Session 1: “Creating An Irresistible Offer That

Eliminates Your Competition”

Welcome to “The Ultimate Marketing Machine”

• Why This Was a Great Decision

• Not MORE Info, MORE Action!

• Result: The TRANSFORMATION of Your Business

• Engineered Week-by-Week For Speed, Simplicity, & Execution

What You Get Each Week

• Online Members-Only Site for Easy Access

• Webinars, Audios, Transcriptions

• Action Guide Laying Out Key Next Steps

• Templates and Tools Associated with Each Session

EXACTLY WHAT YOU NEED FOR MASSIVE ACTION & POWERFUL RESULTS!

What We’ll Cover Week by Week…

• Session 1: Creating An Irresistible Offer That Eliminates Your Competition… you’ll know your PERFECT customer inside and out.

• Session 2: Your 24/7 Autopilot Lead Generation Machine… postcard, flyer, and much more besides.

• Session 3: Building Your Conversion Engine… key to turning prospects into paying customers.

• Session 4: Creating Your A.C.E. Triple Play… ramp up your Authority, Credibility, and Expertise quickly and easily.

What We’ll Cover Week by Week…

• Session 5: How To Write A Book Without Ever Putting Pen To Paper… you WILL have your own book and it’s simpler than you ever imagined.

• Session 6: “Set It And Forget It” Profit Follow-Up System… KILLER ways to close the deal.

• Session 7: Making Them Choose You When They’re Ready To Say Yes… how to stay “top of mind” and “go to solution” on an ongoing basis.

• Session 8: Putting Your 24/7 Autopilot Lead Generation Machine On Overdrive… create tons of leads using Social Media.

Let’s Start Building Your Machine!

Today’s Session…

• Your BIG WHY?

• Who is Your Customer?

• What is the Transformation They’ll Experience?

• What is Your IRRESISTIBLE Offer?

IMPORTANT: You will need to think through what we cover today and provide YOUR answers to these critical questions – they will be key to the work you do later on!

Your BIG WHY?

Let Us Know YOUR Why…

• Go to www.gkic.com/ummwhy

• Tell us your BIG WHY

RECAP: Pre-Session 1 Exercise

First: Write down and list the key qualities of your

PERFECT Customer.

Next: Describe the powerful, positive changes that

having more PERFECT Customers would make to

your business and your life.

Who is Your Customer?

• Who exactly is the customer? Be as specific as possible.

• Identify Demographic Information – age, gender, location, income…

• Identify Psychographic Information – politics, religion, values, hobbies, interests…

• Identify Emotional Information – hopes, dreams, fears, and pain.

What is their KEY Problem?

• “If I could just _____________ “

… get out of debt once and for all.

… hit the golf ball 300 yards down the fairway.

… create a realistic plan to retire at 55.

… end this nagging back pain.

… lose the weight and keep it off.

… quit my job and do what I really love.

“If I Could Just…”

Name 3-5 Associated Challenges

“If I could just get out of debt…”

• My income each month is too small.

• I can’t control my impulse buying.

• I have no idea how to track what I spend.

• Late fees and interest are killing me.

• Every time I get a little ahead I’m hit with another unexpected bill.

Identify the Ultimate Transformation They Long to Achieve

Ultimate Transformations…

• “Every credit card is cut up, my savings account is growing like wildfire, paying the bills is a breeze – finally, I can rest easy knowing my finances are totally under MY control.”

Ultimate Transformations…

• “Every time I step up to the tee, I KNOW that I’ll split the fairway with the longest drive of the group… it’ll be a blast seeing every jaw drop after I cream that ball.”

Ultimate Transformations…

• “My husband will look at me with the same excitement and passion he had back when we were first dating, because I look GREAT in every thing I wear!”

Customer First, Offer Second

• Now that you know your customer and what they want, you can create the perfect offer for them.

• It’s “IRRESISTIBLE” because it provides the perfect solution to help your target customer achieve their desired Ultimate Transformation.

Your Irresistible Offer

• Something SO perfectly matched to solve their problem and produce that ULTIMATE TRANSFORMATION that it’s practically IMPOSSIBLE to resist.

Offer Examples

• For a Pizza joint: TWO PIZZAS + DOUBLE CHEESE + 60 MIN FREE DELIVERY + AT HALF PRICE + ORDER WITHIN 48 HOURS.

