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Downsell your upsell and that's because you know our current companies make just under a hundred million

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dollars a year. Welcome to the game where we talk about how to get more customers, how to make

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

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along the way. I hope you enjoy and subscribe.

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In this video I'm going to show you how we structure our

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to ascend customers. All right, so if you're in a service business, you're at a brick-and-mortar

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business, you're an online business, any type of business that sells service or coaching or whatever.

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

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and you ultimately want to get that person to come back again and again, then you're going to

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want to listen to this video. All right, and so one of the things that I've been touted as, you know,

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has been mine is downsell your upsell and that's because you know our current companies make

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just under a hundred million dollars a year. The reason I make this channel is because

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lots of people are broken, I don't want you to be one of them. So if you're an entrepreneur right now

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and you sell a service of some kind, it is standard and normal and to be expected that you would

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just have a recurring fee of some sort and you sign people up and they go right into that fee.

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

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horrible. But let me give you a couple reasons for that. So if you have a defined end program on

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the front end, what you'll be able to do is sell more easily because people don't want a membership

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or recurring service they want an outcome. And so ideally what we're going to do is think about

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what is the outcome that our customer wants to experience and then how can we sell that rather

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than a recurring membership service, etc. Right? Some sort of continuity. And so the first thing we do

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is we package that as an upfront program that sells the promise. Now when we do that we're able to

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increase the price because it's a defined period of time and because it has a promise that we're

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delivering on. So people will perceive it as more valuable than a recurring service and because

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people 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? So one, it's an easier sale. Number two is that you actually

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are able to acquire more customers this way because you have cash flow from this higher price point

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to spend more on marketing. So you can actually use this upfront program or whatever thing

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as a way to cash flow your acquisition. So you can even break even on all of the money that you

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make on this because you want to eventually sell the continuity but you use this sale first because

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it's easier to sell is more profitable, etc. The next thing is that if you raise the price on

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this front end defined period, it will actually anchor the value of your services in the mind of your

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prospect so that when you do sell your continuity, it feels like a down sell even though you're

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actually selling a bigger ticket. All right. And so one of the beauties of this is that this is kind

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of it goes into price. This number three point goes into this which is that people will always

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notice the cash flow more than the price. So for example, if I say, hey, it's $18,000 someone

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would go, whoa, but if I say, hey, 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 wear the price. It's probably easier. It will

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I guarantee you this. It is easier and you will sell more people at $1500 a month than you would

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buy $10,000 one time upfront, right? And that's because people are more mindful of their cash flow

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than of the overarching price. And so we can use this high cash upfront service or to find

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in program of some kind that executes on a promise because it also feeds into our continuity more

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naturally because it's a downsell of the upsell. So we might sell this thing for $6,000 and this

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thing for $18,000. But this was six and this only feels like $1500 a month. So people will be like,

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oh, wow, this is a steal, especially if you actually give them more than what they currently just got

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for less. So think about that. So it's like $6,000 for XYZ service. And then you can you now qualify

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to be XYZWV SRT service after this and it's less.

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Most of the nation real quick, if you are a business owner that has a big old business and wants

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to get to a much bigger business going to $50, $100,000 plus we would love to talk to you.

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And if you like that, we'd like to hear more about it. Go to acquisition.com and you can

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plan anywhere on the page and talk to one of our team and see if we can help you get there.

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That is how you build continuity. Now, the next one is onboarding costs. So the reason that I like

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you stuff from things is that we can also over-deliver like crazy because it costs more to onboard

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a new customer. New customers require more attention. They require more effort. You have to get them

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up to speed higher systems. You have to tease them out of your customer. And so the way to do that

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and cover the cost, which most businesses just go negative for, I'd rather make money getting

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customers and get paid to onboard them and teach them how to be a customer for my business.

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All right. And then finally, you'll actually get more committed customers because the more you

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raise the price, the more committed they will be to executing it. And also, if you can raise the

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quality of your prospects, you will raise the quality of your product. 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 if I had

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

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

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achievement of the outcome for the high quality prospect is much higher. And so by raising the

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barrier, we increase the likelihood of achieving the outcome that we're shooting for, which means that

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by its very nature, our service becomes more valuable. And so by raising the bar, we actually

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raise the quality of our deliverable, which is crazy and counterintuitive, but that's why most

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people don't make money. All right. So I'm going to bring this, bring us home here. So right now,

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in your current service, if you sell some sort of continuity, I'd highly recommend you not do that.

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And instead create the upfront program that creates customers. All right. This becomes the

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program that you sell in order to acquire customers because it's easier to sell because they

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understand it's the fine end. It will, it will cover your cost of acquisition and probably profit

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from it. You will have a price anchor for your continuity that will make it more valuable and

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the perception of that more valuable. And you'll actually be able to raise the price on your

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continuity because the cash low on that continuity will be less than what they get required to pay

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upfront. 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 believing that your business is amazing. You can

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deliver on the promise that you've made. And then finally, you'll have more committed customers

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that are higher quality that will ultimately mean that you're providing more value to the marketplace

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and you will be rewarded by dollars in your pocket. And so if you found this interesting or you

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found this valuable in your business, click the subscribe button. I have absolutely nothing to

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sell you. I just want you to make money in your business.