They’ll Buy And They’ll Pay EXTRA!
Picture this:
My son Jacob, now 9, comes to me and says, “Daddy, will you show me how to hit a forehand?”
Re-read that sentence. Study it for just a moment. Let the magnitude of this simple request take root in your mind, because his question is the key to you making big money as an internet marketer.
Let me explain by first pointing you to what Jacob did NOT ask me…
1) He didn’t ask me for a report or ebook or physical book that teaches how to hit a forehand.
2) He didn’t ask me for a DVD that SHOWS him how to hit a forehand.
3) He didn’t ask me for a new tennis racquet or accessory to help him hit a forehand.
4) He didn’t ask me for a seminar or group clinic to encourage him to hit a forehand.
What did he ask?
He asked ME to show HIM how HE can hit a forehand.
That’s huge.
Why? Because it’s PERSONAL and CUSTOM-TAILORED to HIS SPECIFIC SITUATION.
A book can explain the process. A DVD can visualize the process. A piece of equipment can complement the process. A group seminar can encourage the process.
-> But what these things cannot do is answer an individual’s question about an individual’s attempt to apply the content.
Only personalized feedback can explain how the individual on the other side can make it work for their unique situation.
Only personalized feedback examines the details specific to one person and applies the fundamentals in a way that fits with that one person.
Why is that important to YOU? How does this all make money for YOUR BUSINESS? It’s simple.
*** Offer One-On-One Coaching ***
When you offer coaching, people will buy and they’ll even PAY EXTRA. Why?
For a whole bunch of reasons…
- They want personal access and attention.
- They want answers to their questions.
- They need help when they get stuck.
- They are afraid of failing.
- They want to minimize their risk.
- They need affirmation.
- They are looking for feedback.
- They desire a voice of wisdom.
- They want to maximize their chance of success.
Bottom line: they want someone to help them make it work for them.
Whether it’s learning to hit a forehand or building a website or setting up a home-school environment, people want someone they can communicate with who’ll help them make the information work for them.
That’s where you come in.
Whatever your field of expertise is, offer personalized coaching. There are three basic ways to do this…
1. Answer questions. Simply offer a coaching program where you allow clients to ask you questions about a topic and they pay you a monthly fee for this access.
2. Build on curriculum. With this option you’d use a curriculum (Example: an ebook you’ve written or purchase licensing to sell) as the basis of your coaching. Create short assignments to complete and allow coaching clients to ask questions about the content of the curriculum as well as assistance in completing the homework.
3. Start an eclass. Another coaching possibility you have at your disposal is to put together a 4-6 week “eclass”. An “eclass” is a time restricted, interactive, curriculum-driven course of study on a specialized topic. Click here for more details.
With any of these options, you can easily charge $297 - $2997 per month … and people will pay these premium prices because they are getting the much wanted interaction with someone who can help them see results.
That’s how you dramatically increase your profit. Instead of selling $17 ebooks you can sell $1700 eclasses! It would take 100 sales of a $17 ebook to equal 1 sale of a $1700 eclass. Which do you think is easiest to find … 1 customer or 100 customers?
If you’d like more information on starting your own high-profit eclass, visit http://www.WorkshopAtHome.com DISCLAIMER: My Workshop At Home eclass is being “retired” after the initial 50 enrollment spots have been taken. Visit the site now to see if any remain.
April 15th, 2010 at 10:10 am
That is a great way of looking at it. Got right to the point. I guess sometimes we just over think things and really pay attention to what is being said.
thank you
April 15th, 2010 at 10:12 am
Thank you Jimmy!
This is very powerful advice and I know from experience that it is very effective!
Just give your customer exactly what they want and watch your profits shoot through the roof!
April 15th, 2010 at 10:27 am
Once again, great content to explore!
Thanks!
April 15th, 2010 at 10:40 am
Good idea.
My concern is how time intensive such a suggestion could become. Yet if I were making nice bank for the clients I was establishing it might be worth it all in the long run.
I guess that is why I take the approach of writing targeted articles and creating targeted content. My audience gets to read the information that pertains to their circumstance, and if they like what they read they are likely to return to see if I have answers to other questions that they might have in the future.
The draw back to my approach is when I am missing the consultation fee that you spoke about, especially if I develop a program where the client pays this on a monthly basis with pleasure.
