Create Offers So Good People Can’t Say No

00:02 I think we can slowly start to unravel 00:05 this whole new episode, new webinar 00:08 actually by Ref Riser. Welcome everyone. 00:10 I’m just looking at the attendees list. 00:12 It’s growing nicely. Thank you everyone 00:14 for coming in. And the beauty of it all 00:16 is I recognize some of my direct clients 00:18 here which is absolutely amazing. 00:20 Welcome, welcome, welcome. This is going 00:22 to be a good one. So, in today’s 00:24 webinar, in today’s Refiser webinar, um 00:27 Zach here, you know, this this fellow up 00:29 here on the screen is going to be 00:30 presenting how to create an offer that 00:33 sells itself, how to create an 00:34 irresistible offer, how to how to 00:36 basically turn browsers and people are 00:38 just, you know, looking, how to get, you 00:40 know, some money out of their wallets. 00:42 That’s going to be the whole idea. Um, 00:44 where we going to be diving into this? 00:47 Now, what are we actually going to be 00:49 learning? We’re going to be learning 00:50 about first we have to diagnose the 00:53 issue, right? Which is why are some 00:55 offers bad? When I say some, a lot. 00:58 We’re going to have a simple formula, 01:00 right? You’re going to be able to 01:01 remember it real quick. And we’re also 01:04 going to be providing with some examples 01:06 of ready to use templates, ready to use 01:08 offers that you can just draft into your 01:10 account and just go off of there. That’s 01:11 going to help you out in the short term. 01:14 But everything else revolving around 01:16 this webinar is just going to teach you 01:17 how to fish. basically basically going 01:19 to be letting you know the success 01:21 formula that has never failed and that 01:23 can always be reused no matter the time 01:26 or you know the area that we’re living 01:28 in. 01:29 So with that said, first of all, even 01:33 before I jump into this slide, um I 01:36 would love to first kind of put a 01:37 briefing out there like why why this 01:39 concept of offers even exists. Like we 01:42 all have we’re all business owners here. 01:44 We all do that. We all do our stuff. Um 01:46 and we all of us have some kind of an 01:48 introductory offer. The introductory 01:50 offer was kind of developed just because 01:52 of uh competition, right? So we want to 01:55 we wanted to be a step ahead of the 01:56 competition. This is going to be um 01:58 coming in handy later on in the webinar. 02:01 Um and also towards the end, just forgot 02:03 to mention this, we’re going to be 02:05 having a Q&A session towards the end, 02:06 but feel free to put your questions um 02:09 in the Q&A section. There’s this little 02:11 toolbar Zoom that and Zoom that you can 02:13 use and just put your questions in 02:15 there. Some of them are going to be 02:16 answered live. Some of them are going to 02:17 be answered through chat depending on 02:19 the number and the the length of the 02:21 response. So, what do we where are we at 02:25 right now? Most businesses promote 02:27 services, not solutions. This is so 02:29 huge. This is so huge. Like, if you 02:31 want, if you have a pen and paper right 02:32 now in front of you, like this is the 02:33 first thing you should take down. Never 02:35 promote the service. Never promote the 02:37 service. And this is something I’m 02:39 advocating for with all of my clients. 02:41 Never, never, never just promote the 02:43 service. Why? Um, it happens a lot of 02:46 the time that the people actually don’t 02:47 know what you’re talking about, right? 02:49 I’ll give you I’ll give you a firm firm 02:52 kind of example here. Um let’s say that 02:55 you’re doing um Neosculpt, right? You’re 02:59 doing Neosculpt, right? Not not all of 03:01 us here are from the beauty industry, 03:02 from the fitness industry, wellness 03:04 industry. Um so some of us might not 03:06 even know what nail sculpt is, but I saw 03:08 an offer that says $50 off your first 03:10 Neoscope session. What does it 03:13 do? What does it help me with? Right? 03:16 Why why should I even consider going 03:18 getting a Neoscope? or especially if 03:21 you’re in the energy business like 03:22 energy healing raiki a lot of the people 03:25 don’t know what that is right and 03:27 there’s a lot of this that can be 03:28 extrapolated to other even more popular 03:31 even more popular industries uh I know a 03:34 lot of the I know a lot of the gyms have 03:36 like heart rate monitors right maybe the 03:38 client doesn’t know why would they need 03:40 a heart rate monitor right so you always 03:42 want to be promoting uh solutions you 03:46 want to be pro promoting the the outcome 03:48 of what is going going to be happening 03:50 if you take on this offer. Like this is 03:52 so huge. I just wanted to extrapolate it 03:54 a little bit. This is the first thing 03:56 you should be writing down. Never 03:57 promote just service. Always promote the 03:59 whole solution outcome. That’s the idea. 04:03 An irresistible offer solves a painful 04:05 high value problem. Now high value can 04:09 be coming in in more forms than one, 04:12 right? It can be coming in more forms 04:14 than one. What do I mean? high value 04:17 either a lot of people have an issue 04:19 with a small problem, right? Or a niche 04:22 of people has a big big problem, right? 