The Art of Selling Online Courses

Alex Hormozi’s $100M Framework Will Transform Your Course Business (MUST USE)

• John Ainsworth

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💰 Download the $100 Million Offer Workbook Template and my completed version: https://datadrivenmarketing.co/million

In this episode of The Art of Selling Online Courses, I explain why most people read Alex Hormozi's $100 Million Offer book but never actually implement it.

The problem? People try to do it all in one go, but it's actually a series of exercises you need to work through step by step.

That's why I created a workbook that breaks down the entire process. I use this exact workbook every time I build a new offer for my business, filling out every section with my team.

The results? Clients who actually do this work generally double their revenue within 90 days.

In this episode, I walk through exactly how I filled out the workbook when creating my Instant Course Sales Program. You'll see my real answers and thought process for each section.

I cover why the market is more important than the offer, how to identify your clients' dream outcome, the activation points that make people succeed, how to turn problems into solutions, and creating bonuses and guarantees that work.

If you've been struggling to create offers that convert, this episode shows you exactly how to implement Hormozi's system properly.

Speaker 1:

Don't try and figure this all out in your head. Don't try and think, oh, I get it. No, no, no, you have to do the work. You actually have to go and write in the answers, fill it out. If you're starting from scratch, then it's really, really important to start with figuring out that market. We have seen multiple times that if people actually go through and do this work, then they generally double their revenue within 90 days, and we see this all the time. We run dozens of A-B tests on each of these things. How do we make this so that people don't have to put so much effort into it and sacrifice so much? We've taken it from this being something that can take people years to do down to being three months. Welcome to the art of selling online courses. In this episode, I want to talk to you about making a hundred million dollar offer.

Speaker 1:

This was a genius book from Alex Hormozy. He spent years working on this after already having become an incredible businessman. And all this knowledge, and lots and lots of people have read it. Everyone got very excited about it. Lots of people read the book, but what I've noticed is not that many people have then actually done the work and applied it and I find this interesting and I think I figured out some of how come, and so there's a number of steps that are laid out in the book of what it is that you need to actually do, and I think people have tried to kind of I don't know, this is just my guess people have tried to kind of do it all in one go, and it's not a thing you do all in one go. It's a series of exercises you need to work through. So what I've done is I've made a workbook the hundred million dollar offer workbook and then Do it all in one go, and it's not a thing you do all in one go. It's a series of exercises you need to work through. So what I've done is I've made a workbook the $100 million offer workbook and then I've used it myself. So what I do when I'm making a new offer, I fill out every single part of this workbook, I do all the brainstorming, I do all the exercises, I work through it all. I go, yosip and my team, and we design what that offer is going to be using that whole system.

Speaker 1:

And so in this episode I want to give you that link so you can get that workbook yourself and I want to talk you through this as well and explain how to do each of the exercises and why to do them. So if you've read the book, great, that's the foundation of this. This is like the next step in terms of actually then applying it. If you haven't read the book thoroughly, recommend it. Or he's got an online course that goes with it as well, which is totally free. I think if you go to acquisitioncom, you can probably still access it for free. So I'll take you through the workbook and what I'll do is I'll actually go through how I'd done this when I was building out my most recent offer, which is the Instant Course Sales Program.

Speaker 1:

So the first thing to do is to start with the market. So the market is actually more important than the offer. Now, for most people listening, you probably already have your market. You've got a YouTube audience or you've got SEO traffic or you've got an Instagram audience, so you know who your market already is. So to switch that would be very difficult. If you're starting from scratch, then it's really, really important to start with figuring out that market. So you've got to figure out what market you're serving and then you've got to mark them out of 10 on these four things, so pain their purchasing power, whether there's a way to target them, and how fast the market's growing. So I'll talk you through what I've done.

