Welcome to episode #250 of Explode Your Expert Biz Show, brought to you by http://gtex.org.uk/,
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The most comprehensive checklist to create a pitch that sells without being a douchebag.
In this episode, I talk about
4 Steps to creating a program that sells
Do you want to create a program for your coaching and speaking business?
Do you have an existing program that is not selling as much as you wish?
At GTeX we helped more than 600 experts building their Signature Methodology and programs that sell easily and effortlessly?
How can you make your program stand out?
I will talk about this in this episode.
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Hello ladies and gentlemen, and welcome. Today, let’s talk about creating products and services that sell like crazy. Simone Vincenzi here from GTeX, and we turn experts into authorities. Now, as I said today we are talking about creating product and services that sell like crazy.
One of the biggest problems that entrepreneurs, experts, coaches, consultants have is the ability to create a product or a service that really sells. And it comes down to a few things.
First of all, a lot of people are not trained in the marketing and sales of the specific industry, of the consulting and coaching industry. And so I remember that when I even joined this industry, I thought that my knowledge was going to be enough to get a client. And I thought that as soon as I had a great idea to put myself out there, then people would join my programme or join my courses. And I was talking to people, I did everything that everyone was telling me to do. Which is have consultations, offer them free sessions, and then offer them to work with you on a coaching programme. And then somehow people would join, somehow people would buy. But I realised very soon that, that was not going to be the case.
I needed something different, I needed something that could help me stand out, I needed something that could help me be unique. I needed something that people would get and they want, as soon as I mentioned it, they really wanted it. It could solve their problem, and it was clear on what kind of problem it would solve for them. And that’s where I decided really to start learning about how can you create products that sell?
So I started creating my first course, and the second course, and third course. In the beginning, I wasn’t making much money because I didn’t have a big audience, but I could still see the progress. I saw that I was able to make my first 1,000 pound, and then 2000 pound, and then 10,000 pound.
But, moving on and using this strategy we ended up selling more than 1.7 million worth of product and services recently. And helped more than 500 clients create their products and their services. And so, I wanted to share with you with this video on one of the elements that makes a programme that really stands out. Because that could be the difference between you having clients, and you not having clients, or increasing the number of clients you have. If you’re already out there, and you’re already in a good position, and a good place where you have people that are following you, and they like the work that you do.
So let’s get started. What is the first thing that can make your programme stand out? That can make your programme or service unique? First of all, you need to really understand that what is the journey that you want to bring one of your clients on? Because a programme which is well designed, is a programme that has one very specific person in mind. And by having that specific person in mind, you can think about where they are now, and you can see about where they want to be as well. And so the journey of a programme becomes more like a from this place to this other place.
A lot of programmes fail, because they are not able to really articulate well, What is this journey? Where are they at? And where are they going? What’s gonna be the end result? Because your programme exactly what sits in the middle. And so by being clear about this is where you are? This is where my clients are? This is where I want them to be? And this is what they want. Then it’s easier to also design a programme that gives that from-to. So from here to there.
Fact for example, one of the largest programme that we have, which lasts a few years is from expert to authority. ‘Cause we take someone which is an expert, which knows the really stuff, but they are not really known in their field to become an authority. To become known to get clients. To get consistently out there. To be known and recognised, and as well have a solid business under their belt. And so that’s one of the programmes.
We have for example, the Profile Builder Programme. Which we take someone who is really good, who is unknown, and get them to become known in their field. Putting them out there, giving the opportunity, so they can be known. So they get from great and unknown, to known. We don’t necessarily work on the specific other aspect of the business in the programme, because it’s more about visibility.
So we have another programme, for example, which is about launching product and services. From not having a product to launching a product, and making money getting clients with that product. So you can see that immediately, you can imagine and making things simple from and to. A couple of examples. We had some clients that were working in the weight loss space. From overweight, to falling in love with your body. So immediately you can see the from and to. And when you’re able to articulate within your mind, what is this journey? Then you will also be able, also your client will be able to understand it. Does it make sense?
Let me know if it makes sense, Yeah, we’d love to hear your opinion on this. And also your take on what I’m saying so far. So that’s the number one. The second thing that makes a programme really stand out is being specific. Now, if you’re saying, “I’m going to help business owners.” “I’m going to help people.” “I’m going to help professionals.” It’s very big. It’s very big.