04:26 So, you’re going to take a look at, 04:28 let’s say, the fitness industry. A lot 04:30 of people are overweight, including me. 04:32 I could lose like 30 lbs or something, 04:34 right? It’s just that I don’t care. 04:36 But um a lot of people are slightly 04:39 overweight and that’s why businesses 04:41 like gyms are focusing on uh having a 04:43 bigger and bigger uh member member base, 04:46 right? That’s the whole idea. But if 04:48 you’re working in, I don’t know, 04:49 launching rockets to space or something, 04:51 then you’re helping out a small group of 04:53 people, but they have a very big 04:55 ambition, very big problem. It creates 04:58 uh an irresistible offer also creates 05:00 urgency and lowers buyers resistance. 05:02 And we’re going to be talking about this 05:03 more in the following 05:05 slides, especially when it comes to risk 05:07 reversal and what is the whole idea with 05:09 that um and how to actually generate 05:11 urgency with our clients and also at the 05:14 end um yeah turns browsers into buyers. 05:17 We already kind of uh mentioned this. I 05:21 didn’t want to go with the godfather 05:22 quote uh so I went with the Alex Hermosi 05:25 quote right here at the bottom. Make an 05:26 offer so good people feel stupid saying 05:28 no. So if you have an identified 05:30 customer, they have a problem, you know 05:32 how to solve it, you need to put it in 05:34 their faces and you have to make them 05:36 not being able to say 05:40 no. These are some of the outlined and 05:43 kind of the most uh most popular reasons 05:45 why um most offers are failing. First of 05:49 all, too vague, right? Like even uh 05:52 let’s say that your your business name 05:54 isn’t really reflecting exactly what 05:56 you’re doing, right? That’s this is 05:58 something I see all the time. And 06:01 someone stumbles upon your website by 06:03 pure accident, right? Which happens in 06:05 today’s day and age. And then it says, 06:07 “Get 10% off 06:09 services.” What services? I didn’t even 06:11 read through the website. I don’t know. 06:12 What do you do? You know, you’re you’re 06:15 called, you know, light kings, but 06:16 you’re doing lightsabers. I didn’t know. 06:18 I thought you were installing something 06:19 in my house regarding lights. Right. Too 06:22 general. One sizefits-all doesn’t speak 06:24 to real problems. This is also this is 06:27 also huge. Um, ideally if you’re if 06:30 you’re working in let’s say a medical 06:32 kind of industry or medical wellness any 06:34 anything of the sort that this this goes 06:37 for you the most. One sizefits all is 06:40 really not a good way to go here. You 06:42 always want to start with some kind of 06:43 initial consult uh that you’re going to 06:45 be able to identify the pain points of 06:47 your client’s patients um and work on 06:49 them successfully and then depending on 06:51 that give them an offer that they can’t 06:53 refuse. There we go. I said it. So yeah, 06:58 next one is going to be actually like 06:59 too safe, too safe for the business. Um, 07:02 no risk taken, no urgency added, no no 07:04 emotion. And not even from the business, 07:06 but also from the from the buyer’s 07:08 perspective. If I see an offer that’s, 07:10 you know, and somewhere it says, you 07:12 know, it never expires or, you know, 07:15 expires in a year or something like 07:16 that, I’ll come back to it. I never 07:20 will. I never I I’ll I’ll forget about 07:22 it because we all live live lives that 07:24 are just crazy on all fronts. Um you’ll 07:26 forget about it, right? So urgency 07:28 creates buyers. That has always been one 07:31 of the parts of the formula. Two 07:33 self-centered. Uh this actually reflects 07:36 really well with the first thing I said 07:37 to write down which is don’t sell the 07:40 service. Focusing on what you do instead 07:42 of what they want. And uh you should 07:45 really be taking this into um into 07:47 account. Um, a some businesses that work 07:51 with these, um, they’re too much. 07:53 They’re promoting them themselves too 07:55 much in terms of, you know, their staff, 07:57 um, what what it is that they do. It 08:00 doesn’t really speak to the end buyer, 08:02 right? You want to be identifying your 08:05 ideal customer. Once you identify your 08:07 ideal customer, then you know that you 08:10 can be promoting stuff that you do, but 08:12 if it collides with the stuff that they 08:14 need, right? 08:17 Key takeaway right there. So, how do we 08:20 create these irresistible offers? Um, 08:22 you know, I always kind of prepare these 08:24 uh abbreviations for you guys and this 08:26 time is no different. Uh, last time was 08:28 where if anyone remembers it, welcome, 08:30 engage, appreciate, and retain. That is 08:33 that that was from our lead nurturing 08:34 webinar, from our automations webinar. 08:36 Um, this time we have churro, right? It 08:39 only has one R clarity clear on the 08:42 offer and the ideal customer. I wanted 08:43 to highlight that. That is the only one 08:45 highlighted on this slide because all of 08:46 them are pretty much self 08:48 self-explanatory. Uh but be clear on the 08:50 offer and the ideal customer. If you 08:53 don’t know your ideal customer, you 08:54 don’t know who to market to, you don’t 08:56 know where to go, you don’t know where 08:57 to pop where to do pop-up events, you 08:59 know nothing, 09:00 right? High perceived value, right? 