Creating Your Irresistible Offer
In this section, I am going to walk you through developing a low-cost short course.
DON’T overcomplicate this, this is your course and your business, don’t adhere to rules that you think you need to adhere to just because someone else is adhering to them. Trust me. I make up the rules for my courses, and they work.
Running a low cost is not essential to do, but it is a great way to bring people on board and once they are on board they are more likely to become a repeat customer.
Some may say I am crazy going in first with a low-cost offer. But let’s be clear here, if you are a newcomer to the scene, you are not known to your ideal client. You need to build the ‘know, like and trust’ factor before they invest real money in you. But now that you know who your client is you can create an irresistible offer, an offer so tempting and low cost that it is a no-brainer to buy.
Mine was a 21-day program for £21 GBP (around $30 USD). It consisted of one small task a day delivered to their inbox (get familiar with MailChimp or another email management system) and the same message was posted to a secret Facebook group. The Facebook group provides a great platform for the clients to engage with each other.
Follow these steps and remember, ‘done’ is better than ‘perfect’ don’t procrastinate, just get started.
ACTION STEPS:
CREATING YOUR OFFER
Create a low-cost irresistible offer that addresses their main problem(s). You are not necessarily resolving this problem with this offer, but giving them an idea of how this can be resolved and some undeniable experiences of what is possible.
For example, my first low-cost offer was the ’21 Days to Happier Ways’ course. The outcome was that they would have 21 ways to create a happier life. This consisted of one bite-sized simple task they could do each day that would contribute to a happier life. Just one small task every day for 21 days. Really simple. Don’t put everything you know in there. It overwhelms people and they won’t do the work. Less is more.
CLIENT JOURNEY
Next, define the journey you want to take your clients on- what will they get at the end of the course?
You need to be able to explain the journey – no matter how long or short- from where they currently are to where they want to be. For example, my 21-day program was a journey to a happier you. I took people who wanted to experience more joy in their lives and gave them the tools to do it, one action at a time, one day at a time.
COURSE RUNNING TIME
A low-cost course can be short, under three weeks. This way you have time to test out the material without a huge long-term time commitment. You can refine all the details of the next course.
START DATE
Decide your start date and put it in your diary. Be brave, give it a shorter time scale than you are comfortable with. This stuff just got real!
When you’ve given yourself a deadline you’ll be ready to do what you need to do to get people on board. A deadline is a great motivator!
NUMBER OF CLIENTS
Decide how many people you want on your course, 20, 30,40? Get a figure in your head as an incentive to know how many people you need to speak to. It’s amazing what happens when you commit! On my first run of the 21-day course I got 50 people- the figure I had in my head was 75 people. Yes, I fell short but boy was I happy with my 50 people!
DELIVERY
How do you want to deliver the course? It can be as simple as an email or email and a secret Facebook group. Or you can host it on Teachable or another platform. Personally, I’m all for simplicity. My early attempts were via email and Facebook groups.
Next, consider how you will give them the course content. Will they get videos? PDFs? Fillable PDFs? Will they have homework? Again, keep it simple.
How often will you give them information? Daily, weekly, twice daily?
PRICE POINT
Decide your price point
How much will you charge for this and how will you take payment? Paypal? BACS?
Have the details ready to send to people, keep it on a memo on your phone or laptop so you can cut and paste it to send as needed.
GETTING PEOPLE ON YOUR COURSE
Now you can start telling people about it. Woohoo!! You can start to mention it on your Facebook page. Promote it in other groups on the promo days. Use the language of your ideal client to write your copy. Make sure you tap into the problem and how this course will solve it.
Contact everyone who has ever expressed an interest in working with you. I mean EVERYONE. Make a list, when you think you’re at the end of the list, keep going. You’ll remember people you forgot you knew.
Then make personal contact with each person telling them about your offer and getting them onboard. Yes, it may take a lot of work, but you will be so pleased when you’ve filled your course.
Next, post about it on your personal Facebook page, you can say something like
Who of my friends is looking to (state the outcome of the course)
or
I am looking for 10 more people who are keen to (state the outcome of the course).
or
I have a new system I am testing out and I would love to speak to you if you want to (state outcome of the course)
You can ask questions in your copy like:
Are you tired of (what is their problem)?
Do you wish that ……….?
Have you been dreaming of…….?
Are you ready to take action?
Then have a call to action. Something like:
Message me now
Click here now
Register now
So as an example if I wanted to attract coaches who don’t know how to start an online business, my post might look like this:
Hey friends- who here is wanting to start up an online coaching business?
I have something exciting to share with!
I have an amazing introductory offer for a select few people:
*Do you wonder how on earth to start your coaching business?
* Have you been watching others accelerate their coaching business while you remain unsure what to do next?
* Do you wish you could figure out how to attract clients?
If this is you, I have an awesome offer for you. just say, ‘I’m in’!
(Use your own words and language of course)
Then you can send a private voice note to everyone who replies. Arrange to speak to them and during the call, book them on your course.
Repeat the same procedure for when you post on promo days in someone else’s group. Do not abuse other people’s groups, you’ll get thrown out.!
SUMMARY:
Don’t wait for the right time, get stuck in and create that course. It really is that simple. The more you do it, the better you will become.
Remember you only need to be a few steps ahead of your clients; as long as you have something valuable to share and problem to solve, there will always be an opportunity.
I’d love to know how you get on so please feel free to tell me! Fabulous@denisemortimer.com
