And after the presentation/demonstration, it’s time to transition into the pitch, and it’s very easy to pitch, essentially we just say something like:

“Hey if you liked what we’ve talked about so far, I think that you’re really going to like this new _____ I have called _______”

It’s pretty easy to create the pitch for your product 🙂

All we need to know before is what your offer is

The offer consists of:

– The name of your product
– The facts about your product – The benefits of your product – Price & Payment Options
– (Scarcity)
– (Bonuses)
– (Guarantee)
– The Close, the call to action

Name/headline

Just the name of your thing

Or/and you can also have a headline, and subhead that goes along with your product

Facts about your product

What you’ve got, what the thing is

Ex: You’ll receive a jar of 500g premium saffron banana honey, and a bag of our super strawberry bee pollen

or you’ll receive a 139 page manual and 4 CDs and a 60 minute coaching call The facts about the thing
And after the facts follow the benefits
The benefits of your product

One of the big mistakes people make when creating marketing messages is focusing to much on the facts of the product, how great the product is

For the customer what’s important is not really about the product, how good our stuff is, it’s about them, the benefits of the product, what the product can do for them, what transformation is possible

This is what the thing will do for them, what is the outcome, the transformation?

What the thing does, not what the thing is

A common saying in marketing is that we’re not selling drills, we’re selling holes in wood, it’s not about your product, it’s about the transformation for them

Ex: This honey will help to purify your blood, boost your energy, etc The benefits, the experience of the thing
Price
Pretty obvious, what the thing costs

Charge whatever you feel is right, make it a fair energetic exchange Intuition: look, sound and feel right
Higher cost attracts serious sincere people more than lower cost Things you might want to consider:

•Time to create, produce, productize this product? •Ad cost?
•Administrative costs?
•Affiliates?

•Taxes and legal fees?
•Single payment and/or payment plans?

You often get more sales if you include payment plans, but also often more refunds And it’s often much easier to sell 100 people a $1,000 product, than it is to sell 10,000

people a $10 product
= and less customer support 🙂

Some marketers also do what is called a “price juxt” or price drop, which is first building up the perceived value of their product really high first, and then go “but today I will charge you only this comparatively low price”

One way to do this is to explain how many hours you’ve put into making this thing, and that your coaching rate is say $1,000 per hour and since you spent ___ hours creating this digital thing, and they get ___ hours of your time for only,___

Or creating each physical takes ___ hours, then the ‘value’ is ____, but you won’t pay anything near ____, you’ll only pay ____

Another way to do this is to include bonuses that you can give away free/cheaply, and add their value to the price juxt

For example:

“Product Value $5,000 Bonus 1: $500
Bonus 2: $500
Bonus 3: $2,000

Total Value: $8,000
But you won’t have to pay anything near that, today the price will be only a fraction of that,

you can get started today with one small investment of $497”
Making it seem that they’re getting a really really good deal, a bargain Scarcity:

Here we give people a reason to act right now, to not wait, get people to buy now, to take action now, because “I’ll think about it, maybe later” so very often becomes never, if you can include scarcity, scarcity often give a great boost to sales

Real scarcity is a reason that gets people to pull out their wallet and BUY NOW, not maybe next week or month

If they don’t act now, they might go home, leave your website and never return

Scarcity – it has to be real, authentic, and not uncool, otherwise people will eventually start to feel your falsity, and then it backfires

Real Scarcity Examples:
•Deadline
•Exclusivity, limited availability of product/service •Bonuses go away, limited supply

Essentially a compelling reason, why now?

•Urgency
•Now or never
•The one that got away •Fear of regret •Exclusivity

If people can wait to buy it in a few months, a lot wont buy at all Bonuses:

If you’ve ever seen a infomercial you know that they almost always have bonuses (“But wait, there is more!), and it’s not without reason, if you can include good bonuses, they as well as scarcity boosts the sales %

Sometimes people even buy just for the bonuses

Ex:

And when you order today you’ll also receive a bag of our super strawberry bee pollen, chocolate peanut butter, and this amazing yellow bee t-shirt for FREE, no extra cost

You can have related, or unrelated bonuses with your offer

Unrelated bonus example: For example if you sell real estate you might as a consultation bonus give a restaurant coupon, a pre paid romantic dinner for two

Some people like having bonuses which are worth more than the actual product they’re selling to make their offers really compelling

Guarantee:

The guarantee is simply reversing, eliminating, removing the risk for the customer, and since most people like feeling secure, when you have a guarantee more people feel safe and as a result go ahead and buy

“Come and see, if you like this, good, if you don’t, no worries, just ask for your money back”

One thing has to be understood about giving guarantees, the future is unknown, and unless you are psychic, able to look into the future, how can you make a guarantee? How can you promise any result?

So be careful, don’t promise or guarantee anything or results you cannot know, for example you can simply offer to refund the purchase if your customer is not satisfied, and you don’t have to guarantee anything, it does however as with scarcity and bonuses increase conversion, it’s ultimately up to you how you want to include a guarantee

Different types of guarantees:
• Results Guarantee:
• Satisfaction Guarantee:
• Unconditional Guarantee: Just ask within 30 days and you’ll get a refund, no questions asked

• Conditional Guarantee: If you can show that you’ve actually done the work, filled in all the stuff that we’ve gone through, you’ll get a refund, I won’t enable quitters and tire-kickers who don’t do the work
• Plus Guarantee: Get your money back plus _____

Guarantee Length:

Generally, the longer the better, people feel more secure and therefore go ahead, you can have a 30 day, 60 day, 90 day, a year guarantee, whatever feels right

But if the guarantee is short, say only 14 days, then it might decrease sales, it seems stingy and like you only want to get your hands on the money as fast as possible..

Close/Call To Action:

Here we simply give people clear instructions of what to do next if they want to go further, for example: replay to email, register now, buy now, click here etc

The call to action has a dramatic increase on sales
Ex: so if you want this premium banana honey and strawberry bee pollen combo, click the

add to cart button now

A call to action can be included on any message that you want people to interact with, for example at the end of a blogpost including “Leave your thoughts/comments on the below”

And again, no need to try to be perfect, here’s a short example of how to do a pitch:

“Ok, here is the deal, this is what I think that _____ will do for you, I don’t know I’m not psychic, heres the offer, if you want this, heres what to do next, and if you’re not happy, just ask for a refund”