09:03 That’s the next one. High perceived 09:05 value is so and we’re going to be diving 09:07 into all these, breaking them down step 09:08 by step. Um but that is that is just 09:10 huge. Urgency, we mentioned it. risk 09:13 reversal. This is going to be something 09:15 new that we’re going to be learning 09:16 about. And then again, outcome focused. 09:19 So, churo, remember it and think about 09:22 the chocolatey beautiful sweets that we 09:24 all know and 09:25 love. Step one, clarity. Know your ideal 09:28 customer. Understand their pain points, 09:31 fears, and desires. Use surveys, 09:33 interviews or social media insights. Um 09:36 this is something that we’re where a lot 09:37 of businesses are actually falling short 09:39 and that is something that we actively 09:41 you know attack and especially when you 09:43 come to the platinum team to work with 09:45 us we always try and find a way to 09:48 actually get feedback from your clients 09:51 right it’s so important even even with 09:53 the simple reputation even with the 09:55 simple reputation module that repriser 09:57 offers and every one of you can use it 09:59 um it’s so key to get that feedback from 10:02 your clients and to read it and to 10:04 actually acknowledge it And when you’re 10:05 done with that, then act on it, right? 10:08 Because if you’re just standing in spot, 10:09 you’re going to keep getting the same 10:10 old complaints. So, you’re not going to 10:11 be really pushing forward. Speak in 10:14 their language, not yours. This is 10:16 something I covered heavily in the first 10:18 part. If you’re just promoting a service 10:20 and people don’t know what it is, you’re 10:23 not going to go anywhere. You need to 10:24 promote exactly um how is it that that 10:27 something that you’re selling is going 10:29 to be helping them out. And clarity in 10:31 terms of perceived value. Now, this 10:34 perceived value is so cool. It’s so so 10:36 cool. Um, and the whole point of this 10:38 webinar is really talking about lead 10:39 generation offers, right? So, we had a 10:42 we had a webinar where we were talking 10:43 about Wimach. Um, but this is so so 10:46 different when you’re trying to get new 10:49 people in. Just 10:53 see. Yes, Tom, this webinar is being 10:56 recorded and it will be sent to the 10:57 participants later on. Thank you so much 10:59 for asking. 11:02 So yeah, clarity, perceived value. Um, 11:06 sit down with yourself and ask yourself, 11:09 what is it that I can give to these 11:11 people, right, to get try and get them 11:13 in that doesn’t cost me a lot? That 11:16 doesn’t cost me anything, right? What 11:18 what am I talking about? Let’s say that 11:20 a typical kind of, you know, kind of 11:22 beauty spa, right? Um, they could be, 11:25 you know, enticing people with, you 11:27 know, a 10% 20% whatever off of single 11:30 massage, right? But if you add on a 11:32 simple facial to it that’s for free, 11:35 suddenly the whole value goes up cuz 11:37 facials are, you know, they have a 11:39 price. They’re not free, right? They’re 11:41 they’re definitely not free, but it 11:43 doesn’t cost you much, you know, while 11:45 they’re getting their feet and foot 11:46 massage or whatever it is the case may 11:48 be. You get a facial as well, right? And 11:51 then at that moment, the perceived value 11:53 just skyrockets, right? That’s the idea. 11:56 And every single one of the industries 11:57 can apply this. There there’s I haven’t 12:01 found any exceptions, right? There’s 12:02 always that moment where you can put on 12:04 perceived value without actually going 12:06 into your business’s 12:08 pockets. 12:10 No. Now, solve a high value problem. Uh 12:14 laser focus on one problem your audience 12:17 really really cares about. That is what 12:20 we talked about. Avoid offering too many 12:22 things at once. This is this is 12:25 something that I don’t know why isn’t it 12:27 known wider like across you know all all 12:29 people the globe. Um but just put 12:33 yourself in the client’s shoes. Have you 12:35 walked in a perfume shop right and then 12:38 you smelled this one then you smell that 12:40 one and then you know you your senses 12:42 get all you know over stimulated and 12:44 then at the end you didn’t know what to 12:45 do. I always advise all my clients don’t 12:48 have multiple offers. Don’t have 12:49 multiple offers being promoted. Right? 12:52 If you want to have multiple offers, 12:53 keep it keep the number low. The more 12:56 offers you have, typically what happens 12:59 is the same thing as in a perfume shop. 13:02 People just get lost, you know, and as 13:04 they’re reading the the through the 13:06 scripts and, you know, through the 13:07 descriptions of everything, what happens 13:09 is they get a text message, someone 13:11 calls them, their mom calls them, the 13:13 dishes need to be done, right? Whatever 13:15 the case may be, doesn’t matter. Um the 13:18 thing is you want to hit the point on 13:21 the dot immediately cuz today’s you know 13:24 day and age uh our attention span is 13:26 like flies. That’s how I call 13:28 them. Um and there’s a very cool quote 13:30 here by the way. You are paid in the 13:32 direct proportion of the difficulty of 13:33 the problems you solve. That’s by Elon 13:35 Musk. Um I really love this quote simply 13:38 because it it it it shows you it shows 13:40 you how big of an impact you’re having. 