Types of offers

In business it's all about picking the right offer.

Since graduating college:

• I owned a service based business with over 40 customers

• Worked in business development in the defense space

• Built a marketing agency entirely online

And I’ve spent thousands of dollars on coaching to learn how to sell offers.

Here’s everything I’ve learned about offers from all this experience (and no this isn’t a regurgitation of $100M Offers).

Let’s jump in!

To have an offer, you need a product.

And there are effectively 4 different types of products:

1. Physical product (software or hardware) sold B2B

2. Physical product (software or hardware) sold D2C

3. Services sold B2B

4. Services sold D2C

(here, in this email I’m going to focus on services)

If you have one of these products, you need a mechanism to sell it to your customers.

As I talked about in this post, the offer is the result someone gets, the product is how this result is facilitated.

So, you have to frame your product or service as the path to the goal someone wants.

This path takes 3 different forms:

• Done for you (DFY)

  • Recurring service typically for an agency

• Done with you (DWY)

  • Coaching offers, typically from a consultant

• Do it yourself (DIY)

  • Courses

With each of these forms, your goal is to choose the one that gives you the maximum amount of profit in the minimum amount of time.

Ask yourself:

• Which gives you the max amount of money in the least amount of time?

• What will people buy from you specifically?

To answer these questions, you need to figure out how much authority you have in the space.

Because, how much work you your client to do is an inverse relationship to the amount of authority you need from the clients perspective.

Example:

• DFY -> lowest amount of authority needed (just getting started)

• DWY -> A little bit more authority (you’ve done this a few times before)

• DIY -> the max amount of authority needed from you (lot’s of results and social proof)

Fake it till you make it doesn't really make sense.

It’s probably not the best idea to start off selling a course.

You need confidence that comes from results.

The best way to this?

Start with DFY, because this requires the least amount of authority and is easiest to sell.

Then, when you get results and build a following, work up to DIY.

At the end of the day, you can't get around doing the thing you're selling and talking to the people you want to sell to.

And you do this through content marketing.

Posting online is the best top of funnel activity.

It’s gets even more powerful when you start posting results.

This acts as a differentiator for your offer. Because when you have more social proof (case studies) this signals to potential clients that you possess a level of authority that’s higher than their own.

And that’s a formula for getting paid.

Bottom line? If you are starting out, don't overthink it.

Start with DFY, crush it for your clients, and let your results do the talking.

As you stack up wins, you'll naturally level up to DWY and DIY offers.

And forget about tricks or shortcuts. Do the work, talk to your target audience, and build that mountain of social proof.

Authority is king, and nothing beats the confidence that comes from actual results.

So get out there and sell everything you've got.

Swanagan