Certainly something I can explore further.
SEOGuy
April 15th, 2010 at 10:43 am
thanks jimmy xlnt article!!
April 15th, 2010 at 10:54 am
Start an eclass is a very good thing to do i mite just do that but it mite be a bit time comsuming for some poeple
April 15th, 2010 at 11:03 am
This is absolutely true.
People want and need that hand-holding and reassurance that they are progressing in the right direction. If they then go accidentally off-track, they can correct their course instead of finding out at the end of a long process that they have failed.
Certainly something to build into your products/upsells.
Ella.
April 15th, 2010 at 11:13 am
If it’s hard to get someone to spend $17.00, would it not be a lot harder to get someone to spend $1700.00?
April 15th, 2010 at 11:21 am
Thanks Jimmy. We over look alot of thing on our daily basis that we can apply towards our business to improve them.
Alex
April 15th, 2010 at 11:33 am
What a great article, Jimmy! As usual great info..Thanks
April 15th, 2010 at 11:54 am
Jimmy you always have great products that really perform, if anyone is looking into doing this, jump on board before it gets filled up!
I have purchased your PLR in the past and recently, tons of excellent content!
April 15th, 2010 at 11:55 am
Jimmy!
As usual, you really showed why you’re one of the top marketers online, by showing us how to add more value to people’s lives. My favorite teachers in school, were those who used the “show & tell” method. I always got more from these type of lessons, retained more of the lessons, and was better able to show others with these methods. Somehow, somewhere, we got away from this. Thanks for reminding us the power of show & tell.
God bless,
James Artre
April 15th, 2010 at 12:08 pm
Fantastic Jimmy. You should do this stuff for a living mate!
Do you have many places left for the eclass?
April 15th, 2010 at 12:32 pm
Hey Mike, Firstly, if it’s hard to get someone to spend $17, then there is SOMETHING WRONG. Either you’re offering something that few people want, your sales process isn’t very compelling, you have a horrible reputation, you have no traffic … something is wrong somewhere. My first recommendation would be to find out what’s wrong, either by investigating yourself or hiring a qualified business coach to take a look.
Secondly, it can actually be EASIER to get someone to spend $1700 than $17. Which is a harder sell … a Ferrari or a Taurus? Depends on your customer. What are they in the market for? Someone looking to buy a Ferrari won’t have any more reservations about spending the big bucks for it than someone looking to buy a Taurus would have about spending less to buy it. Likewise, those wanting personalized coaching will pay extra.
April 15th, 2010 at 12:51 pm
This applies to all kinds of subjects and reminds me that the tried and true method of learning trades was “at his daddy’s knee”. Apprenticeships and trade schools also SHOW people how to do things. With the internet, we can’t be there in person, so we need to do the next best thing, as Jimmy describes.
April 15th, 2010 at 3:04 pm
Hi Jimmy,
Interesting, Could this idea work as an email only eclass? I suppect it could but I would first need to ramp up my traffic.
Hugh
April 15th, 2010 at 5:38 pm
100% veridico, la clave esta en generar credibilidad en nuestros suscriptores.
April 15th, 2010 at 5:55 pm
One of the biggest frustrations I have experienced from the internet is there is never anyone to ask a question when I come into difficulty. An interaction with a live person can answer exactly what I need to know to prevent wasting any more time and let me get on with it.
April 15th, 2010 at 6:05 pm
Many people look to one-on-one coaching to accelerate their progress. Rather than the trial-and-error method (slow and painful), they get immediate feedback from a coach who helps steer their progress and keep them accountable to their goals.
Thanks for the great information Jimmy.
April 15th, 2010 at 8:33 pm
I agree with Jules, it is hard to get the right answers a lot of the time in a timely manner. Add to the equation that there is a significant amount of incorrect and incomplete information available. An experienced coach would eliminate many of the frustrations.
April 15th, 2010 at 10:33 pm
Hi Jimmy,
As always…top notch post. Keep bringing it!
Best regards,
George Nieves
April 15th, 2010 at 11:29 pm
Thanks for that very clear point.
I agree with you that people will pay for good coaching from someone that they can trust and that is a good teacher and coach.
That is one of those ideas that is so obvious, that it is easily overlooked. Thanks for pointing our the obvious.