13:42 it’s directly proportional to the level 13:45 of income uh that you’re experiencing, 13:47 right? So, always keep that in mind. 13:49 Look at your bank account and be happy 13:51 with the biggest problem that you’re 13:52 able to solve, not because of the number 13:55 itself. That’s also a huge 13:58 one. Step three, risk reversal and 14:02 urgency. Now, whenever someone new is 14:05 signing up, you always try you always 14:07 want to try and get them on a trial or a 14:10 low price entry item. You want to try 14:11 and get them in so that they have the 14:13 least amount of risk, right? There was a 14:16 time in in the marketing world where you 14:19 could be just promoting, you know, 6 14:20 months membership at like 2 billion% off 14:23 or something. Um, but that time has 14:26 passed. People value time much more than 14:28 than than before. Um, so you always want 14:31 to try and get them on on a short trial 14:33 on a low price entry item, you know, on 14:35 a simple service if you’re maybe in the 14:37 beauty industry, you know, and that sort 14:38 of stuff. include testimonials or past 14:41 client results. These are the things 14:43 that the Referris platform actually does 14:44 on its own. Whenever you’re sending an 14:46 offer, it automatically includ includes 14:49 the reviews. It includes the 14:52 uh it includes the testimonials and it 14:54 gives a better picture of the business 14:55 to the client who’s actually um thinking 14:57 of claiming that offer. Use real 15:00 urgency, limited spots, limited time, 15:03 whatever the case may be. These two are 15:05 going to be your best friend, right? Um, 15:08 a good good example of this was like um 15:12 like a summer challenge that was being 15:13 done by a gym. I don’t know if it was 15:15 last year or two years ago, something 15:16 like that. Um, but there have to be 15:19 limited spots, right? They don’t 15:20 necessarily have to be limited, but they 15:22 have to be marketed as limited spots. 15:25 Why? Summer’s coming. Everyone’s wants 15:27 to go somewhere. Cancun, Mexico, you 15:30 know, the Philippines, whatever. 15:32 Everyone wants to go somewhere. And if 15:34 you’re not pro selling that urgency, 15:36 selling that uh fear of missing out, 15:38 FOMO, right? We all heard of it. Then 15:40 people are just not going to go for it, 15:42 right? So super important whenever you 15:45 have the chance to impose um to impose a 15:47 time limit on something, you should 15:49 definitely do it. And same goes with 15:51 class packs. All class packs like 15:54 especially in the fitness industry, they 15:56 should have an expiration date. 15:57 Memberships in the spa in the spa 15:59 industry as well, they should have an 16:01 expiration date. Keep that in 16:07 mind. 16:09 Uhhuh. Click. No worries. Okay, good. I 16:12 thought it was something for me. Okay, 16:14 cool. Hope everyone’s following along 16:16 and we’re having a good time here. Let’s 16:20 move on to the next step. And that is 16:22 going to be step number four. Outcome 16:26 focused. Stack the value. Right? 16:28 Outcome, focus, stack the value. Those 16:30 are th those words I want I want you to 16:33 think about them all the time. I want 16:34 you to dream of them. Main offer plus 16:37 bonuses equal plus guarantees equals 16:39 irresistible. This is the formula. This 16:42 is the formula right here. When you’re 16:44 outcome focused, when you’re outcome 16:46 focused, meaning you’re going to have 16:48 shiny hair, but also you’re going to 16:50 have voluminous hair, right? That is 16:52 what we’re talking about. They don’t 16:54 care about the product you’re going to 16:55 use. No one cares, right? just want 16:59 results, 17:00 right? You’ll get X plus A and B and C 17:04 all worth Y but just for the price of Z, 17:07 right? Z and as in Zach. Make it feel 17:10 like 10 times what they’re paying. Never 17:12 talk about the services. Talk about the 17:14 outcomes and then stack them. Right? So 17:17 if you’re working in a gym, you’re not 17:19 only working for them to get, I don’t 17:22 know, to get rid of few inches on their 17:23 stomach. You’re working them for them to 17:26 get better health. You’re working for 17:28 them to get better mobility. You’re 17:29 working for them to be able to be longer 17:31 with their kids. These are the things 17:34 you want to be focused on. These are the 17:35 things you want to be talking 17:40 about. We’re going to be going into some 17:42 like direct examples of 17:46 um you know current industry like what 17:48 can be done. Um and these are just some 17:49 some of the results that were actually 17:51 like delivered within Refiser. So, we’re 17:53 using our own um data, everything that 17:56 came from us uh to actually give you a 17:58 good representation of what can be done. 18:01 So, we were talking about a lowrisk 18:04 um low price entry item, right? And you 18:08 can see right here, $15 off any massage 18:10 for new clients, right? The beauty of 18:13 this offer is it’s in the spa industry. 