How to Frame Any Service as Premium — Transcript

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1. 0:00Um, okay. Voy- Voica,
2. 0:03you said if you had to make a lot of
3. 0:04money in a short amount of time you'd
4. 0:05sell a service and have someone else
5. 0:06fulfill. How do you frame a service as
6. 0:08premium to sell it at a higher price?
7. 0:11Okay, good question.
8. 0:13Um
9. 0:14it depends if you're going B2B or B2C,
10. 0:16all right? If you are selling business
11. 0:18to consumer, so you're selling
12. 0:19consumers, then it's a very emotive
13. 0:20sale. So, when you sell something that
14. 0:22is non-ROI driven, you have to sell
15. 0:24around the emotions and the experience
16. 0:26and the and basically play up the value
17. 0:28of the experience to the prospect and
18. 0:30how shitty their current experience is
19. 0:33um with their current situation, right?
20. 0:34So, it's not an ROI driven sale.
21. 0:37Um and most of that from a consumer
22. 0:38perspective is actually very heavy on
23. 0:40qualification and that's I would say
24. 0:43like
25. 0:44if you want to sell expensive stuff to
26. 0:46consumers,
27. 0:47it's 80/20 on qualification versus
28. 0:49education. If you have a roomful of
29. 0:50millionaires selling the expensive
30. 0:52health thing,
31. 0:54it it's actually the same pitch as you'd
32. 0:55give to to poor people. It's just that
33. 0:57everyone in the room can afford it. So,
34. 0:59on the consumer side. On the business
35. 1:00owner side, um
36. 1:02I would say that qualification matters a
37. 1:04lot as well, obviously. Like if you're
38. 1:05going to sell a $10 million thing and
39. 1:07it's $100,000, your business probably
40. 1:08not going to work, right? Um and so I
41. 1:10guess qualification is probably more
42. 1:11important in both the situations, but
43. 1:13under the assumption that you had um
44. 1:16the correct uh people in the room, then
45. 1:19framing something as premium, so 80% of
46. 1:21the work is making sure the right people
47. 1:22are there. But framing it as premium is
48. 1:24really about on a B2B side, just it's a
49. 1:26deal, right? Like everyone is buying a
50. 1:29deal. Period. Businesses are buying a
51. 1:31deal in terms of typically money.
52. 1:34They're getting a return of some kind.
53. 1:36The deal that a customer like consumers
54. 1:38will typically buy is time,
55. 1:40right? And so if you have richer people,
56. 1:41their time is worth more. And so you
57. 1:43want to sell time or you want to sell
58. 1:44experience
59. 1:45if you're if you're selling uh to
60. 1:47consumers. And so a lot of it is make
61. 1:49sure the right people in the room.
62. 1:50That's why I say sell to the rich. Um
63. 1:53and then dig into the pain. I think I
64. 1:54got that. I I we know that one. If you
65. 1:56like this video and you're a business
66. 1:57owner who wants to break through your
67. 1:58current revenue ceiling, I just
68. 1:59distilled every lesson from scaling 10
69. 2:01businesses past 10 million and three
70. 2:03businesses past 100 million into a
71. 2:04completely free scaling roadmap that
72. 2:06I've used to go from zero to one, zero
73. 2:08to 10, and zero to 100 plus. And so you
74. 2:10can click here and you can check it out.
75. 2:12Again, absolutely free and since your
76. 2:13business owner appreciates you and
77. 2:15enjoy.