Welcome to another episode of Explode Your Expert Biz Show, brought to you by http://gtex.org.uk/,
I am your host, Simone Vincenzi, The Experts Strategist, and this is the podcast for experts who want to become the ultimate authority in their niche while making an impact in the world.
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In this episode, we talk about:
- The 3 Types of End-Of-The-Year Offers
- Why you should run an End-Of-The-Year Offer
- The 3+1-Day Marketing Campaign
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Hey GTeX family, I hope you’re great.
This is an impromptu training just for you on how to create your end of the year offer. Now there are two kind of scenarios here.
Number one, you might be like, “It’s Christmas, I’m done. “It’s New Year’s up until January, “I don’t want to hear the word work anymore.” Or you might be like, “You know what, “I’m really excited because in this period of the year “people buy more, and they buy more offers, “so let me create my own end of the year offer.”
So if you are inclined on the latter, on actually creating your end of the year offer, then this training is specific for you. Now if you’re watching live, thank you for watching live. If you’re watching the replay, just put #replay below, and then if you want to save it to watch it later, do that too, we’re going to put it as well in the members’ area.
So there are, this is a great period of the year to run offers and this is the reason why. When people have less to do, they spend more money. Is something that we all, not all do but many people many of us do. You know, there is more down time, which means that there are less busy, busy, busy going around. What does that mean?
It means that we might spend more of our time scrolling on social media, scrolling on Amazon, seeing something on an ad, and say, “Oh yes, I want to do that.” Or, “I might book my holiday for next year.” Or “I’m planning something in my business.” “There is the right offer coming to me at the right time, “I’ve got time right now, I’m gonna study “a bit more about it, and book it and buy.” That’s why doing an end of the year offer actually is a very smart thing.
Because you’re going to tap into that natural behavior of people buying more during Christmas and New Year’s time. That’s why bigger brands do all their sales or big parts of their sales in this period. So that’s why it works.
Now how can you do that for your coaching, speaking, or expert business? Very good question, let’s start exploring it indeed straightaway. Now there are three things that you can do. Either launch something new, or create a bundle of product and services or for example do a discount.
And by the way guys, if you have any question, whether you’re watching live or the replay, just let me know. I’ve got my phone here where I can see, like here double me now, where I can see all your questions. So put them there and I’d be more than happy to answer them.
So as I said, there are three things that you can choose. One can be a bundle or something new, second bundle, three a discount. Now the discount is what works less in particular in this industry, because a lot of time we run discounts either we’re throughout the year or maybe when people are joining on conversation, on consultations. So that’s the main reason why discounts works less.
But people would be more excited to actually buy something new or to buy a bundle of things that, if they were to buy them separately would cost them way more and that you normally price separately. So there is something key here, which is that the new, the excitement, that’s what people buy.
There is something that feeds of the excitement of creating a new bundle or creating a new product or a new release or something special. Now we all see even in the music industry right, when you are buying our CDs or cassettes, and there was like the special edition. Special edition, they might have one track, one track that was more than the normal freaking CD, but we would buy the Special Edition if we were fans or fanatics about that particular singers, or writer or group or genre of music.
And that’s why it works, because there is this. when you launch something new there is some exciting energy building up, and therefore is even easier to sell something new that is created, that you’re creating. Or for example, if you decide to go for a bundle, look at some of like, the best products or services that you have, something that you know they are either the best rated by your clients, or that your clients want the most, or as well they can give them the best result.
Literally pick the best of the best. La creme de la creme. And so once you do that, then you have picked either you want to choose something new in your product or service that you’re launching, a bundle or a discount. Now it’s time to plan the campaign, it’s time to plan the marketing.
And there are three things that you can do here. One is to send the emails out if you have a list that you can send a broadcast email announcing the sale that you’re going to do or your Christmas special or your Boxing Day special sale, or your New Year’s Eve special, you decide how you wanna call it. So one is the email broadcast.
Second personal reach out, people that you know, you’ve been in touch before, maybe attended some of your events, maybe attended some of your webinars, maybe a register, but never attended, maybe booked a call with you and never went ahead or to have that call or never had went ahead for buying. And so by doing that, you’re actually tapping into a note people that already expressed interest in the past that for one reason or another, they didn’t say yes. And so that’s the first step.
Then you are also announcing campaigns social media as well. So there is personal reach out, email broadcast and campaigns on social media. Now, if you only have social media followers you don’t have a list, great, go with your social media followers. If you don’t have social media followers, just go with personnel reach out, start with what you have.