18:16 It’s a massage. Everyone know what’s 18:17 knows what’s a massage, right? So, we 18:19 don’t have that factor of promoting the 18:22 outcome. It’s not either cuz everyone 18:24 knows what a good massage feels like. 18:27 5,532 claims via refriger. If this was 18:30 even a 20% conversion, it’s crazy. Just 18:34 do your math on 18:35 that. Why work? Clear savings for first- 18:38 timers, relaxing rejuvenating service 18:40 that solves stress, and a lowrisk entry 18:42 to diet to upsell into different 18:45 packages. It’s much easier. It’s much 18:47 easier to upsell someone when you’re 18:49 they’re actually in dorm, right? Keep 18:51 that in mind as well. Um, it’s not 18:53 really easy to upsell someone you never 18:55 actually met. So, you don’t want to be 18:57 in your lead nurturing sequences. You 18:59 don’t want to be offering upsells. You 19:00 don’t want to be offering new new 19:02 things. You want to get them in the 19:03 door. You want them to feel everything 19:05 what’s going on, the whole energy of the 19:07 place, the outcomes of everyone else. 19:10 And then you’re going to be able to 19:11 easily easily upsell them into different 19:13 packages, you know, like um like a 19:15 specific massage package. You know, 19:17 people people buy memberships for 19:19 massage, but they don’t buy them 19:20 straight off the bat. They don’t. Same 19:23 goes with membership contracts at gyms. 19:26 You want to get them in on a trial. Low 19:28 cost, no 19:31 risk. Let’s go to the next 19:34 one. This example, 28 day jump start 19:38 challenge. This is a super cool one. Um 19:41 I I didn’t I didn’t get the number here. 19:43 Holy moly. That’s so 19:46 bad. It was in the hundreds and the the 19:50 decline isn’t that isn’t even that long 19:52 with this. But why did it work? Why did 19:55 it work? Time bound clear uh clear 19:59 result. So the challenge is running for 20:01 a limited time and you only have one uh 20:04 one shot to actually get into the 20:06 challenge, right? Super important. super 20:09 important includes group workouts, meal 20:12 plans, 20:13 coaching, stacking the value. Again, 20:16 known stuff, known stuff. So, we’re not 20:19 uh we’re not talking about, you know, 20:21 nuclear physics here. We’re talking 20:22 about group workouts, which people love 20:24 cuz most of us are intimidated to go to 20:26 into the gym, firsttime comers, you 20:28 know, most of the time. Um meal plans, 20:31 coaching, just like me personally, just 20:33 the thought of a meal plan, you know, 20:35 that would that would do me so much 20:37 good. like I would sign up immediately 20:38 just because of this meal plan. But when 20:40 you’re stacking the value, you can see 20:42 like this is exactly what happens with 20:43 the clients as well. When you’re 20:45 stacking the outcomes, when you’re 20:47 stacking the value of the offer, you 20:49 will they will find something that they 20:51 will catch on to. And once they catch on 20:53 to that, that is what they’re going to 20:54 be biting 20:56 for. High value, low entry price. The 20:59 low entry price was something around 21:00 like 70 bucks or something like this. 21:02 But for all this included, it was crazy. 21:05 encourages clients in long-term 21:07 retention. So like imagine someone 21:10 coming in, new time come, whatever. They 21:14 sign up for the challenge, they lose a 21:15 few pounds, 10 pounds, it doesn’t 21:17 matter, right? But they’ve seen results. 21:20 Plus, they’re already used to this 21:22 place. They know where the toilet is. 21:23 They know where the front desk is. They 21:24 know where the where the amenities bar 21:26 is. Like, they know everything, right? 21:28 They wouldn’t want to change. So that’s 21:30 the whole point. It encourages long-term 21:33 retention and easier upsells. You can 21:35 see that I’m kind of repeating these 21:37 words here. Um, but I just want everyone 21:39 to understand how applicable all of this 21:42 is across the business uh the business 21:44 landscape. It’s 21:46 crazy. Let’s go to the next one. Martial 21:50 arts 21:51 example. Oh my god, is this a good one. 21:53 This is such a psychologically good 21:55 offer. It’s actually kind of crazy. Five 21:57 classes and get free gloves for only 40 21:59 bucks. 22:01 Right? Can you imagine? And I I I I 22:04 think I can speak for a lot of people 22:05 who ever even thought about kickboxing 22:08 in this 22:09 instance, you know, just having the 22:11 gloves on your hands, right? And then 22:13 let alone having your own pair of 22:15 gloves, right? Now, imagine getting a 22:18 pair of gloves and then actually going 22:20 in to a spa where they can teach you how 22:22 to box. That’s crazy, right? It brings 22:25 up emotions. It brings up things that we 22:27 were t thinking about, you know, when we 22:29 were younger perhaps or something like 22:31 that. So fun, low commitment way to 22:34 re-engage members, right? High perceived 22:37 value for first-time joiners and strong 22:39 call to action urgency built in with the 22:41 free gloves for a limited time, right? 22:43 Only if you sign up, you know, in the 22:45 next 10 days, 5 days, 1 hour even, 22:48 you’re going to be getting these gloves. 22:49 But you want them because they’re 22:50 because they’re super cool, right? 22:52 You’re going to feel like like a rock 22:53 star. 22:55 So this is the this is exactly the play 22:57 of words that that you’re looking for 22:59 when you’re creating the when you’re 23:00 creating your offers. That’s the whole 23:02 idea. So you want to focus on something 23:05 that’s attached to the service, right? 