More Money

If you’ve got a proven money making solution that anyone can use with nothing more than commitment and determination, then you’ve got a winning idea for a training and mentorship company.

The challenge is proving that anyone can use your system to transform the quality of their life. You see, for your solution to grab the focused attention of your ideal customer you need a huge promise. And huge promises sound unbelievable. So, how can you make something unbelievable look achievable?

By using testimonials.

If you can show that other “ordinary” people with no special skills can totally change their life with nothing more than commitment, determination and following your system, then you will win the trust of your community.

What do I mean by ordinary people? I’m talking about people just like you and me. People that didn’t get straight A’s at school. People that didn’t start life with a trust fund or a million pound inheritance. I’m talking about grafters that are determined to give their family a better quality life and are prepared to do something about it.

More Time

Time is the precious resource we all have.

It cannot be saved or stored.

It can be bought and sold!

Let’s face it, we all sell our time every day. And you’re either disappointed or delighted with the value of your time.

If you want to sell your time at a higher price, you need to solve a bigger problem, or you need to help more people.

How can you help more people with less of your time? If you create a product then you can sell your solution 24/7 in every country in the world. So, you’ve broken the time and earnings relationship.

Similarly, if you create an online course, again you can sell your course 24/7 in every country in the world.

Another way to help more people with less of your time is to help multiple people at the same time. The most obvious example of this is a training course. It takes the same amount of your time to training ONE person as it does to train 1,000 people.

But…

These are all ways that you can save yourself time. How can you save your customers time?

Again, software is the most obvious examples of this. Tools such as Skype or Zoom that make it easy to have a meeting remotely. Similarly, there are plenty of tools that allow teams to collaborate remotely. Both of these examples save people both the travel time and the frustration of commuting.

If your solution enables people to skip years of chaotic learning then you are saving them time and helping them achieve a bigger and more important goal in their life, such as making money or improving their health.

Better Health

This includes everything from weight loss, to higher productivity to running your first 10K or your first marathon.

There are obviously many niches within the umbrella of Better Health and you need to get clear on what aspect of this market do you want to help.

For example, do you want to help everyone to lose weight fast? Or do you want to help New Mothers to lose their pregnancy weight so they can get back into their jeans or faviourite dress?

By getting clear on the specific niche that you want to help you can tailor both the message and the delivery for them.

The one thing you know about New Mothers is that they aren’t working so teaching them during the day is possible… if they have someone who can look after the baby. How could you remove this problem for them?

By focusing on what your community wants and the objections to the sale you can make the perfect product for them… and describe it in words that they can see, hear, touch and feel. That’s how you make them feel good about buying from you.

Better Relationships

This includes everything from finding a date, to creating the perfect marriage, to parenting.

I’m sure you’ll agree, that’s a very broad want and desire area, which is why you need to get clear on who you want to help and why.

Where are you an expert in this spectrum?

What area can you help people get quick results?

If you want to help guys in their late 20’s to get married or divorced men in their 40’s to start dating again you need to be able to articulate why you want to help them and what special skills you have that will get them the results that they want (a loving relationship) faster than anyone else.

Respect & Prestige

This is one of those things that we all want… and will never admit out loud!

This is why luxury brands exist. To satisfy our desire for respect and prestige. After all, if we spend 20 grand on a Rolex we want our friends and family to notice it.

We want to build a successful business (more money) to give ourselves and our family a better quality life. And we want to build a successful business to silence the doubters with success (respect & prestige).

We want our results to do the bragging for us. To prove to the people that said we’d never amount to anything that they were wrong.

So how can you sell Respect & Prestige? You sell it by walking with your customers to help them get results.

What follow up support do you offer with your training? As you know, doing anything for the first time is hard. The second time is much easier and by the third time it’s almost on autopilot.

By walking with your customers the first time, you are helping them get results faster. They are the ones that are doing the work so they can rightly brag about their achievements to their friends.

If they’ve lost 3 stone in a year, with or without a personal trainer, that’s a huge achievement.

Next Steps

As you can see, you may be able to give your customers multiple wants and desires, with one product.

The property industry does this perfectly when they sell Passive Income.

They are selling:

1. More Money
2. More Time
3. Respect & Prestige

The more problems your product can solve… the more wants your product can deliver… the greater the appeal.

Get clear on the problem you want to solve for your customer. Then write about it and talk about it in terms of one or more of the 5 universal desires.

Remember: people buy what they want and not what they need. So when you wrap your product in words that your prospect wants badly… then you will make the cash register ring quickly.

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.