And so if your are in particular if you are starting out, and you’re not a household name, what you need is to be specific as possible. Call out one specific person, because there are going to be other people that are in the same situation or circumstances that are going to be looking for, that are looking for similar results. And so for example, if you’re thinking about a very specific person, maybe the professional that you want to help with their career. Okay, professional in where? Well, let’s say maybe, it’s a professional in technology. Great, so now we are getting narrower.
Now it’s a professional in technology, so you’re helping them with their career to have a better career in tech. Great. Now you’re gonna see how specific it is. And when I hear it, if I’m working in tech and you’re saying, “Hey, this programme is specific for someone in tech.” Guess what? I’m yours. Because everyone else is saying “I’ll help you with your career” You’re saying you’ll help me with my career in tech. So you can see how specific it is. Or, for example, if you are helping with the, maybe with their peace and happiness.
To help someone living a fulfilled life. Now, everyone can be your ideal client. Everyone. How do you select then one person in specific? Well, if you’re thinking about, okay, who is that person that I really want to help? I want to help someone who is an entrepreneur. Great, so let’s narrow it down. An entrepreneur who’s just starting their business. Okay, that’s even more specific. An entrepreneur who’s just starting their business that has a family. Huh, now you see that if I’m an entrepreneur, that I’m just starting a business, and I have a family, I can see fully myself in that product. I can see fully myself in that service.
Therefore, it’s more likely that I’m going to buy from you than from someone else. And that’s what makes a big difference. Now, I remember when I started selling my first product or services they were very vague. I wasn’t working with the first product service I was launching were to help people finding their purpose. But it was helping people. It wasn’t helping one specific category. Then the more the business grew, we were able in a way to refine and fine tune, and got our business to the first six figures.
And then we started doing more business consulting, and business training. Because we were pulled in that direction of people requesting it from us. And then we were able to be even more focused and more specific. So think about your business. Think about your programme. How specific it is. Is it working for a specific person, or is it very broad at the moment. ‘Cause, you’ll find that just by sorting one of these things out your sales will double or triple almost overnight, because someone is listening to the message and said “Yes, this programme is for me, I need to have this.”
Now, let’s go to the third part. That will make your programme and service stand out. And the third part is unique. Now, if you are selling something which is like everyone else, you’re doing what everyone else is doing “Oh I help people living a more fulfilled life”. Great. I can name about a hundred different people that do exactly what you do. So, how unique are you? What’s unique about the work that you do? What’s the methodology which is different? What is the way in which you are doing it differently than others?
And you might actually know that already, but not communicate it. Or maybe you’re just taking it for granted, and that’s why you’re not communicating it. ‘Cause from my experience, everyone that I work with, or any of my clients and myself as well, we have a unique way to work with our clients. We have a unique way to get them results. It’s just a lot of the time it’s not communicated. And if we’re not communicating in our marketing, in the work that we do, in the sales call with our clients, Guess what? They’re just gonna think that we are like everyone else. But the moment you are embracing and communicating the fact that you’re standing out, and what makes you unique and different then, suddenly you have a unique advantage.
So what are some of the things that can make you different? Well, great question. Let’s explore them. Number one is your background. Now, the way you see things is different from the way someone else will see the same thing. We are all human beings, we are different. That’s why we have different life experiences, we have different knowledge, we filter the world in different ways. So the way the clients that come and work with me, the reason why they will come and work with me, personally, it is because I see the world in a particular way. And they like the way I see it. But and the same it will happen with you.
When clients will work with you, they work with you because they want to see the way you see things. And that’s why that’s the value in them. So they can see things from another perspective, and get more things done. Now, one of the things that made GTeX unique from the very beginning, is the live implementation. We get shit done in the room.
We are, more about simplicity rather than the quantity of information. So we always say, Okay, you will not learn too much. But you will learn what is necessary, and you will get it done. And you will see immediate results in the room. That’s part of our message, that’s part of the things that we do. And that’s part of what makes us unique. So think about what is it that makes you unique?
So we are talking about the methodology, how you do things. We are talking about your background. You’re talking about even the knowledge that you have. Now, the knowledge that you have is very different from the knowledge that I have. Let’s say you’re a business consultant. You might have read different books. You might have read, been to different seminars. You might have been to different courses. You might have run different businesses than I’ve been running.
