CUSTOMERS ON AUTOPILOT

The Automatization Creator

Helping you turn followers → long-term customers via automated sales systems.

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ItsAguillon

CUSTOMERS ON AUTOPILOT

The Automatization Creator

Helping you turn followers –→ long-term customers via automated sales systems.

Unsubscribe at any time.

$100 M. Courses

By Carlos Aguillon

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In this post, you'll know how to take your course from good to great, and design an irresistible offer around it, so people feel stupid choosing others.

(Inspired on Alex Hormozi's book $100 M. Offers)

Hello course creators! Today we'll cover:

From Good To Great
Pricing Your Course
Designing Your Course Offer
Enhancing Your Course With Bonuses
Using Guarantees
Adding Urgency
Naming Your Offer

So, let’s start.

From Good To Great

Let’s be honest, the internet has literally opened up a world of opportunities. I mean, you can find almost any piece of information you need at the tap of your fingers. So, no matter what your course topic be. It’s very likely that there are already tens, or even hundreds of courses about that.

Therefore, the question is how can you differentiate your product in a “crowded” market?

The answer is on making offers so good that people feel stupid choosing others.

To enhance my offer, I listened to Alex Hormozi’s advice, that you can find on his great book $100 Million Offers. So, how did I apply his knowledge to enhance my done-for-you service where I help informational entrepreneurs to convert their followers in paying students.

Pricing

The first thing was to increase my product’s price, because Hormozi says that when you increase your prices, people perceive your offer as more valuable. Thus, they invest more time and energy in your program, which produces better results for them in the long-term.

As always, I will leave these templates completely free, so you can fill up yours while you’re watching the video and enhance your course offer (you don’t even need to register your email).

FREE ONLINE TEMPLATES

Real-Time Documentation Templates

Get all the templates that I've been using to launch my online educational business. I hope that these save you time, work and mistakes. Remember, all of these are completely FREE, and I don't even ask you for your email address.

Real-Time Templates

FREE (NO Email Required)

The Value Formula

The second reason because your offer may not be converting is because you provide too little value compared to the price that you charge. Thus, you need to increase your value, so that your price increase gets also justified.

To increase my offer value, I used the value formula:

Where we want to maximize the things that are at the top (sexy outcome & high chances of success), while we minimize the things at the bottom (time & effort). So, my value formula looked like:

The Offer

You probably already have a list of possible solutions that would solve your customers’ problems (these might be inside your course lessons, or steps in your training program). Or at least, that was something that I developped in a last post.

Therefore, following Alex Hormozi’s advice, I only had to classify these solutions in four categories considering the cost and value from each solution:

(The cost is the time or money that you spend to provide that solution --- The value is what that solution does for your customers).

And I only kept the high-value stuff (the green part), while reducing the high-cost and high-value solutions to a max of four solutions. So, it looked like:

Bonuses

Then, I focused on tools that would help my customers to achieve their goals more quickly and easily.

I chose specifically highly valuable tools for my customers (templates & checklists), and other people’s products that don’t add more cost in time or money for myself. For example:

Guarantee

Alex Hormozi said that your offer may not be converting because it’s too risky for your customers.

And he shared multiple kinds of guarantees that you could use to reduce that perceived risk from buying your products and not getting what they expected.

From all of these, I built three possible guarantees to use with my service:

Anti-Guarantee:

Even so, I think that for courses and digital products. The best guarantee are what Hormozi calls like anti-guarantees, where you explain the reason because you don’t give guarantees. I mean, you basically say that failure is impossible if they follow your advice.

When you do anti-guarantees, you also increase your course value as people think that the likelihood of achievement is higher (remember the offer value formula). So, you say something like:

Urgency

We're getting to the end, and your offer may not be converting because people delay to purchase. Actually, they may delay the purchase so much that they forget about you.

Therefore, you need to add urgency & scarcity to your offer. And, make sure that people act faster. Hopefully, just after seeing your offer.

And the way I applied this to my freelance service was:

But, if I were selling an online course, I would do the following:

Because it’s Christmas's, I’m going to give you these bonuses for free. So, you better sign up, because it’s 100% sure that these bonuses don’t be available the next month.

And in the next month, you change the tools that you give for free. I mean, you’re constantly changing your bonuses every month to add urgency to your offer.

Naming Your Offer

Finally, your offer may not be converting because your customers don’t know is for them, or it solves their problems in the way they want to (your offer name isn't optimized).

Therefore, you'll use some of these elements to name your offer and bonuses (combine them to produce the most impact, but don't worry about using all of them):

Magnet: the problem that your offer solves. Why should your customers care?
Avatar: who is this offer for?
Goal: dream result (what do I achieve?)
Indicate a time interval: how long does it take to see results?
Container word: the vehicle -- How is your product delivered (ebook, coaching, course, etc.)?

Let's see some examples:

More examples (naming my bonuses):

Conclusion

That’s all folks. I hope that you’ve learned something new. So, let's do a quick recap:

From Good To Great: there are already tens or even hundreds of courses about your topic. Thus, you need to differientiate from the competition with an irresistible offer (an offer so good that people feel dumb to say no).
Pricing Your Course: you can increase the perceived value from your product by simply increasing your prices.
Designing Your Course Offer: you may not get sales if the price that you charge is higher than the perceived value from your offer. Thus, you'll need to increase your offer value by improving the result you give or the perceived likelihood of achievement from it. Or, decreasing the effort and time that your customers need to invest to get that result.
Enhancing Your Course With Bonuses: increase your course values with tools that help your customers achieve their goals more easily and quickly.
Using Guarantees: your customers may not buy because they consider your offer too risky. You'll need to reduce that risk by using guarantees (here anti-guarantees can be your secret weapon).
Adding Urgency: your customers may delay the purchase so much, that they never buy from you. You'll need to make that your customers act faster -- You do it by changing your bonuses every month, or sharing what is the max amount of people that you accept for your product.
Naming your offer: people may not be aware of your offer and its benefits, because the offer name doesn't talk about that. Improve it by talking about the lessons that your course teach, and the problems it solves.