So it doesn't really matter how great a coach you are, how amazing you are as a salesperson, if your offer sucks, you're going to be struggling.

And that also means that if you are not yet the best salesperson, having no brainer offer, then you, you make it.

You get.

Today we're going to do a deep dive into creating offers and really crafting those from the start.

And just as you said in the beginning, you can be an amazing salesperson, but if you have a really poor offer, if you have a shitty offer, it's not going to sell.

So there is an expression that says that doesn't matter for how long you polish a turd, it's still a turd.

So if you're a great salesperson, but trying to sell something that doesn't compel people, it's kind of like you're trying to polish a poop turd and making it look good.

How did we get here?

Well, it's, it's just a great expression.

It's just important to, to know that we can't make something awful great.

So we need to recreate it or we need to create it from its foundation and make it great all the way through.

So what happens if you're not having a great offer?

I think the most common thing I hear is that people say, well, this person on the sales code need to think about it if you don't have a great offer.

And people tend to say, let me just think about it.

And that's a kind way of saying, I'm not ready to jump in and say, oh my God, Y.

I need this.

Yeah, so I need to think about it.

That's what you'll probably hear at a sales call.

Well, yeah, so either I need to think about it or I need to talk to my partner, or can you send me some more information?

All of that means one out of two things.

Either they're not confident to make the decision on their own, or it's at the place of where they've been presented to the offer.

It's overwhelming.

So they can't comprehend it.

And most often it's a combination of both.

I need to talk to my partner because this isn't a no brainer for me, or I need to think about it because this isn't a no brainer.

Or can you send me some more information?

Because right now I've heard an offer that is all over the place and if you send me some more information, I can make sense of it myself.

And it means that we as a Coach or we as coaches have presented it in the, in a way that have put that person there.

So it's time to take responsibility that you actually created that, not the other way around and let's fix it.

And the other thing is if the prospect at a call is not feeling safe, this will happen as well.

So, so we need to have people feel safe so they trust this is the best decision they could ever make.

And what does it mean to feel safe?

Feel like it can't go wrong.

It's a big part of an offer is the guarantee that, okay, I trust that this can not go wrong.

I know that this will help me and I know that no matter what, I would get the result.

Because one on one on the sales is they need to trust you as a human being.

They need to trust the offer, they need to trust the, the process they're going to go through that that is the best process they could ever get through.

But they also need to trust themselves that they cannot fail going through your program.

So it's a big part of the how we structure the offer that we need to have people feeling safe, help them to trust themselves.

So what happens if we have a weak offer?

Especially if you just starting out doing less than 10k a month and you're in that space where you're not like haven't had clients enough, but you haven't done your program long time enough to really feel safe and trust your program and all of these things.

If your offer isn't great, the thing is what occurs often is that you lack self confidence.

And the only factor most people are looking into is the pricing.

And pricing is only one little part of an offer.

An offer is not just what is the price of your program.

And I think a lot of people take that a little bit wrong because if I asked that was a what is your offer?

Well, it's this many sessions for this price that is very, very standard answer to that.

And if that's the only thing I believe that's in my offer, what do I go to if I'm not certain enough about my program, my process and my client results and all of that is that then I need to have the lower price point because that's the thing that will change.

I just need to have a lower price point.

Which means that in the end these coaches get to working really hard for less money.

Because the fact is that no matter what, if you're willing to set down your price, there's always someone out there who's willing to have an even Lower price.

And then you start competing about the lowest price point, if that is your belief that that is an offer.

And then it's all about selling out.

Lower, lower, lower price.

And at the end, it's not worth it for you to even have a business as a coach.

Like you give coaching away for free and have a job on the side.

Yeah.

And fundamentally it's also about the clients.

Right.

Because.

Because there is no clearer statistics that the client is going to get from the program or the process or the coaching what they're going to give.

So what they're prepared to give and invest in the process.

And when I say invest, it's not just money.

And it's literally a very small part of it is money.

Yeah.

So if, if one person invests €500, they're going to be invested emotionally connected to that €500.

If the same person invests €5,000, they're going to be invested according to them, the value of €5,000.

And they're also going to step into the.

With that kind of essence and that kind of motivation that it creates for them.

And coolest things to realize is that the more your clients pay you, the better results they are going to get.

Not because you suddenly became better, but because they got more invested.

Which means that your clients will absolutely be willing to pay more if the offer is good enough.

