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
Make Your Offer
All right, let's talk about making an offer. What if no one wants, what you're selling? Oh, that would be such a bummer. Right? Hopefully the work that we've done to this point has made you a lot more confident that someone is going to, not only someone, but many people are going to want what you're selling. Well, the good news, right, is that we've already built this product to sell. We've we've built this product To sell based on what you know about people, what people want to buy. That's huge. More good news is that you already know the 1st 10-20 people to buy it. You already know the 1st 10-20 people who will buy this product. I almost guarantee it. And this is your opportunity to make an offer to them that they've been waiting for you to make. That's the most important. That's the most exciting part. Um this is a quote from Paul Graham, who's one of the co founders of y Combinator and he wrote an essay on the things that start ups have to do that don't scale, we think so much abou...
t start ups and scale like getting as many users as possible. But the only way you can get as many users as possible is to do things that don't scale first. So he wrote startups take off because the founders make them take off. The most common unsalable thing founders have to do at the start is to recruit users manually. Nearly all startups have to, you can't wait for users to come to you. You have to go out and get them. This is another big misstep that I see people make in the product, deliver a product development and then marketing process is that they build something, they put it out there and when it doesn't sell, they assume it's a product that's flawed. Even worse. They think it's them that's flawed. And largely it's because they don't understand that when you build a new product, you have to go out and get the first set of customers for it. I'm gonna teach you how to go out and get people for that offer. Okay, this is hugely important. Those people that you see out there launching huge program launches, Um you know that are making tons of money because everyone's talking about their program that is not where those programs started. Those programs started by their creators going out and finding the 1st 10 people that would buy it. Seriously, I'm not kidding you is very important. All right. So that brings us to step 10, which is make your offer and to do this. We're gonna write an invitation instead of a sales letter. I love this small shift of what you're thinking about Because if you can name 10 people or 20 people who should buy your product and who you think would want to buy your product. You don't need to write a sales letter. You don't need to write a sales page. What you need is an invitation and you can think about that list of people to inform the way you write that invitation letter. So let's talk about what you should actually put in your invitation first of all your before and after. The good news is these are all things you've already done today. So you're gonna put your before and after in the sales in the invitation letter, you're gonna put in your key insight, why is this gonna work when other our solutions haven't worked? You're gonna put in your hypothesis so that you can bring the before and after in the key insight together. So you can talk about the why were the how behind your product and the results that it's going to get for people. You want to talk about why you made this. If you're reaching out to people personally, they probably have a personal relationship with you already and they care why you made this largely. You made it for them, you were tired of them dealing with this problem, You were tired of them stumbling over this roadblock over and over again. You really wanted to see them reach this particular goal, put that in your invitation, make that personal connection with them. And then, of course, your offer and call to action just because it's an invitation and not a sales page doesn't mean you don't have to say this is how much it costs, this is what you need to do next. If you want in, you absolutely have to add that as well. Uh now, here's what I'm talking about. Don't launch people get really hung up on launching. If you're launching a brand new product, you're doing it wrong, you want to, you want to invite people to it. You want to hand deliver those invitations to exactly the right people. So one thing that you can do first and foremost, is to make a list of the to 20 people that you want to invite, because that's going to help you not only write the best invitation that you can, but it's going to give you the blueprint of how you're going to get those sales. Because what are you gonna do with the invitation? You're gonna send it to them, or you gonna call them on the phone or you're gonna set up a time to meet with them so that you can uh so that you can present this offer to them and say, hey, I made this for you. Here's why here's what I want to do for you. Here's why it's gonna work for you when other things haven't. So don't launch hand, deliver your invitation to exactly the right people. All right? So your task, your homework now is to write an invitation 10-20 people for your product idea, which then gets you to the final step or not? The final step, the almost final step step 11, deliver the value. That's the easy part. So enjoy it
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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!!!
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