Kinsey dives into the Return of Investment on your offers. Too often we focus on just the monetary aspect of the ROI however there are by-products that happen from your offer for both you and your client. Listen as Kinsey shares how to stop thinking linearly and move into demonstrating all the ROI that your offer has to give.
Do not miss these highlights:[03:29] The biggest thing that you could do for your offer is to establish an ROI [04:36] There are various ways to demonstrate the value in your offer [06:17] Being linear focused will make you lose your huge opportunity in demonstrating the true value of how you can help people [07:05] Think about the byproducts and ripple effect in your offer [09:06] Demonstrate the Value Positive and the Value Negative in your offer [12:07] Show them the ROI, the big picture, and connect the dots for them, so they can start seeing the possibilities
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About the Host
Kinsey Machos, Marketing Strategist, is also a recovering people pleaser, self-sabotager, and corporate hustler. She helps entrepreneurs create and execute magnetic marketing and build expert brands so that they can get known, seen and heard online.
She believes that creating a business that’s 100% in alignment with SELF is one of the most important things that we can do as women — because there’s an inner magic that we all have if we commit to an infinite pursuit of discovering (and re-discovering) that.
As a wife and a mom of three, family takes priority. And having a business that’s ran AROUND her lifestyle is a daily intention of hers.
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Welcome to Captivate and Close. I'm Kinsey Machos, business consultant and marketing strategist. And I'm going to show you how to attract and enroll high paying clients using my break through online marketing strategies, all without having to rely on complicated funnels, disingenuous clickbait, or spammy sales tactics. These are the messaging marketing and selling secrets that virtually no one is talking about. So let's dive in.Kinsey Machos:
Hey, you, if you're a coach, consultant, course creator or author, and want to scale your signature offer in a way that feels aligned with you, and isn't sacrificing your soul, I want to invite you to our upcoming free three day intensive signature to seven, where we're going to show you how to design a signature offer that's a magnet for your best clients how to market and position your offer, so that it's a category of one in a saturated space, how to develop a lead generation system. So you always have a line of prospects out your door, and how to launch and sell your offer. So you can start hitting 10k 20k or even 50k months simply, whether you're having a hard time scaling your program, or just have your eye on getting fully booked as a coach, this is the perfect opportunity for you to accelerate your momentum in all ways by learning the fundamentals of offer creation and program design. So you can scale your coaching practice without the burnout. So I want to see you there if you go to signature to seven.com or click the link in our show notes and register, it's totally for free. It's going to be a white glove high touch experience, just like all of our other free events. And it's going to blow your mind. What people say about our boot camps or challenges or events is that they're better than any paid experiences that they ever had. Our goal is to really create a life changing container for you, whether you become a client or not, so that you can step into your power as a woman and start to create wealth and impact in such a beautiful way. Just click the link in the show notes. And I can't wait to see you there.Kinsey Machos:
Hey, you welcome back to another episode of Captivate enclose, I hope you're having such a phenomenal week. I am so excited to be here with you, as always. But this is top of mind for me. And I think that this will be such a impactful episode for you. I'm gonna keep it short and sweet, I think. But I want to pour into you today. If you are having a hard time either selling your offer making offers, you're getting the objection that people can't afford you. You might be hearing nothing, you might be even hearing crickets when you share your offer. And there's so much to do here, right? When we think about really creating demand and desire in our offer in our content. There's a lot that you can do to do that. But one of the biggest, the biggest things that you could do for your offer right now is establish an AR Oh, I Okay, so I'm going to show you how to do that. And I'm actually also going to show you what this might look like for you and your content. But I want to pre frame this for you so that you know what we're walking into. So one of the most common things that I hear from my audience, even from my clients is well it's easy for you can see, it's easy for you to share an ROI or to demonstrate an ROI because you help people make more money. But the truth is, you guys if you are if you're really seeing your offer, as you know one linear output as in, if you do this thing, you get this right, if you join my program, you'll lose weight, or if you join my program, you're rediscover your purpose, or, you know, if you work with me, I'll build out your systems. While it's important to be able to provide clarity and succinctness in who you help and how you help them.Kinsey Machos:
When you create content and you're doing live videos and you're doing your launch. You're in your launch mode. You have to demonstrate right there's there's various ways to demonstrate the value in your offer. And this can be indirectly or directly rate related to an ROI return on investment. Now most people think of ROI In regards to money, but I want you to take a step back and think about what is the return on investment when it comes to their physical state, their emotional state, their mental state, potentially their financial state, even though you may not make help people might make more money, there's probably a byproduct there. Right? What is it going to do their relationships. So when we think about your offer, most likely, I can't think of any instance in any scenario like and any of my clients that I work with, or anybody that I've talked to you, there's never not going to be some sort of ripple effect in their life, when they experience the result that you offer. Right? So you have the one results in there it within that, of course, you have these little mini byproducts. But then when they step into that result, how is it going to impact their life holistically? And when we think of value, right, it's like, what is this going to do in their life, in their business, in their relationships, in their money in their, in their family like that, you really have to start thinking big picture.Kinsey Machos:
So many people are so linear focused, that you lose a huge opportunity in demonstrating the true value of how you can help people, okay, so we can use an example of you know, I go back to one of my clients, she helps women overcome their cravings, which her dominant belief is, if you can do this one thing, everything else will change for you. Right, if you can do this one thing, if you can do if you can overcome your cravings, everything else will be easy for you, right, you'll be able to lose weight, you'll be able to simply you'll be able to meal plan, simply you'll be able to eat better, without sabotaging yourself, you'll be able to feel better, you'll be able to increase your energy, right? So there's all these many byproducts of what she helps people do. Right. But if you think even bigger picture than that, what happens when people feel better? What happens when people are increased in their energy, right? What happens when they feel more confident in their food choices? Well, they're most likely are showing up for their family differently, they're probably showing up for their husband differently, their their marriage changes, because she's more confident in herself, which then transfers into how she sees herself and how her husband is attracted to her the types of conversations they're having, it's going to impact their kids, because she's going to be able to be an example for how her kids want to step into health right and create long lasting health for themselves. Before they get into long lasting habits, right that maybe she had before. Perhaps it's even going to impact her financially, maybe there's the direct cost of she's not going to be eating out a bunch or she's going to be saving money in really being able to plan ahead. And you know, pick only the things that are going to nourish your body instead of wasting on groceries that don't give that nutrition, right. But there also could be an indirect like what happens overall, when you feel more confident in your life, and you feel more confident in your body, and we're confident in your relationships, maybe you get a promotion, right? If she's a working mom, maybe she's like feeling confident enough to go after the promotion she's been seeking, maybe it's that she feels more confident in general and making better choices. And so she's not overspending, right to compensate for how she was feeling before. So I really want you to think about the ripple effect in your offer, right? So there should be many wins, right? If you only are able to say like, I can help you do this thing, right, then your speed, you're really thinking about it too, linearly. And I want you to be able to think of like what is the byproduct? Right? What's the byproduct of her experiencing this result right now? But then also, what's the ripple effect long term?Kinsey Machos:
Now there's, you can do this from a value positive and value negative now value positive is everything that we just described, right? It's like, what is the upswing of her experiencing this result in her life in all ways, right? financially, emotionally relationally. Physically, mentally, by it, what's even what's just as powerful or sometimes even more powerful is showing the value negative. What happens when they do not solve the problem that they are experiencing? Right, the problem that you can help them solve? What happens if she continues to eat the way that she's eating or sabotaging her body or making poor decisions in her life, right. The value negative is all the consequences of her not solving these problems, when you can Leave these two elements into your content into your offerings into your conversations. That's when we get to really show them a full picture of how you help people. But what I want you to really understand is, most times, your ideal client doesn't know these things. They don't know how to connect the dots. A lot of them don't understand value positive value negative, as in, they don't know what's possible for them, once they solve this problem, and they may not know what's possible for them. If they don't, you have to consistently demonstrate this and show them in write your content and your messaging. If you're only thinking that, you know, ROI means money, then you're really, really doing your people at this service. Because most would actually argue that there is much more right, being much more rich in life is not about money. It's about how rich you feel, in your relationships, how rich you feel, in your mind, how rich you feel, in your body, in your skin, right in your life, most would argue that that's actually most important, right? That is more important than than the actual tangibility of money. And so you really have to understand what are the values of your person? And how can we demonstrate value positive value negative for her, in your offer came because you don't just offer one thing. There's like all these many things that you get to give them and then there's the ripple effect, right that the long term scenarios of them stepping into their biggest potential, whether you're selling something, you might think a small or not like you have to go there with them, and show them again, was possible or what's not, you know, what's possible for them on both sides. So this is one of your biggest opportunities as an online provider, as a coach consultant. If you're selling a program, product or service, you're not selling a program, product or service, you're selling a transformation. And there's an upswing on experiencing that transformation in a very big way. And there's a downswing, right, there's consequences. If people don't experience your transformation. And we you have, it's your job to show them to demonstrate this. So if you feel like you have nothing to write about, or share about, like, start here, right, show the ROI, let them know, big picture, connect the dots for them. So they can start seeing themselves in the possibility. That's your job. So I hope this is valuable for you. So speaking of value, right, it's really, really getting to the crux of your offer and showing them big picture. If you are getting things like I can't afford this, I need to check with my husband, I you know, yada yada, yada, all the cost objections, then you haven't done your job and showing them the value outweighs the cost, right? If we don't show them that the value is is more than right the price of your program, then it's a loose, right, then there's no, there's no gain on their end, right? So you have to show them Hey, girl, if you like, if you're so afraid, what's it worth it to you to feel confident in your skin so that your kids don't resent you, when they leave the house? This is so important, if we don't understand, right? If we can't show them connect the dots, etc, then you're going to consistently get price objections. And I already know like, with the data that I have in my fingertips, right, all the clients that we serve the audience, people, the audience that we have conversations with, there's nobody ever that is charging way more right than the transformation they actually provide. Usually, it's the other way around, they're charging way less. And so it's never about the fact that you're charging too much or your offers too expensive. It's just that you haven't shown the value to make a case for that. Cool. So I want you to sit with this. What is just get a piece of paper out write down all the positive, the value positive, right? What what's going to happen in their life if they get this problem solved, right, but what are the consequences of them not solving the problem. This should give you so much to work with for now. Alright guys,