You know that thing you hear all the time that “people don’t buy a product/program; they buy a result?”
They actually buy both.
It’s true that people usually only buy a product/program BECAUSE they think it’ll get them a result (unless you’re Tony Robbins or something – then they might just be excited about getting to be around you).
But that doesn’t mean you should ONLY talk about the result and not talk about the product/program at all.
This was a mistake I made for years, not realizing it was a mistake because so many gurus teach it.
Specifically what they teach is to talk about the problem you solve and then invite people to “get on a call to solve it.”
At no point are you supposed to mention in your marketing what your container is for solving the problem (is it a month? two months? a year?), what type of experience it is (1:1? Small group? Mastermind? Purely coaching or including a course/teaching?), or what exactly you cover (what are the topics or miniature outcomes that contribute to solving the problem?). That stuff only gets mentioned once someone is on a call.
What so many of us have found is that it’s really hard to convert people on a call when you wait until then to reveal all those details. It’s a lot for them to take in over a 30- or 60-minute period, especially if you’re expecting them to make a decision and pay by the end.
And what many of us never even realize (I figured it out almost by accident) is that we’re missing out on tons of leads when we don’t say what our product/program is.
The number of inquiries I was getting about working with me SHOT up when I started saying what the actual offer was, rather than just “get on a call to talk about solving [blank] problem.”
I’m talking, one per week (or even less) back then, up to now one per DAY.
Now, this will be most effective if you actually include the details I mentioned above – not just saying “message me about my 12-week 1:1 program” (though that is better than nothing).
There is a particular way to do it, such that people actually see how the components of your program will add up to the overall result they want.
And the cool thing about this is that you’ll only get people reaching out who have decided that the particular combination of stuff you offer is what they want. No more wasting time with leads who don’t fully understand what you do and think they want/need only some part(s) of it.
Here’s an example:
if you’re not making at least $250K/year from organic posting and DM enrollments (or you’re already at that amount from other methods and want help to get you/your team up to $1 million, $2 million, or more by incorporating organic posting), I offer a 30-day 1-on-1 intensive to help with that.
We work on clarifying the way you present your offer (and, in some cases, we tweak the offer itself) so that your ideal high-ticket leads can immediately see that it is what they both want and need to solve their problem. We use my proven 500-word direct offer post framework to do this. If needed, we also clarify who your best client is, and how to pitch your offer in a way that will speak directly to them and no one else.
Then we work on tweaking your organic content so that it speaks better to your ideal client and gives more details of how you work to solve problems. I have a particular framework for writing what I call “belief-shifting posts” that will finally open your prospects’ eyes to why they don’t have the result they’re looking for. It also elegantly weaves in your offer each time and invites people to DM you so that you get leads directly from these posts. When I publish these posts I get at least one lead in my inbox every time I post, and when done properly these are the results you can expect also.
I also provide you with my simple lead generation process for connecting with more potential clients through Facebook friend connections, and (if you wish) a Facebook group. (I actually also teach this for free on this website and in my Facebook group Organic High Ticket Sales for Coaches & Experts – it’s very simple!) We customize it to your business.
And, finally, we take my proven DM sales/enrollment process and customize that to your business and offer also. (That part is super simple too because your posts do 95% of the selling and your leads come to you almost ready to buy.)
With this method it’s possible to get anywhere from 1-3 clients per week. I average 1.5-2 clients per week usually (I’m a solopreneur), but some of my clients have gone higher than that (depending on their audience size and how many people they have on staff helping them out with the process).
DM me on Facebook if interested in this offer and we will have a very quick chat to see if it’s a good fit for you and your business.
And, if you’re not interested in the offer, I hope this was helpful to you as an example of how to pitch to get more leads from your content. 😍