Speaker 1:

So my target audience is online course creators who have already got an audience. So this is probably you, as you're listening to this. This is people who've already got an audience on YouTube or on Instagram or on maybe Facebook or TikTok less common for us maybe SEO traffic, maybe ads Most often it's YouTube and Instagram and they've created content for that, for their audience, and then they've created courses to sell to that audience. They probably have an email list as well and specifically we're targeting people who have already got started with this, have proven product market fits, have proven that people in their audience will buy their courses, even though they don't have this whole funnel bit figured out stuff that we help with. So then, in terms of pain, how much do they desperately want what you have?

Speaker 1:

I would say a seven. I'd say most course creators. They really want to grow the business, particularly the people who are making less money desperately want to grow to make enough money. They could do this full-time. People are making 10,000 a month. They really want to grow, but it's not a desperation, that's what I'm kind of seeing. So I said seven out of ten purchasing power.

Speaker 1:

I've said seven and this is probably because the people who have got a smaller, who are making less revenue at the moment, they can't afford to spend that much money with us. The bigger ones. They definitely can afford to spend a bunch because the margins are really good in course businesses. So I don't know, maybe I should give it an eight, something like that. Seven, seven's one of those cop-out answers. I've been told before where it's like. If you say a seven, it's because you couldn't decide whether to go a six or an eight.

Speaker 1:

Is there a way to target them? Yes, this is trickier. One of the crucial things when you're choosing a who you know what you're going to sell, who you're going to sell it to, is to have a way to target them, and we haven't. We've got the podcast, obviously, which is great. You're listening to that right now as an audience. Online course creators aren't the easiest to target. There aren't like conferences for them. There aren't so many um, there aren't that many podcasts that are for them to go guest podcast on this kind of thing. But it is doable. So this is a. Is there a way to target them? Yes, not, the easiest is doable. How fast? The market? Well, so the online education space is growing at about 20% per year. Now, is all of that in the online course creators area? No, not totally, because there's other things. People are bringing in SaaS and people are doing online education with group coaching and all kinds of things, but overall, the market is growing. So that's like a. Yes, this is a good enough market to target and, plus, this is everybody. This is who we're already working with, so we weren't going to change that anyway.

Speaker 1:

So next up is dream outcome. So what you need to do and I'll give you the link it will be in the. You can actually go download this workbook for free. It's going to be in the description or pinned comment if you're watching this on YouTube, or it's going to be in the show notes If you're listening on a podcast. You can just click the link and download this for free.

Speaker 1:

So, dream outcome. What you need to do here is write up the dream outcome that your clients want to achieve. So the first thing is the tangible outcome. What is it? Somebody actually wants to have different once they have gone through and done, your taken your course. What is it somebody actually wants once they've gone through and learned the skill from you? So for me, what I've got is make sales of their online course. Make enough money to stop whatever else they're doing.

Speaker 1:

Actually, looking at this, I think I could say some more specific stuff. Double their revenue within 12 months. Six to 12 months. This is what basically everybody who comes to us says they want to do. Double their revenue within about six to 12 months. For most people, we think we can actually help them double their revenue in about 90 days not everybody, but the bulk of people definitely within six months. So that's probably the dream outcome there.

Speaker 1:

But then intangible outcomes is the next one. So I've put in here pride, freedom and like they're serving people with their expertise. So this is the stuff that that all your audience actually wants. So the next thing for you to do is going to be take the workbook, go through, fill out each of these. What is it that your audience actually wants to get? And what I'd recommend you do is don't try and do this perfectly the first time through. Basically just go through this and fill it in as best as you can and then go back through it again and have another batch to. That's kind of what I found to work well. It's like there's a saying in in writing that it's important to do a shitty first draft. It's like if you try and make your first draft good, you'll just fail. But if you just try and get a shitty first draft out, then you've got a chance to go through and make a better second draft, a better third draft, that kind of thing. So next up is problems.

Speaker 1:

List out every single intricate step that stops them from succeeding under the following headings so dream outcome why can they not achieve that? Perceived chance of achievement? Time, delay, effort and sacrifice, business wise, offer wise and skills wise. So these are all the headings. So let me talk you through this a little bit. He's got this formula that he lays out in the book or in the course, if you go through that about how, when you're making a hundred million dollar offer, you need to have this amazing dream outcome. You need to show people they have a high chance of achieving it, make it not take too long to get there and reduce the effort and sacrifice they need to do in order to actually get to that. And then you multiply all this through in his formula and it gives you that makes this, this offer, so much better. So you've got to start out with like, well, why are they not able to do that at the moment? So dream outcome for me I've got down.

