VALUE OFFER: CREATING YOUR GRAND SLAM OFFER PART I: PROBLEMS & SOLUTIONS

Question 1

5-Step Offer Creation Drawing

Answer 1

Question 2

List the 5 steps in the drawing

Answer 2

1. dream outcome?
2. problems/obstacles
3. list all problems AS solutions
4. maximize profit/value
5. final high value high profit offer stack

Question 3

Step #1:

Answer 3

Identify Dream Outcome

Question 4

Alex realized what people

Answer 4

really wanted.

They didn’t want a gym membership. They wanted to lose weight.

Question 5

alex: “I wasn’t selling my __________ anymore. I wasn’t selling

Answer 5

membership;

the plane flight. I was selling the vacation.”

Question 6

When you are thinking about your dream outcome, it has to be

Answer 6

them arriving at their destination and what they would like to experience.

Question 7

Step #2:

Answer 7

List Problems

Question 8

after dream outcome was discovered, what did alex do next?

Answer 8

write down all the things people struggled with and their limiting thoughts around them.

Question 9

When listing out problems, think about what happens

Answer 9

immediately before and immediately after someone uses your product/service.

Question 10

Example Problem List: Weight Loss

Answer 10

First thing they must do: Buying healthy food, grocery shopping

(friction points/limiting beliefs/complaints/objections):

1. Buying healthy food is hard, confusing, and I won’t like it
2. Buying healthy food will take too much time
3. Buying healthy food is expensive
4. I will not be able to cook healthy food forever. My family’s needs will get in my way. If I travel I won’t know what to get.

Question 11

Example Problem List: Weight Loss (continued)

Answer 11

Next thing they must do: Cooking healthy food

1. Cooking healthy food is hard and confusing. I won’t like it, and I will suck at it.
2. Cooking healthy food will take too much time
3. Cooking healthy food is expensive. It’s not worth it.
4. I will not be able to buy healthy food forever. My family’s needs will get in my way. If I travel I won’t know how to cook healthy.

Next thing they must do: Eating healthy food 1) Etc…

Next thing they must do: Exercise Regularly
1) Etc…

Question 12

Each of the above problems has four negative elements which

Answer 12

each aligns with the four value drivers as well.

Question 13

“problems” of this example lined up with 4 divers of value

Answer 13

Dream Outcome→ This will not be financially worth it

Likelihood of Achievement→ It won’t work for me specifically. I won’t be able to stick with it. External factors will get in my way. (This is the most unique and service-specific of the problem buckets).

Effort & Sacrifice→ This will be too hard, confusing. I won’t like it. I will suck at it.

Time→ This will take too much time to do. I am too busy to do this. It will take too long to work. It won’t be convenient for me.

Question 14

Now, go ahead and list out

Answer 14

all the problems your prospect has.

Question 15

Don’t let these buckets, which are just meant to get your brain going,

Answer 15

constrain you. If it’s easier for you, just list out everything you can possibly think of.

Question 16

The more problems you think of,

Answer 16

the more problems you get to solve.

Question 17

So, to recap, just list out

Answer 17

each core thing that someone has to do.

Then think of all the reasons they wouldn’t be able to do it, or keep doing it (using the four value drivers as a guide).

Question 18

Now we get to the fun part:

Answer 18

turning problems into solutions.

Question 19

Step #3:

Answer 19

Solutions List

Question 20

Now that we have our _______ ________ and all the __________ that will get in someone’s way, it’s time to

Answer 20

dream outcome;
obstacles;
define our solutions and list them out.

Question 21

Creating the solutions list has two steps

Answer 21

1. We are going to first transform our problems into solutions.
2. We are going to name these solutions.

That’s it

Question 22

What we’re going to do is simply turn our listed problems into solutions by

Answer 22

thinking “What would I need to show someone to solve this problem?”

Then we are going to reverse each element of the obstacle into solution-oriented language.

Question 23

It’s beyond the scope of this book to get into, but simply adding

Answer 23

“how to” then reversing the problem will give most people new to this process a great place to start.

Question 24

For our purposes, we are giving ourselves a

Answer 24

checklist of exactly what we are going to have to do for our prospects and what we are going to solve for them.

Question 25

Once we have our list of solutions, we will

Answer 25

operationalize how we are actually going to solve these problems (create value) in the next step.

Question 26

Alex: “And I want to be 100 percent clear.

Answer 26

You will solve every problem. We’ll explore how together, in the next step.”

Question 27

PROBLEM→ SOLUTION

Answer 27

PROBLEM: Buying healthy food, grocery shopping

. . . is hard, confusing, I won’t like it. I will suck at it→ How to make buying healthy food easy and enjoyable, so that anyone can do it (especially busy moms!)

. . . takes too much time→ How to buy healthy food quickly

. . . is expensive→ How to buy healthy food for less than your current grocery bill

. . . is unsustainable→ How to make buying healthy food take less effort than buying unhealthy food

. . . is not my priority. My family’s needs will get in my way→ How to buy healthy food for you and your family at the same time

. . . is undoable if I travel; I won’t know what to get→ How to get healthy food when traveling

Question 28

PROBLEM→ SOLUTION (continued)

Answer 28

PROBLEM: Cooking healthy food

. . . is hard, confusing. I won’t like it, and I will suck at it→ How anyone can enjoy cooking healthy meals easily

. . . will take too much time→ How to cook meals in under 5 minutes

. . . is expensive, it’s not worth it→ How eating healthy is actually cheaper than unhealthy food

. . . is unsustainable → How to make eating healthy last forever

. . . is not my priority, my family’s needs will get in my way→ How to cook this despite your families concerns

. . . is undoable if I travel I won’t know how to cook healthy→ How to travel and still cook healthy

Question 29

PROBLEM→ SOLUTION (continued 2)

Answer 29

PROBLEM: Eating healthy food

. . . is hard, confusing, and I won’t like it→ How to eat delicious healthy food, without following complicated systems

. . . etc PROBLEM: Exercise Regularly

. . . is hard, confusing, and I won’t like it, and I will suck at it → Easy to follow exercise system that everyone enjoys

Question 30

You’ll also notice that a lot of them are

Answer 30

repetitive. That’s totally normal.

Question 31

The value drivers are the

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four core reasons. Our problems always relate to those drivers, and our solutions provide the needed answer to give a prospect permission to purchase.

Question 32

What’s even crazier:

Answer 32

if only one of these needs is missing in a solution, it can cause someone not to buy.

You would be amazed at the reasons people do not buy. So don’t limit yourself here.

Question 33

The main takeaway, though:

Answer 33

Don’t be fancy. Just get all the problems down then turn them into solutions.