VALUE OFFER: CREATING YOUR GRAND SLAM OFFER PART II: TRIM & STACK

Question 1

IMPORTANT

Without a valuable product or service,

Answer 1

the rest of the book won’t be as actionable.

Question 2

after covering all the problems we are going to solve, the second half of making your offer is

Answer 2

breaking down tactically what we are going to do/provide for our client.

Question 3

if this is your first Grand Slam Offer, it’s important to over-deliver like crazy

Answer 3

over-deliver like crazy

Question 4

You want them to think to themselves,

Answer 4

“I get all this, for only that?”

In essence, you want them to perceive tremendous value.

Question 5

Sales to Fulfillment Continuum Chart

Answer 5

Question 6

In order to best absorb the notions of trimming and stacking, we need a

Answer 6

mental reframe.

Enter the sales to fulfillment continuum.

Question 7

If you lower what you have to do, it increases

Answer 7

how hard your product or service is to sell.

Question 8

If you do as much as possible, it makes your product or service

Answer 8

easy to sell but hard to fulfill because there’s more demand on your time investment.

Question 9

The trick, and the ultimate goal, is to find a sweet spot where

Answer 9

you sell something very well that’s also easy to fulfill.

Question 10

what does “Create flow. Monetize flow. Then add friction” mean?

Answer 10

generate demand first.

Then, with my offer, I get them to say yes.

Once I have people saying yes, then, and only then, will I add friction in my marketing, or decide to offer less for the same price

Question 11

Step #4

Answer 11

Create Your Solutions Delivery Vehicles (“The How”)

Question 12

The next step is thinking about

Answer 12

all the things you could do to solve each of these problems you’ve identified.

Question 13

This is the most ________ ______ in this process. This is what you are going to

Answer 13

important step;

deliver. This is what you are going to do or provide in exchange for money.

Question 14

For the purposes of _______ ________ ______

think about

Answer 14

keeping creativity high (divergent thinking);

anything you could possibly do.

Question 15

Think of all the things that might enhance the value of your offer. So much so that

Answer 15

they would be stupid to say no.

Question 16

Ask yourself what could you do that

Answer 16

someone would immediately say, “All that? Seriously? Yes, I’m in.”

Question 17

Doing this exercise will make your job of selling

Answer 17

So. Much. Easier.

Question 18

What if you come up with something you’re not actually willing to do?

Answer 18

it’s okay.

The goal here is to push your limits and jog your brain into thinking of a different version of the solution you’d normally default to.

Question 19

Reminder: You only need to

Answer 19

do this once.

Literally one time for a product that may last years.

This is high-value, high-leverage work. You ultimately get paid for thinking.

Question 20

Problem: Buying Healthy Food Is Hard, Confusing, and I Won’t Like It

(ONE ON ONE SOLUTION)

Answer 20

1. In-person grocery shopping, where I take clients to the store and teach them how to shop
2. Personalized grocery list, where I teach them how to make their list
3. Full-service shopping, where I buy their food for them. We’re talking 100 percent done for them.
4. In-person orientation (not at store), where I teach them what to get
5. Text support while shopping, where I help them if they get stuck
6. Phone call while grocery shopping, where I plan to call when they go shopping to provide direction and support

Question 21

Problem: Buying Healthy Food Is Hard, Confusing, and I Won’t Like It

(SMALL GROUP SOLUTION)

Answer 21

1. In-person grocery shopping, where I meet a bunch of people and take them all shopping for themselves
2. Personalized grocery list, where I teach a bunch of people how to make their weekly lists. I could do this one time or every week if I wanted to.
3. Buy their food for them, where I purchase their groceries and deliver them as well
4. In-person orientation, where I teach a small group offsite what to do (not at store)

Question 22

Problem: Buying Healthy Food Is Hard, Confusing, and I Won’t Like It

(ONE TO MANY SOLUTION)

Answer 22

1. Live grocery tour virtual, where I might live stream me going through the grocery store for all my new customers and let them ask questions live
2. Recorded grocery tour, where I might shop once, record it, then give it as a reference point from that point onwards for my clients to watch on their own
3. DIY grocery calculator, where I create a shareable tool or show them how to use a tool to calculate their grocery list
4. Predetermined lists, where each customer plan comes with its own grocery list for each week. I could make this ahead of time so they have it. Then they could use it on their own time
5. Grocery buddy system, where I could pair customers all up, which takes no time really, and let them go shopping together
6. Pre-made, insta-cart grocery carts for delivery, where I could pre-make insta-cart lists so clients could have their groceries delivered to their doorstep with one click

Question 23

Now do this for all of the

Answer 23

perceived problems that your clients encounter before, after, and during their experience with your service/products.

(You should have a monster list by the end of this.)

Question 24

What’s the “delivery cube?”