Speaker 1:

People don't know what to do and they don't know how to do it. Perceived chance of achievement the issues are how long it takes to do it, not knowing how to do it and not knowing what to do. So all of these are stopping them from feeling like they've got a high chance of achieving it. Time delay, how long it takes to make a course. How long it takes to grow an audience. How long it takes to build a funnel. How long it takes to actually do all of the writing. How long it takes to do all the technical setup. All of this, and then business-wise, people have no money to hire anyone. Offer-wise, they're not sure how to price what they're selling. And skills-wise, they don't know what buttons to click, they don't know what strategy to use. They're no good at writing. They're no good at design. So these are the things that people are generally when they're coming to me and talking to. Actually, now I'm reading through this, could probably have gone into more detail on this as I was writing this out. So it's kind of a reminder for me that I can, even though I found this super useful, I probably could have gone through and done another version of this and made it better, but anyway. So now the next step is the activation points.

Speaker 1:

So once you've identified the problems, we're gonna go on to people who succeeded. Why did they succeed? What was it that made them feel like, oh, I could do this, let me keep going with this? So the people succeeded. What do they do that made them succeed? So for us, it's that people wrote an email promotion every month, they wrote a good sales page and they set the funnel up, and that's like the kind of the fundamental thing that if someone does that, they are pretty much going to succeed.

Speaker 1:

There are other elements, obviously, within our system of what everyone needs to do order bumps and upsells and they need to improve their opt-in rate and have great good lead magnets, all of this stuff but if someone does this, then it makes them go oh okay, this is working, I can make money with this. And if someone doesn't write that email promotion and set it up, then then the whole thing doesn't. They don't get that breakthrough, even if they have set up an order bump or an upsell or built a growing their email list. That's what we kind of seeing is like the main thing that makes someone go. I could do this. This is working. So what milestones they hit that made them keep doing the work?

Speaker 1:

First email promotion that made money that's a really big one for us. It's like once they have that first email promotion that made a bunch of money, people tend to go oh, this is cool, I see why this works. So we had a client who and if you're listening you'll recognize the story about yourself so hey, every time that we were making suggestions about what needed to happen, he was kind of resisting and wasn't sure. It's like I'm not convinced about this. And then we told him how the email promotion was likely to go and he didn't really believe us. And then it worked as we had said and it made a ton of money. And he'd been on holiday, he'd been out on a boat trip with his family and when he got off the boat he checked his teachable account and it showed how much his money he'd made. And he showed it to his wife and she said, well, that can't be right. And there was this moment of just like this thing works. I can see this now like he's so excited. And then after that he was super enthusiastic about running the email promotions every month and doing the rest of this thing works. I can see this now Like it's so excited. And then after that it was super enthusiastic about running the email promotions every month and doing the rest of the work. And that moment that I see that with people where they're like, okay, I get this, I can do this. So people who didn't succeed what they didn't do write the email promotions, send the email promotions, set up the sales page why they didn't do it perfectionism and fear of what people would think about them and we see this all the time that people are concerned what everyone else is going to think and then they don't go ahead and actually do this work. So the activation points there are setting up that first email promotion that's like the crucial things we need to help people get to that stage.

Speaker 1:

So problems into solutions. This is the next section and again I'm going to hammer this a few times as you're going through this, take the workbook, fill in each of the questions as best as you can and then by all means go back through and do it again. But actually just go through and do the work here. Don't try and figure this all out in your head. Don't try and think, oh, I get it. No, no, no, you have to do the work on this. You actually have to go and write in the answers, fill it out as best as you can and then, if you don't know some of the answers, you go off and you do the research and you come back and you need to fill out every section of this. Okay, so solutions. So this is like a brainstorming part where you're trying to take all the problems and turn them into solutions. And he's got something called the delivery cube model. So you use different angles of how you would solve this problem in different ways to try and come up with lots of ideas of how you could actually solve it, and then you're going to select a few of them. But this is like brainstorming You're trying to come up with lots of ideas.