To Our Success,
Carolyn Riley
April 16th, 2010 at 2:18 am
[...] They’ll Buy And They’ll Pay EXTRA! [...]
April 16th, 2010 at 5:00 am
Hi Jimmy
Great information and a signpost for me that makes sense of what is happening in our own business. As I notice what people want and are willing to spend time and money on is the personal touch and access. In honesty I had not thought of setting up a monthly coaching plan like this. Just bought your membernaire which is excellent fingers crossed our first sight will be live in a couple of weeks.
Best Wishes
Denise
April 16th, 2010 at 8:22 am
WOW teach people what THEY want to learn rather than what I want to teach them? What a concept.
April 16th, 2010 at 9:13 am
More great stuff Jimmy! I’ve done a lot Copywriting Training to small groups of Marketing Execs, who wanted answers quickly on how to improve their Copywriting skills. If only I could have sold my Copywriting Course Guides to them at the same time. (’Reverse’ Marketing..?) Unfortunately, I was working on contract to a large Legal Publishing company, which wouldn’t have appreciated me ’selling stuff’ as well as being paid to run Training Courses for them.
But good point on developing private Courses to individuals/ groups - it’s something I’m trying to start up through my Website before too long. Maybe starting with a free Course E-Book, promoting weekly e-mail modules to follow up..?
Thanks for the insight!
Andy.
April 17th, 2010 at 12:14 am
I can only say this is the absolute truth. After being a student of Jimmie’s I can tell you this idea works. As far as the time involved goes. You only have to build the course once and if you follow Jimmie’s advice and model you only have to spend a couple of days each week answering questions. I’ll take 2 days a week for $1700 or even $500 as opposed to researching, writing, promoting and selling over and over and over again for a $17 product.
Keep up the good work Jimmie. You are a blessing brother,
Clyde
April 17th, 2010 at 2:13 am
Hey Jimmy,
I’ve been doing this since Frank Kern talked about how he was changing his business model in his newsletter a couple months ago - great results so far. When you have something that people can implement that actually gets results, and you have live interaction with them to correct their mistakes quickly in real time, it’s like magic, and you create a group of raving fans who refer others to you.
Gotta love that.
Cheers
Rocky
April 17th, 2010 at 8:54 pm
Hi Jimmy,
Top shelf post i always like the way you write, your posts hit home hard and fast, and thats how i like to learn, i too find situations lend them to me turning a request or question into an answer to help me solve my own internet roadblocks!
The content at hand, you are so right the only way forward is to learn from a mentor, which in turn when you gain the ground and expierience is the path you should follow, teraching others too succeed in their own business model!
Great post….Ed.
April 18th, 2010 at 1:33 am
And its a good idea to limit the number of days that one-on-one support is offered. This is for two reasons:
1. Customers consume the information within that period.
2. It helps them to take action within that deadline.
April 18th, 2010 at 10:49 am
excelente post
April 18th, 2010 at 4:50 pm
Well, now I know what to do about all those people who continually ask me for free advice.
~Cindy
April 19th, 2010 at 5:35 am
Hi Jimmy,
Thank you very much about your blog post I certainly did learn something about big ticket items.
Keep up the good work you are doing and keep going.
Have a great day.
Kevin Perera
April 20th, 2010 at 5:46 am
Hi Jimmy
Just about to set up the blog theme that I purchased from you and it looks really great.
Thanks again all the best.
Bless you.
MIke
April 29th, 2010 at 1:01 am
The clue to it all is what you have said here Jimmy
(Quoting you:)
- PERSONAL and CUSTOM-TAILORED to HIS SPECIFIC SITUATION.
- Why is that important to YOU? How does this all make money for YOUR BUSINESS? It’s simple.
*** Offer One-On-One Coaching ***
YES. Agreed.
Pretty darned simple really. No brainer even.
Jonathan
April 29th, 2010 at 1:03 am
Hi Jimmy
I mispelled my own name in previous comment - LOL
It is ‘Jonathan Gunson’
Thanks
Jonathan
June 23rd, 2010 at 11:22 am
[...] D. Brown discusses the multiple ways to monetize the same content (and why this lets you charge higher prices). Posted by Mike on Wednesday, June 23, 2010, at [...]