Key insights

• ⚙️ Creating an offer involves six parts: pain identification, measurable outcome, time commitment, delivery vehicle, risk reversal, and price.
• ⚖️ Emphasizing pain-solving and measurable outcomes is crucial to crafting a compelling offer.
• 🛡️ The significance of risk reversal in the offer cannot be overstated, as it makes it easier for customers to say yes.
• 💸 Price is a function of how well the first five parts of the offer are addressed.
• ⬆️ The more severe and pervasive the pain relieved, the higher the service charge.
• 🔍 Focus on real, measurable pains, not fuzzy issues, to succeed in coaching or consulting.
• 🌟 Proving credibility and reducing perceived risk are essential for charging for coaching or consulting services.
• 💳 Offering money-back guarantees and generous payment terms can help reverse the risk for prospects and enhance sales.

Q&A

• What should one focus on in order to be successful in coaching or consulting?

  To be successful in coaching or consulting, one should document and showcase success, offer money-back guarantees, provide generous payment terms, and set the price based on the strength of the offer.

• How can one enhance the value of a product or service in marketing?

  One can enhance the value of a product or service by providing measurable and quantifiable results, solving a precise, persistent, and pervasive pain in a specific time frame.

• Why is life coaching considered fake, and what should coaching focus on?

  Life coaching is considered fake as it lacks measurable results and tangible problem-solving. Successful coaching or consulting should focus on solving real, measurable pains and delivering tangible outcomes.

• What are good examples of pain to solve for effective offers?

  Good examples of pain to solve include significant weight loss, marriage problems, and financial struggles. They align with the three Ps of pain and are highly impactful.

• How does the severity of the pain affect the pricing of a service?

  The more severe and pervasive the pain relieved, the more one can charge for a service. This is based on the three Ps of pain: precise, persistent, and pervasive.

• What is the significance of risk reversal in an offer?

  Risk reversal in an offer is significant as it makes it easy for customers to say yes by offering guarantees and reducing the perceived risk for prospects.

• Why is emphasis placed on pain-solving and measurable outcomes in creating an offer?

  Emphasizing pain-solving and measurable outcomes helps in creating offers that resonate with potential clients and adds value through addressing real and tangible problems.

• What are the six parts of an effective offer?

  The six parts of an effective offer are pain identification, measurable outcome, time commitment, delivery vehicle, risk reversal, and price.

• 00:01 Harrison shares insights on how to create an offer that gets people to pay and why nobody wants to hire you for coaching or consulting. He outlines the six parts of creating an offer, emphasizes the importance of pain-solving and measurable outcomes, and explains the significance of risk reversal in the offer. He also highlights that the price is a function of how well you address the first five parts.
• 03:26 The more severe and pervasive the pain you relieve, the more you can charge. Three Ps of pain: precise, persistent, pervasive. Good examples: significant weight loss, marriage problems, financial struggles. Bad examples: lacking purpose.
• 06:47 Coaching should focus on real, measurable pains and deliver tangible results. Life coaching is deemed fake, and success in coaching or consulting relies on solving measurable problems.
• 10:12 Part two of effective marketing is providing measurable and quantifiable results to the customers, solving a precise, persistent, and pervasive pain in a specific time frame.
• 13:28 Decide on a reasonable time frame, create a convenient and novel delivery method, focus on risk reversal, and gather proof to support your offer.
• 17:11 To be successful in coaching or consulting, document your success and showcase it, offer money-back guarantees to reverse the risk for prospects, provide generous payment terms, and set the price based on the strength of your offer. If you fail to establish credibility and reduce perceived risk, you won't be able to charge for your services.