Speaker 1:

So, first of all, how would you solve the problem if you're doing it one-to-one with somebody? So in our case, we'd write the emails for them, or we'd write the emails with them. We'd help them use ChatGPT or Claude to write the emails, or we'd write the sales pages for them and we'd map out the strategy together and we'd design the pages for them. And how would you solve the problem in a small group? Well then we'd write the emails with them with some templates and we'd do a group workshop. Or we teach them how to do it and then answer questions or show each of the stages and what to do and give them templates and then answer questions via Slack. And how would you do it if it was one-to-many? And then it would be. We just give people templates. We'd record a course, show people via a live webinar, get everyone to follow a very strict process. We give templates and tell everyone they have to do it in click funnels, because then we've got a specific template they can use. So these are the kind of answers that we're giving. And then what if we were doing it with the do-it-yourself approach? That's kind of like the one-to-many approach. So then I've put down give templates, record a course with training, give as many templates as possible, give a step-by-step process, and so you've got a series of headings here that you need to go through and just brainstorm every different way that you could solve this problem for them and don't try and think that you know the answer already. Just let your mind go free and come up with lots of ideas. Get ChatGPT to help you to come up with more ideas. As I'm reading through it, I can see I could come up with more ideas here for definite and I've probably done more here in terms of brainstorming.

Speaker 1:

Support how are you going to give support to people? So there's lots of options you could do via Slack or email or Zoom calls, group calls, one-to-one calls. You could do it that people could book a call as and when they could have a regular call that's booked in. There could be an AI chatbot. There's all kinds of things that you could use. I've put down Slack, email and Zoom calls because that's what we're doing in terms of the Instant Course Sales program. It's a program where we are basically helping online course creators to 2x their revenue within 90 days and these are the ways that we're providing support in that. So Slack, email and then Zoom calls twice a week and then consumption how are people actually going to go through and access all this information? We've got recorded videos and live sessions. You probably, if you're doing a do-it-yourself course, you probably got that it's going to be through the video course and then you'll have some templates. You might have a podcast version of it as well. Somebody who came on the podcast the other day. He has a podcast where he gives the course away for free and then they charge for the coaching that goes with it. So there can be stuff that's live, the stuff that's recorded, stuff that's.

Speaker 1:

You know, workshops are done regularly like how are you going to actually deliver this speed and convenience? How are people going to? How do you make it easier for people? I've got down feedback in 24 hours, so this is like the, the response time that people get. So then there's another really like quite difficult question to try and answer 10x the price, what else would you do to make it 10 times as valuable for people? So I've got down make it super easy for them to write the emails through standardizing it.

Speaker 1:

Make it easy to write the sales pages by standardizing it, and this is like I think the 10x one is like even if you had if you imagine, if you had an unlimited budget, you could just do it for 10 times as much. So we've got write the emails for people, write the sales pages for people, do all the design for people, set up all the technical elements for them, help them to grow their email list faster, build out tripwire funnels for them everything that we could. And then if you had to provide more value than you currently do only charge one tenth as much then what would you? How would you do that? So then we'd have no feedback at all. So it'd have to be a diy course rather than a done with you program like we've currently got, and we'd have a full, pre-built funnel and click funnels that people just filled in as they go more value than we currently do. We'd have to figure out something with ai where all the copywriting was done for them. Maybe they'd have to have like a, a system where the design was maybe we pre-design a funnel template for them or we have a series of funnel templates that they can tweak more easily. Maybe we help people to hire someone to do it for them and we train them, or they that person goes through our course.