Yeah, absolutely.

People are actually open to invest in coaching and moving forward and getting help to, to figure out what they really want to get out of life.

Yeah.

One and the worst part, I believe, is that there's actually people out there who has horrible courses, who doesn't care about their clients, but they make more money because they're, they're really good at marketing, they're good at putting together offers.

So they just make more money.

Yeah.

And unfortunately, there are so many that are really good at marketing and sales, but they are really, really poor coaches.

Which means that it's not a magic trick.

You still need to refine and become better as a coach.

But in the beginning, before you make your first 20k a month, you need to focus 80% in marketing and sales, because that's what builds your business.

And if that's a hard realization for you, it's better to realize it now.

Work really hard on your program and your process and your templates and the stuff that you give to your clients, because you need to fill that pipeline up.

Yeah.

So that you learn exactly what it is all of your clients needs as a whole.

And that's moment number one.

When you can create a really good offer is when you've had enough clients so that you know what you people actually need and want.

And yeah, we have a lot of fixes until you've gotten to that point that you really know what they want.

Exactly.

So if we start looking into so what is an offer?

If an offer is not just the pricing, I think there's another thing that most people get stuck in that what is an offer?

And that's the stacking, like what's included?

So if I ask, hey, what's your offer?

Well, it's 12 one on one meetings and then it's a Facebook group and then it's this.

That's the stacking.

That is absolutely a part of an offer, but it's not the offer.

People do not really care about the nitty gritty on how many times are we going to meet?

How many videos do I need to watch in your modules?

All of those things.

Take it from a perspective of someone who's sitting in front of you and they have a big problem, you can solve that problem.

And what you start telling them is that we meet this many times, then you have a library, then you have all the boring stuff of an offer.

I think this is the first thing that we need to change because the only thing they get is a stacking of what's included.

And here's the price.

That's a bad offer.

If you could give them an offer, hey, I got a pill.

You swallow this pill, in two months, you'll have the result.

People say, oh, my God, that's a great offer.

Can I just do that?

People do not want to work harder.

They want to have an easier and more smooth way of just getting the results.

But the way most coaches present an offer is work this, you do this, you need to do this, you need to do this and you do this and we meet this many times and then you pay this.

It's the opposite of what people really want to hear.

So let's dig into what's actually some steps that is included in having a great offer.

I'm thinking let's go through them as a whole and then dig into some of the most important ones.

Yeah, love that.

Great.

So first of all, we need to have a promise, clear promise.

If you do not have a promise, people will be struggling to trust that this is what they need.

Yeah.

So there need to be a promise, there need to be a less risk guarantee.

So a guarantee that takes down the risk that they would not hit the promise.

So we need to have A guarantee.

We need to have the stacking and the bonus things that is included because we will have people who are more analytical.

There will always be both emotional bias and analytical bias.

And then we need to have some scarcity and some urgency because otherwise, why should they start today?

Otherwise it's too easy to just postpone making a decision.

That's when you get to, let me just think about it or can I do this later?

Can I come back to you next month?

All of these things.

And then we need to make it easy.

We need to make it easy for them to say yes and get started.

And this is both with the pricing but also to make the decision.

I actually want to start with one thing that is not one of these ones.

But what I think is really important because I'm always thinking about it when I hear it.

And that is how you name your program.

I think that's interesting because I see a lot of coaches really name their program with something that makes sense to them or sounds cool to them or it's a word they figured out or know because let's face it, it's about the ego.

We want to sound special, we want to sound unique and like, I got something that no one else have that's really good, but it doesn't say anything about what do I get out of your program?

And if the first thing we need to have in an offer is a promise, why not say the promise, have the name of your program kind of be your promise or at least let them understand, like what do I get out of their program?

So it doesn't have just a imaginary word you just came up with that doesn't mean anything to that person.

And because in our beginner program for people who just starting out get.

Once you get their first clients understand how to do marketing, most of them have a job already but want to transition into becoming a full time coach.

That program is named From Dream to Lifestyle, Dream to Lifestyle.

They have a dream of becoming a coach, but it becomes a lifestyle for them.

They become a full time coach.

But say I was helping women with confidence.

Why not just call the program the Confident Women or something that use confidence in that?

Because it says, what would I get out of the program?

I'm curious about your thoughts.

I think it's great and I think it's important to realize that we need to make this super simple.

