"Why Does My $3,000 Offer Sound Harder to Sell Than It Is?" — Transcript

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1. 0:00Hi, I'm Lindsey. I'm from Phoenix. I'm a
2. 0:02psychiatric nurse practitioner and I
3. 0:04have a small private practice that I'm
4. 0:06not trying to scale. I also have a
5. 0:08coaching education business for other
6. 0:11psychiatric nurse practitioners where I
7. 0:13do about 400,000 a year organic social
8. 0:16media. It's a $3,000 price point for the
9. 0:19program.
10. 0:20Um and
11. 0:22I'd like
12. 0:22>> like one a month inbound.
13. 0:24>> Um no, like probably 10.
14. 0:27>> That's 30k. You said you're doing 400k.
15. 0:29So it's one of that's 30k a month ish.
16. 0:32>> Yeah.
17. 0:34>> Three or 30?
18. 0:36Oh, she said three.
19. 0:37>> Yeah.
20. 0:38>> Then that makes sense. Yes. Please
21. 0:40continue.
22. 0:41Exactly 1/10. Yes, great.
23. 0:42>> I'd like to be doing closer to I want to
24. 0:44scale that education program. I'd like
25. 0:45to be doing closer to 2 million, but I
26. 0:47don't know if I this is the wrong offer.
27. 0:49If I should
28. 0:51>> selling for three?
29. 0:52>> It's It's the program outcome is
30. 0:53clinical confidence and a lot of people
31. 0:55are coming to me for help with private
32. 0:57practice or building a personal brand.
33. 0:59>> Is it business coaching functionally?
34. 1:01>> Yeah, they want that I think, but the
35. 1:03clinical confidence is kind of what it's
36. 1:05been and
37. 1:06>> Be good at psychiatric NP stuff.
38. 1:08>> Yeah, because that's a huge problem that
39. 1:10exists. Just these programs churning out
40. 1:13people that are not prepared clinically.
41. 1:15>> Got it.
42. 1:16>> of also bored with that a little bit I
43. 1:17think.
44. 1:18>> You're bored with helping them?
45. 1:19>> A little bit.
46. 1:19>> But you were bored with your practice,
47. 1:20too, though.
48. 1:21>> I know.
49. 1:21>> Okay. So
50. 1:23>> Yeah.
51. 1:24Yeah, it sounds like you're trying to
52. 1:25use the business to solve a personal
53. 1:26problem, but yeah.
54. 1:27>> Yeah.
55. 1:28So should she would you double down on
56. 1:32my core flagship offer or would you
57. 1:36>> Fixing the business is not that
58. 1:38complicated. Um
59. 1:41I want to maximize the likelihood that
60. 1:43you do it. Um
61. 1:46What do you You said you're already
62. 1:47bored of that. What do you like
63. 1:51What do you want to have happen?
64. 1:53>> I want to have like impact on
65. 1:56>> [laughter]
66. 1:58>> Here we go.
67. 2:01You make content, you're impacting
68. 2:02everybody. Don't worry about it. You're
69. 2:03good.
70. 2:04>> Yeah.
71. 2:04>> Yeah, you're already doing that.
72. 2:06>> Yeah.
73. 2:06>> Okay. Mission accomplished.
74. 2:09>> Yeah.
75. 2:09>> Now what?
76. 2:10>> Um
77. 2:11I mean, I do want to scale this coaching
78. 2:13education program cuz it really is
79. 2:15solving a need that there's a huge and I
80. 2:16am passionate about that.
81. 2:18>> Okay. So, you want to make more money
82. 2:19there?
83. 2:19>> Yeah.
84. 2:20>> Okay, great.
85. 2:21>> [laughter]
86. 2:21>> Um
87. 2:22so, the coaching business is at 400.
88. 2:24You'd like it to be at 2 million.
89. 2:26>> Mhm.
90. 2:26>> But you said you were bored of it
91. 2:27though. So, we we done with the boredom
92. 2:28thing or do we need to talk about that?
93. 2:29>> I'm done with it.
94. 2:30>> Okay, great. If we're making 2 million,
95. 2:31would you be bored of it?
96. 2:33>> No.
97. 2:33>> Yeah, right. It's exciting.
98. 2:34>> Yeah.
99. 2:34>> Um
100. 2:35Yeah. [laughter]
101. 2:37The only thing uh the only thing more uh
102. 2:39more exciting than making money is
103. 2:41having none and having bills. Uh
104. 2:42incredibly exciting.