Speaker 1:

So I was coming up with as many ideas I could. I was like some of these just don't practically work. But that's not the point. The idea here is you go through and you just come up with lots of ideas and then you can always go back through and select the ones that actually are practical and might work and how it's going to be Okay. So now you're starting to cut it back down. Now you're into the delivery system, so you trim and stack for profit and value. You make a list of the solutions you're actually going to provide, keep cheap solutions for most problems and include the expensive solutions for one or two of the biggest, gnarliest problems. So now you basically use this as a way to improve all the things that you were already planning on doing and just choose right what's all the best options of everything that I've come up with so far that we could do to help people here.

Speaker 1:

So I've got down the course on how to do it in short easy videos, as many templates as possible, ai prompts for certain elements, which we provide, a standard process to follow, a roadmap of what to do in what order, feedback on everything that people have written, weekly Q&A sessions and then feedback via Slack or email, as people prefer, and what we're trying to do here is just make it as easy as possible for people to get the dream outcome. So it takes them as little time, as little money, as little effort as they possibly can in order to get to that point where it's actually working. So then you've got the value equation checklist. So now you're going back through the work that you've just done, where you trimmed and stacked it and you made the list of what you're going to do and you see, does this help them achieve their dream outcome? What's the perceived likelihood of success now? What's the time delay? How much effort do they still have to put in? And you're answering each of those, and so then you're using that to go like okay, did I do well enough? Do I need to go back? Brainstorm more, come up with more ideas, improve some element of this, because at the moment, the time delay is still too long for people. How can I make that time delay shorter? How can I make it they get the result quicker? All right, bonuses. Now there's two parts to bonuses. One is oh sorry, I didn't answer it for my own ones. So how will this help them achieve their dream outcome? Well, we have seen multiple times that if people actually go through and do this work, then they generally double their revenue within about 90 days, definitely within six months.

Speaker 1:

Perceived likelihood of success. Now, this isn't the likelihood, it's the perceived likelihood. So I believe that we've now managed to improve this further. If you're listening to this and you're like, ah well, this is what would convince me that it was a higher perceived likelihood of success, please email me. I'd love to make changes and improvements, and we always want to improve this program and make it more effective, make it easier for people. So just drop me an email, john, at datadrivenmarketingco, and I'd love to hear any ideas that you're having as you're listening to this.

Speaker 1:

If you're like, oh man, you've missed out on this spot and this spot, I put the perceived likelihood of success as being probably like an 8 out of 10, that people aren't going to be totally sure they can do it. But this is going to show people that it is much, much more likely, because not only have we got lots of testimonials and case studies from other people who've gone through it, but we've clearly got a whole system that's going to break it down for them. We're going to give them a personalized roadmap. They're going to have a course showing exactly what to do, a template making it easier to do it, swipe files giving them examples from other people. We've got q a sessions where they can ask questions. They can get feedback within 24 hours but probably much quicker via email, via slack, so that, whatever it is they get stuck, they're going to get help with it, they're going to be held to account and kept on track. So all of these things mean that people are much, much more likely to succeed, and hopefully that is what is coming of. These things mean that people are much, much more likely to succeed and hopefully that is what is coming across to people. Certainly, that's how it seems to me.

Speaker 1:

Time delay Well, we've taken it from this being something that can take people years to do down to being three months. So it's not an instant thing, but there's a massive improvement in time delay, how much effort they have to put in. This is still a decent amount. It's like five to maybe 10 hours a week of work to actually go through and do all of this. So we haven't like cut that down as much as would be amazing to do Like how can we make that? That's what obviously, over the in the future, I'll just keep working and working on how do we make that easier for people. How do we make this offer better? How do we make this so that people don't have to put so much effort into it and sacrifice so much and therefore they're more likely to want to go ahead with it and they're more likely to succeed once they get started with it? No-transcript really interesting one.

Speaker 1:

I had some feedback when I was asking people's thoughts about this episode, saying they weren't sure what it felt like. There's certain things that you should include that actually were crucial to the course, but you take them out and class them as a bonus, and this is a crucial point when thinking about bonuses. Bonuses should be things that help people to get the result quicker or more easily, but aren't essential to get the result. So these are things that you might otherwise include within the course, but it's important to pull them out as bonuses because it helps people to understand the value that it's bringing, and it's something kind of in human psychology. You can't take out anything that's absolutely essential, but you can take out and then put back in as a bonus things that are going to help people to do it more easily and more quickly, more reliably, and and these things, by having it separately as a bonus, increases the perceived value of what it is that you're selling, and that's what a part of what we're trying to do with the 100 million dollar offer is make it.