What you have so far is enough to forget you to the next level remember that. What something has been given to you to get you to this point, is what you have right now to get you to the next level. So there is nothing more that you need to look for. You just have to optimise your opportunities or the things that you’re having right now.
Just want to say hi to Elaine. Hi to Sonia, great to see you. Thank you very much for watching.
So now that you have decided what to do in terms of promotion, then we are going to look at how do we structure this promotion and this promotion has a four day cycle. It will have a four day cycle because it needs to be quite short and needs to be, people don’t need to take too long to make this decision. Reason why? Because there are a lot of other sales going on at the same time. A lot of other speakers, a lot of other cultures, a lot of other trainers promoting their deals, I am one of them!
So you got to give them people a very short period of time to think about it, to make the decision and to take action. And so how do we do that? Well, this is a four day campaign. And the actual sale last for three days. The actual offer last for three days but on day zero, which we call day zero, we are announcing them, this is what’s going to happen, that you are launching this new product or there is going to be this new bundle. And if people want to know more, just to comment.
Or if you’re reaching out saying, “Hey, I’m launching this, are you interested, “I’ll let you know when the marketing material is out.” And so that’s day zero where the only thing we are doing on day zero is gathering interest. We want to see if people are interested in it, they want to have it and that will create the initial buzz as well and will give you a sense how things are going to go if people are actually interested in the bloody thing. And then on day one, that’s where we are telling them why is important.
How is that going to transform their life? How is it going to transform their business? What’s different and unique about that? Why they should buy but in particular why, from their perspective, right? So what are going to be the benefit for them, and the first day one is just focused on benefits. Not how it works in a lot of details. Day one is just focused on benefits.
Day two, we tell them how it works and in particular, how their dynamic, how it’s different from other courses, training that they’ve done, what are a bit more of the details and the features of how the product or the bundle or the offer works.
And then we are going into day three, which is the last day, where we’re going to say, “Hey this is the last day, you don’t have to, “this is the last chance that you have, “but look at some of the case studies and testimonials “of other people going through some of these programmes “or people have worked with in the past.” And so now this is like what gives them, puts them on the other side.
And so if you do that, now you have a very simple short campaign that taps into the three most important thing that people need to know. One is the scarcity because there is a time limit, then you have an announcement before it starts to test the water, then you’re going to have the reason why which is actually why they’re going to buy it.
Then we are going to have the what, they’re going to buy so then they know how is, it’s gonna work. And then the social proof the video testimonial and the last call to action which triggers the scarcity. So these are the elements of creating your Christmas offer, your New Year’s Eve offer, your Boxing Day offer. Calling it whatever you want, but if you’re not off work, if you’re not saying, “Actually, I don’t wanna work anymore, “I don’t wanna talk to anyone. “I’m done with the year .” You know what I’m talking about right?
If you’re not there and you say, “Actually, I want to make some more money, “I want to get some more clients in.” This is a great time to launch an offer. incredible because people will have more time and more time to spend more money. And that’s the nature of this period of the year.
So you can tap into that and create an exciting offer that can get you client, can get you started in the best way for 2020. And as well make a great impact in other people’s life. We have done that we are doing it every year.
This year I’m launching personally the Influencer programme, which is for six-figure plus business owners and we are launching a new community for six-figure and multi six-figure business owners. We are going to focus mainly on topics around scalability.
So now that will complete the product suite of GTeX. With the three days if you have explored your expert business to launch the business. Going into the lifetime membership that is focused on the expert business and the journey to become an influencer.
And then once you have reached 100K mark, then your ready to join the Influencer programme which is more related to scalability, team building, scaling your business model, scaling your audience and scaling your team. So this is what we’re going to launch. I’m really excited about this personally, because it’s something that I’ve done one to one with my clients over the past couple of years, but I haven’t launched a group programme just for that. So I know that we have the case studies we have the testimonial is validated.
Now it’s time to put in a group programme and that’s the new part. That’s how I’m putting it out there, this is the new thing that we’re launching with an incredible offer for people to join. So that’s how you create a great offer, a great Christmas offer, a great New Year’s Eve offer.
If you have any question let me know comment below. I would love to know your, if you have any comment any question, any opinion, any idea that you want to brainstorm, let’s do that in the comment.
I’m looking forward to working together on this. And in the meanwhile, I wish you a fantastic day, evening depending on when you’re watching this.
And remember that together we grow exponentially. Ciao.