Answer 24

Alex’s “cheat codes” for product variation/enhancement and a visual to break down the process for you from my consulting deck

Question 25

Delivery Cube photo

Answer 25

Question 26

Delivery Cube List

Answer 26

1. What level of personal attention do I want to provide? one-on-one, small group, one to many
2. What level of effort is expected from them? Do it themselves (DIY) - figure out how to do it on their own; do it with them (DWY) - you teach them how to do it; done for them (DFY) - you do it for them
3. If doing something live, what environment or medium do I want to deliver it in? In-person, phone support, email support, text support, Zoom support, chat support
4. If doing a recording, how do I want them to consume it? Audio, video, or written.
5. How quickly do we want to reply? On what days? During what hours? 24/7. 9-5, within 5 minutes, within an hour, within 24 hrs?
6. 10x to 1/10th test. If my customers paid me 10x my price (or $100,000) what would I provide? If they paid me 1/10th the price and I had to make my product more valuable than it already is, how would I do that? How could I still make them successful for 1/10th price? Stretch your mind in either direction and you’ll come up with widely different solutions.

Question 27

In other words, how could I actually

Answer 27

deliver on these solutions I am claiming I will provide.

Do this for each problem because solutions from one problem will give you ideas for others you wouldn’t normally have considered.

Question 28

Remember, it’s important that you solve

Answer 28

EVERY problem.

I can’t tell you the amount of times one single item becomes the reason someone doesn’t buy.

Question 29

Step #5:

Answer 29

Trim & Stack

Question 30

Now that we have enumerated our potential solutions, we will have a gigantic list. Next, I

Answer 30

look at the cost of providing these solutions to me (the business).

I remove the ones that are high cost and low value first.

Then I remove low cost, low value items.

Question 31

If you aren’t sure what’s high value, go through the value equation and ask yourself which of these things will this person:

Answer 31

1. Financially value
2. Cause them to believe they will be likely to succeed
3. Make them feel like they can do it with much less effort and sacrifice
4. Help them accomplish their goal and see the result they want with far less time investment.

Question 32

What should remain are offer items that are

Answer 32

1) low cost, high value and 2) high cost, high value.

Question 33

The next question (after the example of moving in with someone to help them solve their problem and charging them millions of dollars) becomes,

Answer 33

is there a lesser version of this experience that I can deliver at scale?

Question 34

Just take one step back at a time until you

Answer 34

arrive at something that has a time commitment or cost you are willing to live with (or, obviously, massively increase your price so it becomes worth it for you — i.e., the gazillion dollars to live with someone).

Question 35

If there’s one type of delivery vehicle to focus on, it’s

Answer 35

creating high value, “one to many’’ solutions.

Question 36

These will be the ones that typically have the

Answer 36

biggest discrepancy between cost and value.

Question 37

These types of solutions require a high,

Answer 37

one-time cost of creation, but infinitely low additional effort after.

(This is exactly why software becomes so valuable).

Question 38

Many of the “one-to-many” solutions require more ___ ______ ______. Once created, however they become assets that _______ ________ ____ ____________.

Answer 38

up front work; create value in perpetuity.

Question 39

Let’s summarize this before we configure our high value deliverable:

Answer 39

step 1: we figured out our prospective client’s dream outcome

step 2: we listed all the obstacles they are likely to encounter on their way (our opportunities for value).

step 3: we listed all those obstacles as solutions

step 4: we figured out all the ways we could deliver those solutions

step 5a: we trimmed those things down to only the things that were the highest value and lowest cost to us

all we have to do now is…

step 5b: put all the bundles together into the ultimate high value deliverable

Question 40

what is the bundle format for the high value deliverable?

Answer 40

problem -> solution wording -> sexier name for bundle

then, underneath is the delivery vehicle list (what we’ll actually do or provide)

Question 41

what’s an example of the high value deliverable format?

Answer 41

Buying food → How anyone can buy food fast, easy, cheaply → Foolproof Bargain Grocery System… that’ll save hundreds of dollars per month on your food and take less time than your current shopping routine ($1,000 value for the money it’ll save you from this point on in your life)

1. 1-on-1 Nutrition Orientation where I explain how to use…
2. Recorded grocery tour
3. DIY Grocery Calculator
4. Each plan comes with its own list for each
5. Bargain grocery shopping training
6. Grocery Buddy System
7. Pre-made insta-cart grocery carts for delivery
8. And a check-in via text weekly

Question 42

The bundle does three core things:

Answer 42

1. Solves all the perceived problems (not just some)
2. Gives you the conviction that what you’re selling is one of a kind (very important)
3. Makes it impossible to compare or confuse your business or offering with the one down the street

Question 43

Now, while we have our final deliverable, it’s unlikely that ____ _________ _________ ____ ____ _______ _____.

why?

Answer 43

present it in this way;

depending on whether we sell to one or one to many, we would present this differently.

Question 44

we went through this entire process to accomplish which single objective?

Answer 44

to create a valuable offer that is differentiated and unable to be compared to anything else in the marketplace.

Question 45

we are selling something unique. as such,

Answer 45

we are no longer bound by the normal pricing forces of commoditization

Question 46

prospects will now only make a _______ _______ rather than a ________ _________ decision on whether they should buy from us.

Answer 46

value based, price based

Question 47

now that we have our core offer, the next section will be dedicated to

Answer 47

enhancing it

Question 48

how are we going to enhance our offer?

Answer 48

using a combination of psychological levers: bonuses, urgency, scarcity, guarantees and naming