of that more valuable.

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And you'll actually be able to raise the price on your continuity because the cash flow

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on that continuity will be less than what they require to pay upfront.

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You'll be able to cover your onboarding costs and create an amazing customer experience

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so that you get them super up to speed, really believe in that your business is amazing.

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You can deliver on the promise you've made.

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And then finally, you'll have more committed customers that are higher quality that will

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ultimately mean that you're providing more value to the marketplace and you will be rewarded

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by dollars in your pocket.

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And so if you found this interesting or you found this valuable in your business, click

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the subscribe button.

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I have absolutely nothing to sell you.

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I just want you to make money in your business and I'll see you in the next video.

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Bye.