23:07 And then the service comes second. So 23:10 cool beauty example, $40 toward any 23:14 service, flexible promo across all 23:16 services. Now, we spoke about earlier on 23:21 um how a vague offer is not a good 23:24 offer, right? Why is it different here? 23:27 Why is it different here? Because this 23:30 is specific for the beauty industry 23:31 though. In the beauty industry, the 23:33 clients know what they can be getting at 23:35 each place. So, there’s no need for 23:38 additional descriptions, right? We know 23:40 you do eyelashes. We know you do 23:41 extensions. We know you do nails. We 23:42 know you do, you know, pedicure, 23:44 manicuring, we know facials, that sort 23:46 of stuff. 23:47 So come in and experience any of our 23:50 stuff for $40 off. This is actually such 23:52 a good segue into the next part of it, 23:55 which brings us back to the initial 23:57 thing that I said at the beginning of 23:58 the call. Why do offers exist? It’s 24:00 because of 24:01 competition. So what am I encouraging 24:04 you guys to do? What am I saying 24:06 here? Take a look around you. take a 24:08 look in within a five mile radius, 10 24:10 mile radius, whatever, whatever is the 24:13 kind of culture that that your business 24:14 is carrying or people driving from far 24:17 away or they’re living close by. Take a 24:19 look at what other people are doing. 24:21 Take a look at what other people are 24:23 doing. Apart from having a good offer, 24:25 having a better offer than them, you 24:27 have to have better reviews, you have to 24:29 have better online presence, and all 24:31 this is something that Ref Riser is 24:32 helping you out actively with. So, thank 24:33 you all for being a part of the family. 24:38 $40 off towards any service. 54 past 24:40 clients reactivated in weeks gets people 24:43 back in the door fast. Upsells. Come in. 24:47 We’ll take care of you. We’re going to 24:49 go we’re going to go ahead and do you 24:50 good. Opens the door for future bookings 24:53 and loyalty. So, just come back in. We 24:56 have everything sorted out. That’s the 24:58 That’s the plan here. And regarding the 25:01 competition, don’t skip that part. Don’t 25:03 skip that part. Um, it’s so vital to 25:05 have your own unique selling point, your 25:07 own USB. Um, you have to have it. You 25:10 have to research the businesses around 25:12 you. It’s so funny because if you dive 25:14 too much into it, you’re almost going to 25:16 be backtracking. Meaning, you should 25:18 have created the offer first and then 25:20 the business later on. I if you go into 25:22 fullon details and like full in depth um 25:25 thinking about 25:26 it. So, yeah, research your competition. 25:29 Super important. 25:32 So, let’s let’s let’s go through these 25:35 and let’s make sure that we all 25:36 understand these. Oh, one 25:41 second. Mhm. See a question. We’re going 25:44 to be answering it later on. We’ll 25:47 definitely go back to it. So, recap. 25:50 Churo, right? Remember the churo with 25:53 one R. Clear clearly set the 25:56 expectations and clearly know your 25:58 customer. high value problem either in 26:01 volume or in cost. Create 26:04 urgency, low risk, no risk if possible, 26:08 no risk to the client. And then always 26:11 focused on the 26:12 outcome. And um this is actually really 26:15 really good off uh really good quote 26:17 that I found. Um you don’t need more 26:19 leads. You need offers that convert more 26:21 than ones that you already have. And 26:23 resistable offer is your number one grow 26:26 number one growth lever. Why is this so 26:29 important? Because if you have a bad 26:30 offer and have a bad business idea in 26:32 general, you have to be an amazing 26:34 salesman, right? Not a lot of people 26:36 have good salesman skills. They sales 26:38 skills. They they just don’t, right? I I 26:41 don’t even believe I 26:42 do. But when you have a good product, 26:45 when you have a good service, when you 26:46 have the proof to actually put it put 26:48 behind it, right? So you’re backing it 26:50 up with actual facts, what happened in 26:52 the real world, then you have a killer. 26:55 You don’t need to be a salesman. You 26:56 don’t even have to talk, right? People 26:59 are just going to be coming your 27:00 way. Churro, churro, churro. Dream about 27:04 it if 27:06 possible. Now, you obviously are going 27:08 to have two choices. Um, you could do 27:11 nothing and not really, you know, think 27:13 about everything I said. When I say do 27:16 nothing, I’m talking about not 27:17 researching your not researching your 27:20 competition. I’m talking about not 27:22 seeing what’s wrong with your offers, 27:23 not understanding if it’s clear enough. 27:26 One of the best ways that you can check 27:27 if this is clear enough, test with your 27:29 friends, test with your family, someone 27:31 who is not even remotely related to the 27:33 industry that you’re in. Ask them how 27:35 would they understand this, right? Or 27:37 even use AI. Even use 27:41 AI or you can bring it on. Obviously, 27:45 take into account all the feedback that 27:47 everything you learn on this webinar, 27:48 right? We’re still not the end. We still 27:50 have to have to have the Q&A session. 