Hochpreisiges Angebot mit hoher Abschlussquote verkaufen

0:00Unternehmer/Gast Hello. Hey, Hannah. What's up? Hey, Alex. Oh my gosh. Thank you so much. >> [laughter] >> Thank you. >> Um okay. Um My name is Hannah. I own a company that sells custom career planning services for 18- to 20-year-olds and their parents. Okay. >> So, we made a little over 800k in 2024, 300k in 2025, and we'd like to do 2 million this year. >> Let's go. So, my question for you is about pricing. Okay. Our current flagship offer is called the launch program.

0:30Okay. >> It's a 4-week one-on-one planning service that is priced at $4,000. Okay. So, from the launch program, people get a personalized career plan. Okay. >> Now, we want to start a second program. It's called the career year. Okay. >> So, this would be a 1-year hands-on one-on-one white glove implementation >> Yeah. where job placement's guaranteed. Entry-level job placement cuz they're young. Okay. Um we've sold this offer one time for 30k. Okay. But, we don't know if it will consistently sell at that price. It'll totally sell at that price. And I don't know if parents

1:06>> Sorry, I got a little feedback. It'll totally sell at that price. Okay. Can I prove it to you? >> Well, we don't know See if you feel better about it. >> What's that? >> Can I prove it to you see if you feel better about it? Please do. I know the average cost of a year is 38k. So, I know that's I want people to look at college for a year and look at us and and make the make the make the decision. >> Why do parents pay for college? Because they think it's going to get their kids a job. Right, and then it doesn't. It does not. Right. And so, we can leverage that thing.

1:34Right. And make sure And I mean, the good news is that the stats in that industry are only getting worse, which means it's only better for you. Right. Right time. Right right market. >> Yeah, for sure. And is there any kind of financing that that that you can offer? Okay. So, I have kind of have like two semi follow-ups. >> Okay. So, right now we're struggling with sales motion. Okay. >> So, I'm kind of I'm a chicken. So, I've only pitched this twice. So, I have a 50% close rate on this. Oh, no. Um which I should have pitched it more. Okay. Um but our you know, our our our flagship we've sold hundreds of times. So, we got a lot of you know, we got a lot of um Yeah, what's your close rate on the 4K?

2:12But What's that? >> What's your close rate on the 4K? Um of clo- of calls that show, it's between 40 and 50. That's great. Okay. So, and how are you getting leads right now? Yeah, it's all organic social. Okay, that's great. Okay, so there so you post stuff, right? So, you post stuff. >> lot a lot of content. Okay, and then that drives >> know where to Yeah. We don't know where to sell them the career year.

2:39Because we don't want to you know, should I pitch this first thing? Like they book a call for the launch program and I book them and I and I pitch them then? Because we've kind of set it up like the workshop, you know? They have to go through the workshop to get into the career year. Mhm. Because sometimes they don't need us. Okay. And that's it, you know? Yeah, I mean I think you could just sell it before the end. So, I'd probably sell it at between week two and week three.

3:04Oh, perfect. That's kind of where we had bookmarked to do it now. Yeah, you want to sell it before it's over cuz then it's another buying decision. You kind of want to have them have that quick win. They are a little bit in it, but they're not done yet and you say, "Hey, you know what? I know you just did this for a you know, this one-on-one thing. We're going to keep doing that. We're going to wrap that up, but let's take all this work and plug it into the career year so we can actually get you what you really want." Mhm. Um would you How do I qualify them?

3:31You might just have to meet with all of them. I mean, that's a that's a a possibility, but I think rather than me telling you what's going to qualify them, I think if you meet with a bunch of them, you'll quickly see who buys and then you'll be able to basically reverse engineer the qualifications. In the beginning on any sales motion, we kiss all the toads. We kiss them all and then we figure out who turns into into princes princesses and we say, "Okay, the toads with red spots, these are the good ones. The ones with blue and black spots suck, so let's let's just sort for those." And then what happens is your front end funnel, you start marketing more to the red red dotted toads, and then those are the ones who are buying the 4K, but now you have three or four times as many who buy the Ascension.

4:06Alex Okay. >> And so, what I want you to do though is in the one-on-one thing that you're selling, is the is the parent there at all? Yeah, so we actually built our whole program to do that. So, they have to be there on the fourth call because we collect the testimonial on that as well. >> Great. So, why don't we do this? >> about doing a sale a service call after this after the third session before the fourth one. Yeah. >> take the wind out of their sails if they don't buy. No, for sure. I would do it as like the um call it a halfway call uh or like a check-in call. It's like, "Hey, you like parent, you got to show up to two calls. One is halfway, one is at the end." Uh the halfway point is just to make sure we show you the progress and what we're working on. And at the end, we'll show you kind of like what next steps look like, and you can pitch on both.