Because when we're naming our programs, I know so many both inside and outside of our world that get stuck with naming their programs and we're not looking for A fancy name that is going to feel 100%.

What we're looking for is a strategical name rather than the emotional connection to the name.

We're not talking about connecting to the name and feeling that, oh my God, this is the best name ever.

We're talking about, hey, does this name explain the journey from where they're coming in to where they're going to be at the back end?

That's the thing.

Or what are we focusing on?

What is, what's the core?

So we have Dream to Lifestyle.

That is one of our programs where you start out.

If you have a dream about something and you want to create your lifestyle out of it, you want to go full time coaching.

But then we have the next program that is top 1% and top 1% is just about becoming one of the top 1% coaches out there within your niche.

Yeah.

That can not just survive and kind of pay the bills, but really build that lifestyle no matter what it looks like.

Yeah.

So we want a name that explains what it is that we are going to do.

And we need to make this simple.

So don't get stuck with choosing a name that connects to your most inner self kind of thing.

Because that's pitfall.

You're not going to get there.

Yeah, it's.

It's never going to feel perfect.

And then you're going to choose a name and then you're going to use it and then you're going to realize that this is actually really good.

I really do want to do a shout out to tagging more because I believe he has a great name for one of his programs because he literally have a program that's called Clients.

It says, what do you get out of being in this program?

I love that name.

One word, very simple and it says what you get out of it.

And he is also a very, very brilliant marketer.

So.

So one of the most important things I believe is the promise.

If you do not have a promise, how are you going to have people trust that this will actually give them what they want?

And because the promise is helping people to both trust themselves within your program, but also trust that your program will take care, make sure that they get to the end result.

No one buys coaching, they buy the result.

That's important to understand.

So when we speak about the promise, it's about what is the result, the end goal?

Where will you be at the end of the process?

Working in my program.

And there can be some specific things that we can add into a promise.

It could be a clear goal.

For them to reach.

And now I know that we have people listening who are life coaches who have very untangible things they help people with and they believe that it's hard to really find a clear promise.

So having a promise is.

It can either be a global promise, so it's a same promise for all your clients, so all of your clients will achieve this within your program, or it could be that it's a personal promise to that one person and it.

Doesn'T need to be one on one.

In the matter of deliver it one on one before the first couple of hundred clients you're going to get, you're going to talk yourself in sales calls, which means that during that discovery, in the sales call, during that time where you get to know their needs and their behaviors and their wants, you can figure out what is it that my program will solve.

As long as they focus on it or as long as we set that frame, they are going to be able to tell you what they are looking for.

So if they're looking for a new relationship and you're a life coach, or if someone else is looking for clearing up a past trauma and let's say that your program solves both, then give that promise as a guarantee, the partner to the first person and the release of that trauma to the second person and use that leverage because it's what they want.

So we can tailor fit the offer based on the conversations we've had.

Like I said, the first couple of hundred clients that you're going to have, you're going to speak to on the phone yourself and you're going to sell to them.

So it's going to be very easy during that discovery to figure out what, what would mean the most to this person that I am confident that my program also will solve.

And when you've had your first hundred clients or your first couple of hundred clients, you're going to realize what is that global promise?

What is it that all of my clients have gotten out of out of my program that is tangible, that I can give away as like a global thing and then it doesn't matter if you still want to make sure that you give tailor fitted promises in the continuum, do that.

I mean, it doesn't make sense.

If you know that my program will solve this problem for them and your offer, it's not coded into your runestone of what is my offer, then make sure that you say that thing.

Yeah.

Because you know that it will be solved.

Absolutely.

Then another thing could be set a time frame like an idea of that is lose 10 kilos in 10 weeks.

Yeah.

Or get 10 clients in the next 90 days.

Yeah.

Could also be a good promise to have.

They need to be aspirational.

So it needs to be something that they can see, oh my God, this is a step.

And it could be that it's a small promise, like towards what they really want to get through.

So the promise is that at least you get 10 clients.

The most of my clients get this result.

But promise you at least you'll have 10 clients in the next 90 days.

Or at least you will have lose kilos in the next how many time.

So you can only use the time thing if the timing you set on it.

It sounds like, oh, that's a good timing.

That's better than what I would have expected.

So don't say, oh, you get 10 clients in the next two.

Then you can't do the time frame.

They'll do the opposite.

I don't want to buy something if it works that slow.