105. 2:43>> [laughter]
106. 2:44>> Not boring at all.
107. 2:45Uh um
108. 2:46Anyways, um
109. 2:48Okay, so your one is you're massively
110. 2:50mispriced. You have a pricing issue. Uh
111. 2:53number two, you have a messaging issue,
112. 2:54which is that clinical confidence
113. 2:55doesn't mean anything. Um we have to
114. 2:58describe that in terms of patient
115. 2:59outcomes. Which is like you want client
116. 3:02confidence or patient confidence because
117. 3:04you have this problem. And the problem
118. 3:06is that your your patients are turning
119. 3:07out or your patients aren't getting good
120. 3:08outcomes. And we can translate that
121. 3:10quantitatively to like your customers
122. 3:12should be staying with you for 18 months
123. 3:14and not six.
124. 3:15>> Mhm.
125. 3:15>> And you should be making three times as
126. 3:17much money because if you got them to
127. 3:18stay three times as long and get better
128. 3:20because they didn't turn out, your
129. 3:22business would be three times as big and
130. 3:23you make three times the impact.
131. 3:24>> Mhm.
132. 3:24>> Um
133. 3:26>> [laughter]
134. 3:29>> I'm not big on unquantifiable goals.
135. 3:30Anyways, um so, uh the the price point
136. 3:34is or you sell How are you selling the
137. 3:363K?
138. 3:37>> Um just organic. I think through my
139. 3:38personal
140. 3:39>> a checkout page.
141. 3:40>> referrals, affiliate, like
142. 3:41>> Checkout page or
143. 3:42>> It's a landing page on Stan and then it
144. 3:44zaps into school, my community.
145. 3:46>> You know you can do it on school and
146. 3:47just process the payment. [laughter]
147. 3:48>> I know.
148. 3:49>> It's one click, you don't have to manage
149. 3:50it. I don't I it doesn't affect me at
150. 3:52all. Uh
151. 3:53Like [laughter]
152. 3:55>> Do you invest in both?
153. 3:55>> I was like you already Yeah, so you
154. 3:56already Yeah, I am invested in both. But
155. 3:58you're you're I don't care.
156. 3:59>> [laughter]
157. 4:00>> Um but it'll be it would be easier for
158. 4:01you if you did it that way. Um okay. So
159. 4:04uh
160. 4:06you're staying with us, right?
161. 4:08>> I'd like to.
162. 4:08>> Okay, what we need to do is you need to
163. 4:09build out the ascension motion from
164. 4:11first sale to second sale. All right?
165. 4:13And so you can have people who are
166. 4:14buying the 3K thing, that's fine. With
167. 4:16that they should get their onboarding
168. 4:17call. Onboarding call happens first, you
169. 4:19make sure that they're all set up. You
170. 4:20give them 7 days of homework uh so they
171. 4:22get a quick win.
172. 4:23>> Mhm.
173. 4:24>> Right? Just like we had the fast cash
174. 4:25play I'm sure I talked about yesterday.
175. 4:26We have a fit a fast one that we put in.
176. 4:28We schedule the next call. And then from
177. 4:30there we go through the second script
178. 4:32which is going to be all about selling
179. 4:33the year at like 30K.
180. 4:34>> Okay.
181. 4:35>> And you'll probably get 20 to 30% who
182. 4:36will do that. And like if you just do
183. 4:39that, that triples your business and is
184. 4:41probably worth it.
185. 4:42>> Yeah. Okay, that's kind of what my gut
186. 4:43was telling me. So
187. 4:45>> Once we have that, you're going to start
188. 4:46getting supply constrained because it's
189. 4:48going to be you and your time is going
190. 4:49to look at the model. And then we're
191. 4:50going to have to turn on more demand.
192. 4:52>> Okay. That sounds good.
193. 4:53>> And are you doing any kind of ManyChat
194. 4:54stuff?
195. 4:55>> Yes, I am doing ManyChat.
196. 4:56>> Okay. Cool, there's a bunch there. But
197. 4:57I'll leave it at that. Cool?
198. 4:58>> Okay, thanks. Tell Leila hi.
199. 5:00>> I will. So you just saw a compressed
200. 5:01version of me going back and forth with
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202. 5:03constraint and then ideally give one to
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