That all means that the insights that you are going to give, they are going to be different from the insights I am going to give. It’s not better or worse. But then some people will resonate more with my insights, and some people will resonate more with yours. But again, if you’re not able to express that, people will never know. So that becomes another really, really, really, important part of standing out and creating products that stand out.
Then we have the last one. The last one is practical. Now, I’m pretty biassed on this, and the reason why I’m biassed on the practicality of the programme. It is because people buy because they want to get results. That’s why they buy. They don’t really care about you. They don’t really care about the programme. They care about the results that they can get, and that’s fine. We are in business, they’re buying a service.
They’re buying the service, because they want to get a result. That’s pretty straight forward and very simple. But in terms of the implementation, And how practical it is, this is gonna be a huge selling point. Because right now we are in the era of information overload. You know, everyone is selling information, everyone is putting things out there. You Google something, or you put something on YouTube, you put something on Instagram, you put something on Facebook, you find everyone else’s opinion. And you find an abundance of content, and you find an abundance of information.
But what people are missing right now is not the information, it’s not the “how to”, what people are missing is the focus implementation. It’s the practicality. Now, cutting all the fluff, if you cut all the fluff, what is it that’s really essential that can get you the results? And this is what a lot of people are looking for in our industry. If you are a consultant, if you are a coach, if you are a speaker, Your ability to make things simple, to simplify things, is gonna be your ability to make money and get clients. Because if you’re making it simpler than other people, while getting the same results, and even better results, guess who? Guess what? Who is gonna call? Where they gonna call? They’re gonna call you, they wanna make things more difficult?
So how practical it is. So make it practical for people, make it give them exercises, show them a journey that where they’re going to build things step by step. I’ll give you an example. I’ve got a client, and is brilliant, and is working with us, is working in helping people finding their confidence. In particular, she is working with professionals, that are young professionals, that are aspiring to have very like fast career down to the managerial level. So they are put in like this faster programme. And one of the things that they really need for the level that they’re playing, and are gonna be playing is confidence.
So we started working together and we said, okay, what can we do to make this programme as practical as possible? So then people can have a transformation in a shorter space of time, but it is long-lasting. You know, sometimes speed doesn’t equal quality. So we are looking at what is the shortest space of time that we can create lasting change? And then we started brainstorming different ideas, and every module that we built, they had different activities like public speaking, like stand-up comedy, like writing courses, like communication skills, like going out there and speaking with members, with people randomly and convince them to sign a petition for a certain action like creating some stuff for charity.
So there were different games that we decided to put as part of the programme, to make it as practical and interactive as possible, to not only have the level of learning here in an intellectual level, but to have it here on a practical level. On a physical level. And so if you’re able to create product and services that are standing out in this way so let me recap this for you. that they are very, that they show the journey from-to. So from where they are right now to where they want to be. And they’re able to explain it very specifically in a sentence. From expert to authority. Pretty straight forward.
If they are able to adhere specifics, specific to a target audience, specific to a target client, so then when someone hears it says, “Oh my God, this is for me.” And if it’s unique, when you show them your uniqueness, which is coming from your background, from your experience, from your expertise, from the experiences that you had, from the knowledge that you have acquired. And then the last thing is practical. So then they can actually implement it. It’s simple. It’s implementable. It’s easy to go through. And at the same time, gives a lasting change.
So those are the four things that will make a product or a service really stand out. And once you’re able to put those things in place, and communicate those in your marketing material, during your sales conversations, in your seminars, when you speak, then you will be able to grow your business much faster.
Want to give a shout out here to my good friend Kevin Harrow. Oh my God Kevin! I haven’t seen you in ages. How’re you doing? Oh man, that’s such a long time. So good to hear from you.
So these are the things that will make your product and service stand out. All right, so that’s all for me today. Thank you very much for joining us live. If you’re listening to the recording on the podcast as well, thank you for listening to the podcast. Let me know what your thoughts are. If you need any help in creating products and services that really sell, we can work together and in a very short period of time, we can get you to plan, create it, and launch it.
And our seminars, we do in a period of three days. Day one: Planning. Day two: Creation. Day three: Launching. Then contact me at: simone@GTeX.org.uk that’s my email. Or as well, send me a message here on different social media platform. We can see can understand what your business is, how we can get your product and services to launch. Now, it’s all for me. Thank you very, very, much for joining today. I’m looking forward to seeing you next time, and always remember, that together we grow exponentially! Ciao!