Yeah.

And even create the time frame so that it is compelling because we do have the guarantee and then we have backups.

You have a money outcome guarantee, or if you have a number of clients or a number of kilograms, let them know that the timeframe is 12 weeks or whatever it is three months.

Let them also know that, you know, all human beings are different, which means that if it would be that you are not being able to succeed with this within the timeframe, I'm going to work with you for free.

Yeah.

And now we're kind of working into guarantees.

Right.

Because these are committed.

These are going together.

Yeah.

I have this promise to you.

And now I'm going to add a guarantee to make sure that what will happen.

Yeah.

And we take away the risk.

We take away the risk now.

So let's continue with guarantee.

Yeah.

There are a few different things.

We do not want to sound far fetched and too good to be true.

Because what happens is that we lose trust.

We're going to consume the trust capital that we've built during the conversation.

So we want to be able to create something that they can see themselves.

Doing and not overwhelm them so they don't get scared of it.

And now transitioning back to the promise.

If I were to meet a coach about to get their first couple of clients and I would talk to them about making a million euros a year, it would be too far away for them to be able to comprehend, which means that I'm not going to have that conversation.

Because to be really honest, they don't even know what it's like being a coach far enough to know if that's how long or how far they want to.

Want to go.

Yeah.

And there are coaches out there whom I respect highly or and dearly that just want to have it as a hobby, and that is fine.

They need to be able to figure that out.

So we need to put it within the frame of them figuring out their next breakthrough.

And when it comes to the less risk guarantee, where we take away the risk, it's.

It can be a few different things there.

I work with you for free.

If we don't reach it within the timeframe, another one could be, you'll get your money back.

So you apply yourself, you.

You go in and you do all of it.

And if you don't get the outcome, you'll get your money back.

Also a very safe, safe one.

Because guess what?

The reason why you as a coach have the results that you have is because, is that you've done what's necessary in order for you to get there.

Yeah.

And once you've done that journey, you've learned and harvested all the skill set and the understanding, the foundational understanding of how do one achieve this?

Which means that you can break out the step by step.

And that also leads to you being able to present that to someone else so that you can teach someone to walk in your footprints until they've gotten that result.

So there's different ways we can give guarantees.

We have different guarantees in our programs.

So when we look at our detailed program where we help coaches to get started, our promise is that they will make at least 10,000 users in revenue.

And most of them start from the beginning.

They have no followers, no clients, no.

No offer, no program.

They literally don't have anything.

No plan.

Absolutely not.

They don't know how to get clients.

So we help them to make their first 10k and then we have a guarantee if they do not make the 10k within the program length, they can choose to either get the money back or they can just keep working with us till they have the 10k for absolutely free.

Because we want to make sure that they cannot fail.

They keep getting the support and there's no risk.

That is the first one.

Then if we look at top 1% for coaches who already got some clients but need like consistency and they want to scale and they want to become minimum six of seven figure coaches.

This, the promise for them is that they would make at least, at least 50,000 years in, within their business, within.

The time length of the program.

Yeah.

Or could work with them for free.

Yeah.

Till they get it.

So we know when they leave the program they have at least gotten a good return on their investment.

So if we look at the different kind of guarantees, the money back guarantee is a good guarantee.

I've used that in several programs.

If you do not reach this goal, you will get your money back.

As a coach, you are in control of what you give, you're not in control of what they do.

And your responsibility is to give them the training and the support they need to reach it.

But let's face it, our clients has a responsibility.

They have the responsibility to apply what they're being taught and implement it.

So when you do a money back guarantee, it also comes with some conditions.

Like you need to see the trainings, you need to implement the trainings, you need to do this, show up and there will be some conditions.

So I just want you to understand when I say money back, it comes with conditions that is reasonable and fair.

Like.

Like watch the training and show up for my meetings and stuff like that.

And it's really straightforward.

Yeah.

If they apply the work, they show up and they apply the work, then it's a money back guarantee.

And if they show up and if they do the work, they will get the result.

But if they buy your program and then they kind of skip out half of the meetings that you've agreed upon and they don't do the work, then it's a different conversation.

And how we treat that in order to take care of our client is to get them back on track.

Hey, let's do a restart and let's go full out this time.

That.

Because one of the things with coaching is that the reason why they don't have the result that they invested in you to get is because they are a person who behave a certain way that doesn't breed that outcome.