Offer Examples

• For a Dentist: 7 POINT ORAL CONSULTATION + TEETH CLEANING + $49 FLAT FEE + NO PAIN GUARANTEED + SIGN UP BEFORE JUNE 1st.

Offer Examples

• For a Hotel: 2-NIGHT/3 DAY ACCOMODATIONS + 2 ROUNDS GOLF + 4 DRINKS / 2 DINNERS + $197 TOTAL + RESERVE IN 10 DAYS.

CRITICAL…

• As you describe your OFFER in your Sales Materials you need to focus 90% on the outcome your customers will experience.

• What matters most is the transformation they will experience.

• Your OFFER Fills In Every Gap Your Target Customers Need

How To Create Your Offer

Here’s What You Need

• What you’ll be promoting is a specific combination of features + benefits + scarcity+ guarantee that’s precisely matched to your target SLAM-DUNK customer.

1- What Are Its Core Features?

• List them all.

• If it’s a five week coaching program, tell us the key points covered each week.

• If it’s a software application, tell us the core things that it does.

2 - State the Benefits for Each Feature

• Basically, tell the prospect why this component matters to them.

• A useful phrase to consider when doing this is “… which means to you…” and then describe exactly what it means to them.

• These should correlate to overcoming the 3-5 Key Challenges you’ve already identified.

3 - List Bonuses and Their Associated Benefits

• Bonuses should complement the core offer

• Don’t forget to include WHY they matter.

• Bonuses should also relate to the 3-5 Key Challenges.

4 - Identify Final Pricing

• The total VALUE of your Offer by now should make the price you set seem like a no-brainer.

• Describe Payment Options like 2-Pay or 3-Pay or Discounts for Pay-in-Full.

5 - What is Driving URGENCY?

• You must make prospects ACT NOW!

• Limited time window of availability?

• Limits on NUMBER available?

• Limits on the bonuses?

6 - Define the Guarantee

• Make sure this is 100% clear and easy to understand.

• The best guarantees are those that seem to take away ALL risk on the part of the buyer.

7 - Identify Your Call To Action (CTA)

• Don’t mess this up. Give precise and clear instructions on exactly what it is you want the prospect to do in order to ACCEPT THE OFFER.

• You want to be as clear, precise, and specific as you can be.

• IMPORTANT: Make SURE you test any and ALL actions (contact, order, etc.) you recommend yourself to make certain they work flawlessly.

• You want a catchy, benefit-oriented name that stands out and screams “Pay Attention!”

• Use our 3-Step “Irresistible OFFER Generator”

• Brainstorm at least 7-10 different titles.

• Let them sit a couple days. Then come back and pick the one you like best.

8 – Give Your Offer a Cool Name

Pick an adjective that describes how awesome your Offer is – for example:

Irresistible OFFER GeneratorStep 1

• Ultimate • Rapid-Fire • Step-By-Step • Easy as 1-2-3 • NEW • Advanced • Sure-Fire • Jumbo

• Forbidden • Irresistible • Proven • Real-Deal • Money-Saving / Money-Making • Unbelievable

Identify the KEY PROBLEM your Offer solves OR simply put a name to the SOLUTION you’re offering. (You could also combine PROBLEM with SOLUTION.) Examples:

Irresistible OFFER GeneratorStep 2

• Back Pain• Hit It Long and Down the Fairway• Fiscal Cliff + Rescue• Thinning Hair + Restoration

Pick the noun that suitably describes the OFFER. Here’s some to choose from:

Irresistible OFFER GeneratorStep 3

• ToolKit• Formula• Program• Machine• Generator• System• Process• Package

• Bundle• Offer• Deal• Gift• Resource• Surprise• Secret• Sale

• Proven Back Pain Formula• Sure-Fire "Hit It Long and Straight" Toolkit• Ultimate Kitchen Remodel Package• Irresistible Romance Resuscitation Offer• Money-Saving “Fiscal Cliff” Rescue System• Fast Acting Job Loss Recovery Bundle• Advanced Retirement Acceleration Program• Forbidden Hair Recovery Formula• Unbelievable Work-Life-Balance Restoration

Weekend Deal

Cool Name Examples

TAKE ACTION!

• Go through the ACTION GUIDE for Session 1 and complete everything discussed today!

• Check out Session 1 resources at:

www.gkic.com/umm/resources

Next Time: “Your 24/7 Autopilot Lead Generation Machine”