GSI US M6 Offer Design Exercise

EXERCISE

OFFER DESIGN ULTIMATE SPEAKER 1 Copyright 2017 Global Success Institute

THE PITCH/OFFER THREE TYPES OF EVENTS WHEN TO PITCH Webinar: One webinar – 90 minutes to two hours Pitch at the forty five minute mark Then stay on and answer questions – make sure the questions you answer overcome as many objections as possible

One day training: Four segments – 90 minutes each Pitch at the end of segment two

Friday night to Sunday seminar: Two segments Friday night – 75 minutes each Four segments per day – 90 minutes each You can pitch at the end of Friday night – a book You can pitch on the Saturday – a smaller pitch; or the big pitch, to give them more time to work out their finances, and discuss with family Which do you choose? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

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TIMING FOR YOUR OFFER

Connection Permission

5% - 10%

Engage

75% - 85%

Create need

Reveal your product No-brainer offer

10% - 15%

CTA

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STEPS TO YOUR OFFER 1. Create connection – build rapport 2. Get permission for your:   

Style Content Pitch

3. Engage through a mix of education and entertainment 4. Establish a need for your solution 5. Reveal your offer 6. Make your offer a complete no-brainer        

Price Payment plan Scarcity Urgency Bonuses Instant gratification Guarantee – risk reversal Reason why

7. Invite action 8. Go back on stage, reassure with objective-overcoming questions and answers

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STEPS TO YOUR OFFER – DETAIL 1. Create connection – build rapport

How are you opening? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 2. Get permission for your:   

Style Content Pitch

What are you getting permission for? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

3. Engage through a mix of education and entertainment

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4. Establish a need for your solution How will you create need for your cool, wonderful offer? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 5. Reveal your offer What’s your offer – name of it, features and benefits? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

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6. Make your offer a complete no-brainer 

Price – i. Actual price versus price for the day ii. Actual price versus price for them

What’s the price? ___________________________________________________________________________ ___________________________________________________________________________ 

Payment plan – i. So it’s doable now

What’s the payment plan? ___________________________________________________________________________ ___________________________________________________________________________ 

Scarcity – i. Limited numbers available

What’s scarce? Make it genuine. ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 

Urgency – i. Limited time offer

What’s your limited time offer?

Which do you choose? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

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

Bonuses – i. Good enough they would buy product just to get the bonus

What bonuses are you going to include? Which objections do they overcome? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 

Instant gratification – i. Something they can take away right now so they’re included

What can they take home with them immediately? ___________________________________________________________________________ ___________________________________________________________________________ 

Guarantee – risk reversal i. Take away all the risk of the decision

What’s the risk reversal? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 

Reason why – i. Why are you doing this?

Why is this so generous? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

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7. Invite action What is your call to action? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

8. Go back on stage, reassure with objective-overcoming questions and answers What do you need to reassure the buyers about? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

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NOTES __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________

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Phone: 1800 094 927 Fax: +61 3 9645 7002 Email: wow@globalsuccessinstitute.com.au Website: www.globalsuccessinstitute.com.au

ULTIMATE SPEAKER

Edition 1 | Version 1 | August 2017 Published by Global Success Institute

Copyright 2017 Š Global Success Institute All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, mechanical or electronic, including photocopying and recording, or by information storage and retrieval system without permission in writing from the publisher.

In some instances, people or companies portrayed in this book are illustrative examples based on the author’s experiences, but they are not intended to represent a particular person or organisation.

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