Tip:
Highlight text to annotate it
X
Hey everybody, today I am going to share with you a situation experience if you will, that
hopefully you don�t do right now, but I see this happen a lot, and this is going to
cost you a tremendous amount of money, especially if you offer upsells and training programs.
So stay tuned. Okay, recently I was invited to attend an info night for this, you know,
self-development workshop, and I mean these are all over the place. I got invitations
all the time. It�s like, you know, find your inner calling, and you know, become one
within and all of this type of stuff, and then you know what? There�s absolutely value
in it. I just find that there�s such a wide spectrum.
So I go to this event, and I am just shocked because I sit down, and it�s like, �Hey,�
you know, whatever. I am looking at the makeup of the group, and I notice a couple of things.
One, they have a lot of people that know each other, so I am thinking, �Okay, they planted
a lot of people that have been through the program to try to get the feeling and so you
could ask questions, you know,� very, it�s a very good technique. I think they probably
overwhelmed it because you can�t go 50% of the participants have already been there,
otherwise it just looks like, oh, you know, they really need someone to sell the service.
But the other part is that we start off and it�s a two-hour event and I was exhausted.
So I wasn�t in a good mood to be there to start off with, but besides that I am sitting
there and we start off it�s like, �What do you want to achieve in your life?� You
know? If you had no restrictions of money or freedom and time and all this, what would
you want to do? And it�s like people put all these, you
know, big goals. Move to South America, or travel for a year. I�d live here. I�d
work in Africa and volunteer. It�s like okay, great, but how are you going to get
there. So I get what they are doing. They are trying to build the connection right?
You build a big goal and then you say, �Come to my workshop, and then I will show you the
secrets on how to do it.� Now, you�re not going to learn that in a day. I guarantee
you that because you haven�t figured out how do you make money in order to do that.
You can be in alignment all you want, but monetizing it, that�s a whole other ballgame.
Okay? So besides that, this is what�s funny. So they get the whole riled up, you get the
dream, right? And then they spend the next hour and a half telling you what the workshop
is going to be like. I am like, �What, are you for real?� This is no way to position
an upsell. For you at home, if you�re positioning anything,
okay? Anything, you have to provide value first and foremost, okay? Promise me at home.
Put up your hand. I swear I will provide value at every opportunity, okay, every opportunity.
Here�s a secret for you. Nobody is going to provide value for you. Okay? Money in your
pocket until you provide value first. So these guys did it completely wrong. You know, when
I am doing my workshop or my training, I am front loading a lot of value. I am coming
at you hard because if I am going to say, �Hey, did you get value from this?� Yes,
okay, well let�s go to the next step if you want to continue gaining value.
You can�t come to me with a bunch of airy-fairy dreams, and then say, �Well come to my program,
and I will who you how to do it.� You haven�t demonstrated that you�re able to provide
any value. This is a critical error, okay, and I want you to never do this. It�s you
know, it�s interesting when I graduate with, when I speak with people that take my advanced
training, I always ask them, you know, what was the deciding factor for you, and it�s
always, you know, it�s very simple. They are Lucas I came, I got a lot of value, and
I am deciding, okay, well, I got the value here, I learned a lot, I want to keep learning
because this is applicable, and I could make a lot of money using your techniques. It�s
a no-brainer. This is exactly what you want for your programs.
You want your clients, your prospects, you want them sitting there, and they are going
to go, �Okay, well I got a lot of value, so they�re going to keep giving me value,
so I will give them money because I can leverage this to improve my business, my life and my
career.� So when you�re sitting at home and you�re planning your presentation, ask
yourself what value can you provide for you audience, something real that they can take
to the next level because if you don�t, there�s a very slim chance that you�re
going to get anyone in your audience to take it to the next level with you and buy in because
you haven�t established that trust yet. So provide value, build that trust, and then
get raving fans because people will see what great work you�re able to provide.