Speaker 1:

Trying to make it better and actually get people the result faster, more easily and and actually improve it. And part of it is we're trying to show it better and actually get people the result faster and more easily and actually improve it. And part of it is we're trying to show people how much better we've made it like increase the perception that people have and actually their understanding of how good this thing is. And putting something out as a bonus helps people to see it as like oh, that's an extra thing that I'm getting and they feel good about it because they're like oh, I'm getting this extra thing for free that I didn't even have to have. This person has that I'm getting and they feel good about it because they're like oh, I'm getting this extra thing for free that I didn't even have to have. This person's gone to the effort of making it and making that useful thing that will help me.

Speaker 1:

On top of the course, I'm getting so some of the things that we've got as bonuses. Actually, I'm going to pull up my sales page and then I can go through that and see what we've got listed as bonuses, because it might be I haven't done this perfectly myself, so we have advanced email templates, access to all the previous Q&A sessions and expert guides. That's what we've got down as bonuses. Let me see, if I've mentioned it another time, how to optimize your funnel, and the Scale Smart module, which is for managing and scaling your business course business efficiently. So it shows you how to manage your operations, your strategic planning, optimizing the way that you work. So all of this is in as a bonus.

Speaker 1:

As I'm going through this, I'm actually getting more ideas of like we could. We could add this thing in as a bonus as well. We have now, I believe, sales page templates which shows exactly how to write, not just how to write the sales page, but like a template for it that makes it easier and quicker for you to do so. I'm going to go double check on that and if we do, then we might add that in as a bonus on this list as well. So those kind of things, the templates they definitely belong in there. What we've also got that I know isn't included here as a bonus, but is is one, or could be, could be shown as one is.

Speaker 1:

We've got a click funnels template. So if you're using click funnels to build your funnel, then not only can we show you exactly what to write, but we've got a template where you can. You can actually just plug it into the existing design. Now you'll need to change it to match your own branding. You need to change the colors and the images and all this kind of thing, but it's part, it's part way done, and so that's easier for you to do, so you don't need that from us in order to get the result, but isn't it helpful? Isn't that quicker? Isn't that easier? Because you can go straight to that, and we've got the same thing for checkout pages as well. So it's already got all the elements in the right place or the right style that we've tested. We've run dozens of. At the end of that, you can just take this template that we have proven to work and fill it in yourself. So that's going to save you time.

Speaker 1:

So then, another thing to do as bonuses is bonuses from partners is reach out to other people who are teaching stuff that is related to what you're doing and give those things away for free or give away a discount on those, and that's something actually as I'm looking at at. I could definitely go back through and make this better, improve the program by having stuff in about, maybe a course about how to grow your YouTube channel faster. That there's a course I've been going through, so I should reach out to the guy who's running that and see could we do that as a bonus as well. What about software? Is there any software that people are using that you can get a discount on if they get in touch with you first, if they come through you, and that actually means that sometimes buying your course can end up meaning that people save money overall versus actually even spending anything because they get so much money off other things that they already needed to buy.

Speaker 1:

Okay, next up is guarantees. So there's a few kinds of guarantees unconditional guarantees, conditional guarantees so, okay, two kinds actually. So what we have is an unconditional guarantee, which is 30 day money back guarantee. So if you so, there's no conditions on it. So if you start taking the course, you start working with us, then within 30 days of getting started, you're not completely happy, then we'll give you a hundred percent of your money back, and there's no, you don't have to answer any questions, you don't have to prove you've done anything.

