Identifying What You're REALLY Selling
Lesson 8 from: FAST CLASS: Turn Your Service Into A ProductTara McMullin
Identifying What You're REALLY Selling
Lesson 8 from: FAST CLASS: Turn Your Service Into A ProductTara McMullin
Lessons
Class Introduction
03:15 2Change How You Think About Your Business
02:05 3The Profit in the Process
00:55 4What is an Asset?
02:39 5Set a Different Goal
02:15 6Name Your Unfair Advantage
02:31 7Document Your Client Intake Process
09:22 8Identifying What You're REALLY Selling
02:53Apply Your Unfair Advantage
02:41 10Build to Sell
08:56 11Observe What Matters in Your Customer's World
05:43 12Identify & Engage the Opportunities
01:25 13Test Your Response
04:01 14Describe the Transformation
04:22 15Find & Test Your Key Insight
08:59 16Bulid to Sell (Part Deux)
09:36 17Price Your Product
09:26 18Make Your Offer
05:43 19Gather Feedback
06:51 20Iterate, Reposition, Differentiate
08:02 21Create the Ideal Customer Experience
03:21 22Identify What Your On-Boarding System Needs
03:59 23Analyze System Needs & Solve Customer Problems
05:10 24Automate Your On-Boarding Process
04:39 25Get Attention
05:10 26Get Commitment
01:33 27Get Buy In
07:50 28Get the Sale
11:27Lesson Info
Identifying What You're REALLY Selling
So while you're looking at your client intake process, you should have noticed something and this is exactly what we talked about with Rebecca. People don't come to Rebecca for therapy, oddly enough, they come to her for figuring their relationships out. They come to her for living independently from their families. They come to being able, they come to her for just being able to show up at work every day. And so people don't come to you for life coaching. They don't come to you for web design, they don't come to you for photography, they don't come to you for scrapbooking ideas, They don't come to you for copyrighting, they come to you because they just got out of a 10 year relationship and they need help figuring out what's next. They come to you because they want people to take their business seriously. They come to you because they, they never, I never want to forget this time. They want to make those memories solid and an unforgettable. Uh, they want to make time for them again, T...
hey want to invest themselves in their hobby. Uh, they want to sell out their coaching program, they have goals, what they're buying is their goal, the results that they want, they're not buying the service that you offer. And this is really the heart of where product development starts. Its understanding what people are really buying from you and what you're really selling the goal that you have for your clients after they've used this product determines the best format for that product, The best format might be a retreat. It might not be a course, right? Or it might be a book instead of A 1-1 service or an agency. Um so these, you know, this is, this really comes to the core of how you're going to decide what your product is going to look like, and most importantly why it's going to sell. So you need to figure out what you're really selling, because when you know what you're really selling, you can create a focal point for your asset and then detach yourself from the rest of the process. So, this question of self employment, to business ownership is also a question of detachment. Self employed people are extremely attached to their work. It's one of the reasons that they have a very difficult time pricing the work that they do. It's one of the reasons that they can't imagine taking themselves out of the process. That's why they have a hard time delegating, that's why they have a hard time bringing team members on. When you start to understand what this focal point is, what the outcome is that your clients really want, what it is that they're actually buying and what it is that you're actually selling. Suddenly, you can create an immense amount of detachment which then allows you to get really objective about what you're going to create and how you're going to help your clients get results
Class Materials
Bonus Materials with Purchase
Ratings and Reviews
a Creativelive Student
I'm in business a looong time and know a lot but... Tara is great, the course is great and it is a MUST SEE for every entrepreneur. I'm not a native speaker (from Germany) but I can follow Tara very easily and there is the transcript... just in case ;-) Well done!!!