GSI US M6 Offer Design Exercise by The Coaching Institute

EXERCISE

THE PITCH/OFFER THREE TYPES OF EVENTS WHEN TO PITCH Webinar: One webinar – 90 minutes to two hours Pitch at the forty five minute mark Then stay on and answer questions – make sure the questions you answer overcome as many objections as possible

One day training: Four segments – 90 minutes each Pitch at the end of segment two

Friday night to Sunday seminar: Two segments Friday night – 75 minutes each Four segments per day – 90 minutes each You can pitch at the end of Friday night – a book You can pitch on the Saturday – a smaller pitch; or the big pitch, to give them more time to work out their finances, and discuss with family Which do you choose? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

TIMING FOR YOUR OFFER

Connection Permission

5% - 10%

Engage

75% - 85%

Create need

Reveal your product No-brainer offer

10% - 15%

CTA

STEPS TO YOUR OFFER 1. Create connection – build rapport 2. Get permission for your:   

Style Content Pitch

3. Engage through a mix of education and entertainment 4. Establish a need for your solution 5. Reveal your offer 6. Make your offer a complete no-brainer        

Price Payment plan Scarcity Urgency Bonuses Instant gratification Guarantee – risk reversal Reason why

7. Invite action 8. Go back on stage, reassure with objective-overcoming questions and answers

STEPS TO YOUR OFFER – DETAIL 1. Create connection – build rapport

How are you opening? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 2. Get permission for your:   

Style Content Pitch

What are you getting permission for? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

3. Engage through a mix of education and entertainment

4. Establish a need for your solution How will you create need for your cool, wonderful offer? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 5. Reveal your offer What’s your offer – name of it, features and benefits? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

6. Make your offer a complete no-brainer 

Price – i. Actual price versus price for the day ii. Actual price versus price for them

What’s the price? ___________________________________________________________________________ ___________________________________________________________________________ 

Payment plan – i. So it’s doable now

What’s the payment plan? ___________________________________________________________________________ ___________________________________________________________________________ 

Scarcity – i. Limited numbers available

What’s scarce? Make it genuine. ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 

Urgency – i. Limited time offer

What’s your limited time offer? Which do you choose? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________



Bonuses – i. Good enough they would buy product just to get the bonus

What bonuses are you going to include? Which objections do they overcome? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 

Instant gratification – i. Something they can take away right now so they’re included

What can they take home with them immediately? ___________________________________________________________________________ ___________________________________________________________________________ 

Guarantee – risk reversal i. Take away all the risk of the decision

What’s the risk reversal? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ 

Reason why – i. Why are you doing this?

Why is this so generous? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

7. Invite action What is your call to action? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

8. Go back on stage, reassure with objective-overcoming questions and answers What do you need to reassure the buyers about? ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

NOTES __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________

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