Speaker 1:

Now the other one that's actually quite interesting, that I I see now that I haven't done is a conditional guarantee, which is the conditions might be if you've proven that you've done all the work, or if you, if you have done steps a, b and c that we have, or you've finished the course, you've gone through everything, something along these kind of lines, to show that someone's actually done a bunch of things and then it didn't work, then we will refund this much or we'll do something else. It might not be a refund, it might be. Then we'll work with you on an ongoing basis. So conditions might be for us. If you follow the process, you send six email promotions during the whole over the course of the program, and you don't make more than you paid, then we'll keep working with you for free until. This isn't something that we currently have in place, but it's like an idea of the kind of things to help you kind of understand what might be possible for yourself and you don't make more than you paid, then we'll give you a full refund, or we'll keep working with you for free until you do make that money back, or you could do an outsized refund, you could give 110 of the money back, or the service guarantee, like I mentioned, will work with you for free as long as you did the conditions. Will work for free until you get there, or a credit-based guarantee will give you money towards any other program for us, or you don't have to pay the second payment until you get X result, something like this. And then you're supposed to name the guarantee. So, as you can see, there's actually quite a lot of work to go through and do all of these steps within this. And this is the book I've got here, actually, that you can get a copy of the one that I have done for the Instant Course Sales program to kind of see it filled in. That's version four, and so I probably needed to go back and do version five, version six. I should go back through and do that and go how could I make this program even better? And then that's going to make it easier to sell because it's going to be more compelling.

Speaker 1:

Okay, next one is you're supposed to name the guarantees and then you've got scarcity, and urgency is next. Now scarcity and urgency are often like lumped together and they are separate, separate. So scarcity is there's only so many of these that you are available, and so when there's 10 of these are sold, there's no more to go. So you want to make sure you get one of those 10, or there's only five spots a month or something like that. Urgency is like if you take action by x date, then you're going to get whatever it is, a discount, or you're going to get this additional bonus or what have you some something that's going to cause people to want to take action quickly. So the two of them are both about getting people to take action, but one of them is a limited supply and the other one is limited time.

Speaker 1:

Okay, so, with scarcity, make a list of your constraints. So, for us, amount of time it takes to give feedback, how long it takes to give feedback, the time it takes to answer questions, time to give a roadmap and strategy. So what we offer is, if somebody signs up within seven days of us talking with them, then they get a free road mapping session as a bonus, and that road mapping session is vital. Because it's not vital, it's. It's a great additional thing they can get because it shows them not just here's the standard way of doing it. But here is a tailored road maps just for you that's going to show you exactly what it is you should do, in what order here.

Speaker 1:

And then you want to market those constraints. You want to tell people we only have so much time for this, we can only do so many of these things, because this thing that is true you know limited amount of time that we have and so therefore we can only do four of these a month or something and therefore you need to sign up quickly in order to make sure that you get one of those things. And then urgency we do this one with a discount and in the course space, doing discounts is very, very effective. So for us we have, if somebody signs up within the first week after they talk with us, they get something like 25 off the regular price of the program and they get the first two months for half price of that. So they get 70% or something whatever that is off the first two months. And that means that people are like super keen to really get going Because it's like great, I get this amazing discount and if I'm not totally sure about it, within 30 days I get a full refund. And then you come up with a magic naming for the whole thing. So for us it's the instant course sales program, because we want to help people make sales of their courses instantly, and so that's that's how come I came up with that name. So hopefully that is useful.

Speaker 1:

If you want to get hold of the workbook, then just click the link in the pinned comment or the description or the show notes and you'll be able to get hold of that. Datadrivenmarketingcouk should also take you to that download where you can download this workbook and the example that I filled in. I hope that has been helpful. Thank you, as always, for listening. You are very much appreciated if you want help with this.

Speaker 1:

This is like actually helping people with their build out, their offer is something that we do within our program itself. So if you want help with that, then reach out. Just reach out to me. Actually, if you download the workbook and you're like, yeah, this is great, I really like this, but I've got some questions about it, just drop me an email, john, at data driven marketingco, and I'll message back and and help as much as I can with that. Or if you actually want more consistent help from us in our program, then reach out and book a call, and you can do that on the website. Data driven marketingco. All right, thank you very much, as always, for listening, and I will see you next time.