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Show Notes
Episode 160 (Craig is based in Austin, Texas)
In this conversation with Craig Acosta we explore:
- Why a first time offer helps you address fears and risks of buying
- When to use a first time offer
- How to price your first time offer relative to your main offering
- What's the ideal price range for B to B selling?
- What to address with the first time offer
- How many deliverables to include
- How to structure the offer to leverage cognitive bias
- The danger of a free offer or freebies
- How to justify the temporary low price offer
- Why you must clearly describe your ideal client
- The three necessary components
- Why you need to know the live time value of your customer
About our guest Craig Andrews:
Craig has driven over weight for half a billion dollars in revenue.
He helps business build irresistible first time offers that accelerate high ticket sales. His wife had the chance to pull the plug and did not. That's why he's still here.
Learn more and connect at
https://www.linkedin.com/in/craig-andrews/
https://www.facebook.com/allies4me
Free Offer:
1. Get the guide to build your First Time Offer
2. Take the 23-day self-paced course to develop your First Time Offer
https://allies4me.com/yourintendedmessage
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Excerpts from this conversation with Craig Andrews
There are three components that determine that. The first is what you're offering has to be high value. And I've actually had prospects coming through that when they hear us asking the questions we're asking, they realize, oh, these guys aren't some Mickey Mouse firm.
These guys are serious players that know what they're doing. And they actually say partway before we even got to the offer, say, I don't think we're in the same price range. anyone said anything about price, they just took that from they realize what we did, they realize the value of it, and they knew it was not cheap.
So that's the first thing is whatever you're selling has to be high value. And they have to know it's high value.
The second thing is you have to set expectations on what the market value is, if they don't already know that. And so that's why I say if you come back in two or three weeks, this is what this price will be.
So we're telling them, this is the value of what we're doing. So that's also setting expectations that's putting them in the ballpark of what we would normally charge for our work.
And then the third thing that I mentioned a couple minutes ago, is a plausible reason for why it's heavily discounted this time. And the plausible reason can depend upon different things I would not recommend you ever use all because we're not hitting their sales numbers this month, we're offering a special that's please don't do that. No, no, no, that lead makes you look too cheap and desperate.
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Your host is George Torok
George is a specialist in executive communication skills. That includes conversation and presentation. He’s fascinated by way we communicate and influence behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.
Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/