What do I mean by deliver a complete package?

My marketing consulting journey started out managing Google and Facebook ad campaigns for clients. They wanted cheap traffic and asked for my help.

After running their campaign for a month, I proudly showed them the results. Their cost per click had dropped by more than half. That means I did a good job, right?

Wrong!

They looked at the report that I gave them, scratched their head and then asked. So where’s the money?

That was the most powerful business lesson I could ever have had!

Why?

Because even though I had delivered what I promised… and what they asked me to do… they were still unhappy with the result.

That one throw-away statement showed me that I had to take full responsibility for creating a money machine.

If I was working with big businesses that had huge marketing teams, then just managing their Google and Facebook ad campaigns would have been a viable option.

This is not the case with small businesses. They don’t want someone to help them with their marketing. They want someone to grow their business. They want someone to put money in their pocket.

That’s what we all want, right?

Once I could see what they really wanted it was easy to create an irresistible offer. Yes, it was harder to deliver, because it required a much bigger skill set… and… that’s what gives me an edge over the competition.

How Does This Apply To A Training Business?

Let’s just look at the example of property investment training.

Imagine you are going to teach someone how to invest in property in a way that they can turn one deposit into multiple houses. That’s sexy, right? After all, you’re being shown how to buy a house for free!

What’s the big objection?

Finding the deposit!

If you’ve got a spare 40 grand under the bed then this is the perfect course for you. Because by investing the right way you could turn that spare 40 grand into a £3 million property portfolio within a few years, while working full-time.

This is potentially a great course that appeals to people with equity in their home or those that have come into some inheritance money.

But it isolates those without a deposit.

How can you cover come this objection? How can you widen the appeal of your course?

By adding in a section on raising finance. This means that anyone with the desire and the drive to create a better life for themselves and their family can get started.

By teaching how to invest in property AND how to do it with none of your own money, you’ve made the promise even more exciting and you’ve removed a huge barrier to the sale.

The Americans call this type of business opportunity Turnkey because all you have to do is turn the key (follow the system) to make money.

So what are the objections to the sale?

Here are the 3 biggest objections:

1. Time
2. Money
3. Can I really do this

If you can take away these problems for your customers, at the product creation stage, then you make it much easier for your community to feel good about buying and you can enjoy a smooth ride to instant high sales.

How To Remove All Objections

When you make your product a “business in a box” or a “turnkey solution” everything they need to succeed is in the box. They don’t have to look outside of the opportunity to know if it’s going to be right for them.

An example of this is investing in Forex Trading or Crypto Currencies.

What do you need to succeed? You need to know

1. How to make money
2. How to not lose money
3. Trading software

That’s it, right?

The beauty of this is that you can start with any amount of money so you’ve immediately removed the Money and Can I Really Do This objections. The only other objection is Time and if you can show that with nothing more than an hour a day the reader can double their money then you’ve got a winner.

Now It’s Your Turn

Before you create your next product, course or service… write down all the objections to the sale.

Don’t just stop at the 3 that I’ve given you here. Ask your customers. Better still, ask those that didn’t buy. Not to try and make the sale (although this is a great opportunity) it’s just to get their feedback.

Then look for ways that you can overcome their objections in the product creation stage. This simple additional step will give you a better product that is easier to sell.

If you have found this useful then please leave a comment below.

If this can help someone you know then please share it with them.

Until next time…

Carpe diem

Roland Eva

P.S. If you’d like to turn your expertise into a £100,000 training, mentorship or consulting business, within a year, while juggling a demanding full-time job, then you need my new book: How to turn expertise into cash.