OK, so there’s this formula that I use to make almost ANYTHING sound like it’s the world’s most incredible and exciting product.
It comes down to 6 things.
An audience
A token
An amount
A number (or two)
A timeframe
A headache
ATANTH. Atanth? Let me know if you’ve got a better
The audience calls out who you’re talking to.
Milk is fine. Milk for 18 month old babies sells 100x more (even if it’s the same product).
A ‘token’ is the thing which that audience wants.
Coaches want clients. Dentists want patients. Podcasters want downloads.
Give them the thing they want.
A number (or two) is the amount of that thing, the token, that they’ll get.
5 x $10,000 clients. 10 x $5000 patients, 10,000 downloads a week.
Notice how there is a number of the token and the value of the token.
A timeframe is in what time they can expect results.
21 days? 3 hours? 30 days?
It needs to seem almost too good to be true.
A headache means what do they think they’d have to do or what are they dreading doing to get this same result themselves?
Ads? Networking? Interviewing thousands of people?
Bonus: Give an objection. Atantho?
An objection is “but what if…?”
What if I’ve never charged that much before? What if I’m new? What if I’m a 370 year old man?
Put these together and you have a KILLER offer
Coaches! I can help you get 5 x $10,000 clients in 21 days without ads (even if you’ve never charged that much before).
Notice 2 things.
- The offer has NOTHING to do with my product. This could be an app, a program, a book, a lead magnet, content etc.
- I don’t have to even MENTION what my method or product is – read point 1 again.
If you want to learn more about this, my book, Sell Futures, Not Features, is basically how to make a product or service sound so good that you can’t help but sell more of it..
