You're Selling What They Expect. Sell What They Hope For.

0:00Civil Productions, Kenny Cox. Okay, so he sells Madden and college football gaming courses. >> Cool. >> Okay, $30 a month or $240 a year. They have 3,500 base members. Their higher tier is $97 a month and has a little more than 20 members and it's failing. How should we structure the offer and funnel to drive upgrades to the higher tier? So, $30 a month 3,500 members $97 a month less than 20 members.

0:28>> So, I would have to know more about what the offer is. Is it the high ticket one? Yeah. Um but fun like that's that's super odd because the price discrepancy isn't even like >> big. >> It's not even that big of a difference. So, >> to be the offer. >> Yeah, 100% it's the offer. Um So, the the best way that I can describe the difference between like the core the core offer and the upsell is that the core offer should be the thing that they expect to get. The upsell should be the thing they hope they get. And so, when someone buys it, they like buy this thing they're like, "Man, I hope this thing happens. I hope it's a great day."

1:00Now, if I were the chief, you know, god of weather, then I'd be like, "Well, great day is an upsell. Like you I'll make it not rain." You know what I mean? But it's not going to be a great day. You get sun is an upsell. So, it's like, "What is that thing that everyone hopes for?" That's what I think about in terms of creating those upsell, which is typically going to be a version of some sort of access, some sort of training, some sort of personalization. So, this is what I would encourage you to do cuz I want to give you like actual tactics right now.

1:23I would take I would take I basically do unscalable services up front for those people so I could better understand what the problems they really have are so then I could do more of these types of services, if you will, that are less scalable and then templatize the solution around that so that we could then make something that is more scalable long term, but you'll actually have spoken them, you'll speak their language, you'll know what their true pains are and that's probably how I'd approach it. And you might And honestly, if your base is $30 a month, your upsell might be like 300, not 97. So, if you think about again, we think about money models, right?

1:59So, if you're at $30 a month, if you want it to be meaningful in terms of the impact for the business, then let's say we get you know, uh 20% of people to upsell to the second tier, right? Now, if the second tier is twice the price, right? This is yours is three times the price, right? Then we get 20% times, you know, 0.2 times 100 bucks. So, $20 added to the average ticket of 30. So, that's a 60% increase-ish to the business, not bad, but like there's probably a 10 or 20% that might buy 300. And then now we've got something that's like significantly more interesting. If you like this video and you're business owner who wants to break through your current revenue ceiling, I just sold every lesson from scaling 10 businesses past 10 million and three businesses past 100 million into a completely free scaling roadmap that I've used to go from zero to one, zero to 10, and zero to 100 plus. And so, you can click here and you can check it out. Again, absolutely free. And since you're business owner, I appreciate you and uh enjoy.