So we need to help them change in a positive manner long enough to achieve that new outcome.

And that is a stretch for any human being because it involves growth.

So we are going to help someone grow, to become someone who earns that outcome.

And that is why I like coaching.

Because we make people more capable, within their own interests, within what's important to them.

And it's also hard.

It's also a lot to ask of a human being to show up for themselves again and again and again.

But that is what we do as coaches.

That is what we do when we help people.

That's what anyone who isn't a coach does when they help someone they help someone get something that they couldn't get themselves.

Yeah.

And I think that's very important to realize.

So if.

If we are coaches, it's important that we really stand for the outcome 100 in whatever situation.

And I also believe that everyone who actually listens to us are coaches who care for people's results.

Of course, but.

And that is also why this might be an emotional conflict for them, because they feel that.

Yeah, but I don't want to condition my clients.

Of course you want to condition your clients, because nothing in this life is free.

And I'm so sorry, but it just isn't.

We need to work for the quality we want to create, and it's going to come with heartache, and whatever the price is, we're going to have to pay it.

And let's face it, let's not talk about investing in a coach.

Let's not talk about building a life that we really want to have, and let's just downsize it and make life super boring.

According to me, guess what?

You're still going to have problems, and those problems are still going to overwhelm you.

And the more you downsize, the more emotionally charged your problems will be and the heavier they will feel because you are not the person that lives at cost, taking responsibility of whatever it is that you're going to do.

So a little bit of a sidetrack, but it's.

It's so important to understand that humans are always going to have problems.

And because we're always going to have problems, let's create those problems to be interesting enough so that when we solve them, takes us to somewhere where we really want to be or become or have.

Bottom line, take a stand for the people who want what you deliver in your coaching.

Take a stand for those people.

Care for them way more than just, like, I'll be your coach.

Care for them to a degree where you're gonna fight for them and help them when it's hard.

Keep them accountable.

Yeah, keep them accountable and give them accountability.

Yeah.

Great.

So we have the money back and we can even add to that that, hey, if you do not reach this goal, I'll give you the money back and I will give you flight tickets to Fiji or I'll give you another extra bonus.

Something.

Yeah, let's see.

That is also something you probably have at the same level where you have come a little bit further.

Either you win or you make money either way.

So it's a really strong.

And here is where you design it to the level you're at.

And you design it so that it suits your business exactly.

Another one is delayed payment.

Delayed payment mean that step number one, we make sure you get this result and you won't pay the rest of the price until you reach this result or one month in, when you reach this result, you paid the second part so you'll have a delayed payment that will follow the result that comes for the client.

And then we had the ROI return on investment.

You have at least this much.

Yeah, well, delayed payment.

I just want to say I'm not a super big fan of that because it conditions that the less they do, the less they have to pay.

And it also means that they pay some something upfront.

Let's say that they pay 2k or 2 and a half thousand euros upfront and then they are conditioned with either I do the things I need to do, that feels really hard and then I pay more, or I just call it quitsy and I go hide in a dark like cave somewhere and I write off the 2 1/2 k that I've already invested emotionally because then that doesn't benefit them.

So it's important, don't use it as your own kind of emotional escape so that you don't have to hold people accountable or ask for their money.

And then of course I will work for you for free until you reach this goal.

Yeah, and I love that.

Yeah, I love that.

Because it's easy, everyone can apply it and it gives the coach most confidence that no matter how long time.

Because there's two questions to ask yourself if you are uncertain about can you really help the people?

Ask yourself, are you willing to find a way no matter what it takes?

Are you willing to go out and search and Google and go to ChatGPT, ask everyone else to find a solution and I believe most of you would actually say yes.

And the other thing is, are you willing to make it work for your client so you can live up to the guarantee even if it's taking you a couple of weeks extra?

I believe everyone would say yes because it's not about just getting the clients, about making sure the client is winning.

So if you haven't figured out and haven't helped your client to win, even though they did everything within the times you put up for your program, work with them for free to get that result.

You'll win big time doing that.

So let's wrap it up.

I know we have more things, but I believe we got through some really important ones.

We do have a coaching offer playbook if you want our coaching offer playbook.

Scroll down and you find the link to this so you can work on your complete offer.

Yeah.

And you can make it really, really great.

Make sure you subscribe so you get the next episode.

Follow us on Instagram and we'll see you in the next episode.

Bye, guys.