27:52 So, don’t worry about that. Um, but take 27:54 these tips, implement them into your 27:56 business. I can almost guarantee you’re 27:58 going to feel a 28:01 change. Now, I’m going to leave you on 28:04 this screen for just about a minute or 28:05 two, just so I can 28:07 get get some water in. And, uh, while 28:09 I’m getting my water, I’m going to be, 28:11 you know, compiling all these questions 28:14 and we’re going to be answering them 28:15 live for you. 30:40 Okay, we’re back at 30:44 it. Oh my god, we have a really really 30:46 good question here. Uh, how to transform 30:50 into real appointment someone who claims 30:51 an offer but doesn’t take doesn’t book 30:54 an appointment an appointment after 30:55 that. 30:57 So, one of the key things 30:59 that Referris allows you to do is set up 31:02 your lead nurturing, right? If it’s a 31:05 new term for you, you’re at the right 31:07 spot. Lead nurturing in the terms of 31:10 people a lot of the times. A lot of the 31:12 times, and this is, you know, one of the 31:14 one of the parts of the job just um you 31:17 have to be converting your leads. What 31:19 does that mean? Um in referris basically 31:21 you have the ability to set up 31:23 automations set up uh we even have an AI 31:25 assistant now that is directly 31:27 contacting your leads and actually you 31:28 know speaking with them via text. Um so 31:31 you can be leveraging that as well but 31:33 you want to start with something. You 31:35 want to start with the process. Um 31:37 whenever I’m setting up something new uh 31:39 for for a client of mine I’m setting it 31:42 up in a way uh where we have it 31:44 documented, right? We have it 31:46 documented. For example, we’re going to 31:47 be sending a text on email on day 1, day 31:50 2, day 4, 7, and 10, right? That’s five. 31:54 That’s five texts within a 10day period. 31:56 And then you’re going to see a pattern. 31:58 Then you’re going to see a pattern of 31:59 people engaging with it or not engaging 32:02 with it. Then you’re going to see a 32:03 pattern of people unsubscribing from 32:04 your text or people subscribing to your 32:06 texts, right? Same goes with calls. You 32:09 set up you set up a system where you’re 32:11 going to be calling them actively up 32:12 until they book, but you want to have it 32:14 measured. you want to have it trackable 32:16 so that you can change it later 32:19 on. There’s this really cool uh really 32:22 cool quote um that says what is a 32:24 measure can’t be improved, right? I 32:26 don’t think anyone’s like quote or said 32:28 that originally. I think it’s just what 32:30 came up from the business world. Um but 32:33 yeah, you have to measure it. So, first 32:35 implement a process and keep it 32:36 documented and measurable. After you 32:39 measure it, then you can see the 32:40 outcomes and then you can make your 32:42 decisions based off of the outcomes as 32:44 well. 32:46 So yeah, it’s a lot of persistency in 32:47 getting these people uh through the 33:09 door. Not seeing any more questions 33:12 here. You’re more than welcome. We’re 33:13 going to keep the the stream live for 33:15 another approximately 5 to 10 minutes 33:17 depending on the number of questions 33:19 that come 33:20 in. So if anything if anything falls to 33:23 mind, just let us know. 34:17 Okay. So, I’m seeing two questions come 34:20 in. Uh did not see the downloadable 34:22 templates. Uh go ahead and uh join the 34:26 Facebook group. Uh there’s a lot of uh 34:28 there’s a lot of material there and also 34:30 in the email that you’re going to be 34:31 getting post this uh webinar will 34:33 contain uh these templates as well. 34:40 What medium do you find is best for 34:42 marketing? Facebook, Instagram, Yelp. 34:44 Um, I will need some more information. 34:46 What What industry? What is going on 34:49 exactly? Um, what are you trying to 35:00 achieve like 35:02 for gymnastics instruction? Beautiful. 35:05 Beautiful. So what what is the question 35:07 here? Um if you’re if you’re training, 35:10 for example, if you’re training younger 35:11 people, right, you want to be going with 35:13 you want to be going with media that is 35:15 much more, you know, pertainable to 35:16 them. If you’re training uh older 35:18 people, you might want to be trying 35:19 something that’s similar to Facebook, 35:22 for example, right? A lot of the younger 35:24 generations are on Instagram and Tik 35:26 Tok, for example, right? Um in terms of 35:28 Yelp, uh for solid reviews, nothing I 35:31 don’t think ever is going to beat 35:32 Google, right? maybe Trip Adviser 35:35 specifically for people traveling. Um 35:37 but 35:39 um I I don’t see like how Yelp is, you 35:43 know, an effective marketing method. I 35:45 really don’t. Um so I wouldn’t spend too 35:48 much time on there to be completely 35:49 honest with you. But a good good train 35:51 of thought would be um set setting up 35:53 setting up some basic ads. Setting up 35:55 some basic ads with a really easy 35:58 funnel. um promoting all of the stuff 36:00 that we just talked about, focusing on 36:02 the outcome. And if you’re working, you 36:05 know, gymnastics instructions, let’s 36:07 say, for example, your your specialty is 36:10 working with uh kids who are slow in 36:12 development, right? You want to be 36:14 highlighting that um and the ways that 36:16 they’re out coming out of that, you 36:18 know, feeling happy, feeling energized, 36:19 you know, and that sort of stuff. I work 36:21 with plenty of places like that and we 36:22 generally get really good, really good 36:24 results. 