Many speakers were taught not to give away the store. They were told to tell stories and give examples but don’t share any strategies. In other words, give the why and the what but not the how.
I tried that and it just felt bad.
I believe in contribution. Our gift is a river not a pond. It’s supposed to flow.
At the same time, it is possible to give too much and in a way that leaves prospects with no understanding of the deep value of working with you.
So if you want to give, give, give, and still have people sign up to work with you, the answer is a formula I call Problem-Solution/Problem-Solution.
People come to you with a problem. You give a solution. But that solution creates another problem.
Every solution creates a new problem. People who have no money, that’s a problem. They win a million dollars in a lottery, they get a solution. But they also get a ton of new problems.
In your presentation, you need to make it clear that, while you’ve just given them an amazing solution that they can immediately apply, that solution creates another problem.
That’s where your offer comes in.
Your offer is about knowing what that next level problem is and then offering a solution to it.
Problem-solution/problem-solution is the basis for building your leveraged progression plan — the business structure where people can move from course to course and different ways of working with you in a way that feels great to everybody.
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