4:48Okay. Okay, awesome. And then do you think we should do third-party financing or should we just do that in-house? Um I mean, if you can get it, it would be great. Um But yeah, you can make payment plans over the year. It's not the end of the world. My whole goal would be to drive the cash up front as much as you can. Like go for 30 and then downsell for 15K down and then uh 15K over a year and then downsell again to like, "Okay, we'll do 10K now and then and then 20K over the year."

5:18Alex You know what I mean? Just keep trying to have as much up front so there's more like skin in the game. And then I would say >> I have one Yeah, go ahead. >> one problem there. Mhm. We're kind of too good at this sometimes. So, sometimes we get kids jobs in like six weeks. And sometimes they're like good jobs, you know, like 60K, 70K. >> That's easy. All you got to >> talk to 19-year-olds. >> You're good. All you got to say is yeah, it's fine. Is you want us to be incentivized the same way you are, and so this is paid per placement.

5:46And so, like you pay it off. Like, I mean, we'll find out, right? Um the alternative like, I'll give you I'll give you a couple skins, you figure out which one you like better. All right? V1 is you do exactly what you're doing, and then you just set the expectation up front, which is hey, we're really good at this stuff. Um and so, you want us to be incentivized, and so, uh instead of saying, "Hey, pay us and we'll keep working with you." It's like, "It's 30 grand, um and you have to pay at least a third or half to start, and then the rest you pay, and as soon as you get a job, you you basically continue to pay it until until it's done." And now your kid can pay it out of their side, so you kind of future pace it a little bit. That's V1.

6:22That'll probably be the easiest to sell cuz it's got basically what you're currently doing, and you're hoping they pay, right? Right? Well, okay. Option two. >> 30? Yeah, option two. You're good. Option two is uh you got to pay, you can break it into as many chunks as you want, um but until you pay, we don't start working. Mm. And so, however fast you want your kid to get a job, that's how fast you should pay us.

6:52And we have third-party partners who will do financing, or if you don't qualify, we'll do it at we'll finance you in-house. Okay. All right. That's option two. So, they're different. Um option three. Let me see, what other option is there? Um also, I just I I was going to say it earlier, make sure that before you have your halfway call with the parents, the first pitch, make sure they watch a VSL before they talk to you. That's just like a bunch of parents. Okay. Um the other way we could do it is you could say it's half now, half when you get. So, it's 15 now and 15 when you get the job offer, or you accept the job offer.

7:30That's good. Cuz that way it's like, "Listen, parent, you're going to you're going to split split it with your kid. That way they're going to understand the price of this stuff." So, you're going to pay 15, and then as soon as little Josie gets her her 70k job, uh when when she gets that offer, we'll do the other 15K. We'll basically plan it out off of that 70 that she's making. She'll pay 15 the first year, and then she's done. Okay.

7:54Wow. All right. Wow. Awesome. Feel good? Yeah. Yeah. So, thank you. I can't thank you enough. We were really stuck. Do you think um 30 or 35? Like, should I try to keep pace with a year of college? Yeah, totally. Okay. Cool. I think 35 will go the same as 30.

8:18Alex Okay. Awesome. So, basically 12 12 months and and 35, probably half now, half Yeah. I like that. I like option three the best. And then it has a nice like uh nice ring to it. You know what I mean? >> Transferring. Yeah. Yeah. Half you like we believe in long-term accountability, and part of this is like you're becoming an adult now, and you're going to start having to pay for Not mom and dad. I'm sure mom and dad will love you saying that. It's like they just paid for you to go to this great college, so they're going to front this half to get you started, but the second half you got to pay, but don't worry, we're going to set it up as long as parents are cool with it. And then I would just say, "Hey, parents, if for some reason your kid doesn't pay, your card's the backup card."

8:55Alex Oh, okay. Nice. Right? And we're willing to do 12-month, you know, payment plans per, you know, when they when they get the job. Either way for you there, you're doing a 15K sale on the back. I would do this, too. Take the 4K, make it uh make it make it 19K up front. And tell them if they do it, you credit the 4K that they just paid towards it to make that 20 turn into to 15.

9:22Oh, okay. Right? So, they have a little they feel it makes them feel a little better. It's like, "Hey, I'll credit the first week towards it cuz I pretty much just used that to get you ready for this step." And the whole idea in this is that like you did phase one, this is phase two. We want to make it feel like it's incomplete on a multi-step process, not a new sale. Make sense? Okay. Sure. Like you're just completing what you already started. >> Exactly. It's like well, you don't want to stop now. It's like we're halfway there. Awesome. Awesome. Oh my gosh. Thank you so much. You bet. So it's been worth it so far?

9:51>> [laughter] >> Um yeah, I got a lot of work to do. Well, rock and roll. I appreciate you, Hannah. Thank you so much, Alex. All right, rock and roll. If you are a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information and if you want us to actually help you deconstruct in the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team and we will look at the business, see if we can help and if we can, we'll invite you out to Vegas and we'll do this in person live.