36:35 I sell wine from our tasting room trying 36:37 to think of an offer to bring in 36:38 customers. Free appetizer. That is bang 36:41 on. That is bang on. I almost called you 36:44 out cuz I can see the names. Um but that 36:47 is that is so bang on. What what’s the 36:50 deal? Why am I saying this? Why am I so 36:52 uh why am I so u you know kind of 36:54 attached to it? Um, I worked with this 36:56 restaurant. Uh, they’re still a client 36:58 of Referris, but they’re not in platinum 37:00 anymore. Um, but basically what happened 37:02 was that we we did the free appetizer, 37:06 right? And it just went so crazy. It it 37:10 went so crazy. They were based in 37:11 Canada. Um, and just alone on the free 37:14 appetizer, they were be they were able 37:16 to get thousands and thousands of claims 37:19 just just for a free treat, right? 37:21 people can come in, you know, they can 37:22 get a free treat and then meanwhile they 37:24 like everything else they see in the 37:25 showcase and on the menus and then they 37:27 just stay, you know. So, it was it was 37:29 super super 37:32 crazy. You have another question. We’re 37:34 trying to reach clients we don’t already 37:36 have. Uh, when you’re trying to reach 37:38 clients you don’t already 37:40 have, first of all, you have to be aware 37:42 of your surroundings. Number one, how 37:44 long have you been in business at that 37:47 specific 37:48 location? because there comes a time 37:50 where you’re going to be, you know, 37:52 using pretty much all the resources, 37:54 number one. But quickest way to get new 37:57 new clients through the door is going to 37:59 be paid ads. Paid ads or a heavily 38:01 heavily incentivized referral program. 38:04 Those two are going to be your best bet 38:05 really. 38:09 Oh, and uh just to come back to the to 38:12 one of the initial questions that I got, 38:14 how to turn people from, you know, just 38:16 someone who claims an offer to actually 38:17 someone that books an appointment. Um I 38:20 I remember specifically I was working 38:22 with the massage room. I think they were 38:24 based in Chicago or something like this. 38:26 Um and what ended up happening is as the 38:29 offers were being 38:30 claimed, the guy just calling them. And 38:34 when I say calling them, he was calling 38:35 them every single day, right? And it 38:39 ended up being a really good move cuz he 38:41 had like a insane conversion rate. I’m 38:44 talking like 85 plus percent. Right. He 38:46 was just calling them non-stop like his 38:48 his life turned into ref riser and then 38:50 the lead list that he was getting from 38:52 us. Uh so yeah definitely call them 38:55 track it and see how you can improve it. 38:57 Just you know kind of recapping that 38:59 question right there. 39:18 Going to leave it for a few more minutes 39:20 just so we have any other questions. 39:54 we get stumped on the 39:56 followup. That is that is that is really 39:58 unfortunate, but that is definitely 40:00 something you want to be doing in your 40:01 business. Um, if you take a look at, you 40:04 know, industrywide, I can tell you it’s 40:06 being done across the board. It really 40:12 is. If you’re having like process 40:15 issues, just communicate that with your 40:16 account manager. They’re going to be 40:18 able to help you out with that. 40:19 Definitely. 40:52 they don’t pick up, then we feel like 40:54 stalkers. Uh trust me, you’re not going 40:57 to be a stalker. Um just don’t overdo 41:00 it. Right? So the the example that I 41:02 brought up, you know, with the person 41:04 just calling and calling and calling, 41:05 you know, that’s, you know, borderline, 41:08 you know, mischievous. Let’s let’s put 41:10 it at mischievous, whatever. Um, but if 41:13 they don’t pick up the first time, they 41:15 don’t pick up the second time, that’s 41:17 totally fine. Just like always put 41:19 yourself in the customer’s shoes. Ask 41:21 yourself, how many calls do I miss? You 41:23 know, how many times am I too busy just 41:25 to take a call? That’s totally fine. 41:28 What you could do though is set up along 41:31 the calls, you want to set up an 41:32 automation sequence of emails and texts 41:35 going out. Ideally, with call to actions 41:38 that are so simple that the toddler 41:40 could do them, right? So, I’m not 41:41 talking about click here, then fill this 41:43 form out, then after you fill the form, 41:45 receive a verification email, then 41:46 create your account, tell us a little 41:48 bit about yourself, then you can book. 41:51 No, click book. Done. That’s what you 41:54 want. You want simplicity in these 41:56 emails and text. 42:34 Not seeing anything else coming in. 42:54 Think that’s going to be it for today. 42:57 So, in any case, I hope you took 42:59 advantage of the QR codes that were on 43:01 your screen and also these tips. We’re 43:04 going to send you this uh we’re going to 43:05 send you the recording and uh actually 43:07 it’s going to be available on the 43:08 Facebook group. Um, so please take a 43:11 look at it if ever you need it. Remember 43:13 Churro and thank you so much for 43:15 everyone for who attended and I’ll see 43:17 you in the next one. Bye everyone.