SMHR 114: Turning Your Product Into An Offer

I thought it'd be kind of fun to teach you about turning your product into an offer and how you can make a cool offer out of your MLMs product. First of all, if you wanna see me riding a bike and doing a podcast episode at the same time, head on over to YouTube and watch this episode ;) https://youtu.be/dFaFYxx1cVg I've had a ton of fun in the last two months. For some reason, I've been diving deep on some of these old-school marketers and the ways they used to make money WITHOUT something like the internet. I think the internet is AMAZING… But I also think it's a distraction. If you can… Remove the internet Learn what the old school guys had to do See the patterns that they went through to sell … THEN you can add the internet back into the equation! Once you’ve done that, the internet is POWERFUL. But before that, it's a distraction. We will rely too much on the distribution of the internet and use it in weird ways that aren't actually that helpful to us…. Because we don't know what to do without it. BEFORE WE START TALKING ABOUT TURNING YOUR PRODUCT INTO AN OFFER I grew up in Denver, Colorado, and I love Colorado. Colorado's amazing. I grew up in Littleton, and I'm the oldest of six kids. My parents are amazing. They were our parents FIRST before becoming our friends, which I appreciate a lot, and I'm trying to do that for my own kids. When I was like 15-years-old, several of my friends died in a car accident which made me not wanna drive or get a license. I didn't start driving until a lot later on. And my parents were being parents and they said, "Hey, we want you to go get your Eagle Scout before we'll let you drive." And I was like, "Oh well, that sucks” and for a little while, I fought it. I ended up getting my Eagle - which is great. Even though I didn’t drive, I still got around but I would ride my bike all over the place. I would bike so far! I put a lot of miles on my bike when I was in high school because I rode my bike everywhere before I got my drivers license. I went on a 10-mile bike ride the other day… And I did 20 miles the day before that. It's not that long I know, but it's not a mountain bike, so it's a lot harder. TURNING YOUR PRODUCT INTO AN OFFER I wanna talk to you about turning your product into an offer and take you back to the essence of offers. We’re also gonna look at what these old school marketers had to do to sell their products. When you realize what these guys had to do, you start to see these patterns all over the place. Then you can see how these mainstream products actually got into the marketplace. I might have told this story in the past but it’s one of my favorite stories about a man named Albert Lasker. Albert Lasker has been coined as the father of modern advertising. That’s a pretty, awesome title to have. Sunkist came to Lasker in the early 1900s and said, "Hey, we're Sunkist. We have oranges but people aren't eating enough oranges. For some reason this year, there's been an increase in orange production. Our trees are producing sooo many oranges that we're chopping our own trees down." They were literally cutting down their own trees because of the overproduction of oranges. So they want to Lasker and said, "Would you help us sell more oranges?" Lasker and his team sat back and started thinking about HOW they could increase orange consumption significantly. They came up with an idea... Which at the time, was an extremely thing. Instead of eating oranges… What if people drink the juice from the orange? No one was drinking orange juice. That was a foreign concept. He literally invented the concept! They found out that it would take two to three oranges to fill up a glass with orange juice. This is literally how orange juice came to be. It was not a thing until Albert Lasker made it up. LASKER’S ORANGE OFFER Lasker got his team together and they made this really cool campaign called "Drink an Orange." While they wanted to sell the oranges… That's NOT what they sold. Have you ever seen one of those orange press things where you chop the orange in half, take half of it and you squish it down on top of it? They created that and they called it the ORANGE EXTRACTOR. The offer that they created was “Buy the orange extractor and get a bundle of oranges for FREE." Let's think about this for a moment, 'cause this is really clever. QUESTION: What do people actually want to buy? ANSWER: The oranges. They took the sexiest part of the offer and they made it FREE! “Buy the orange extractor and get a bundle of oranges for FREE." That was the offer. Very sexy, very clever. Lasker helped save Sunkist. He's the reason orange juice came about, why Sunkist exists, and why we drink orange juice. TURNING YOUR MLM PRODUCT INTO AN OFFER QUESTION: Why am I saying at this and what does this have to do with MLM? THIS concept is what’s going to help you in turning your product into an offer! I want you to start thinking about what problems your customer has that you could solve with another product. So one of the easiest ways to sell MORE products is by turning your product into an offer and giving away something else with the sale of your product. I know what you’re thinking right now, "But my compliance won't like that." Find a freaking way to make it work! The principal is still the same and that's exactly what I do. When someone joins my downline, I tell them, "Hey, if you join my downline, I'll give you X, Y and Z that will help you get automated leads coming in to your business” P.S. It's super sexy. My MLM loves the concept and they're totally behind it. It's super awesome. I increase the value of joining my downline. That's all you're trying to do. Ask yourself, “How can I increase the value of the product that I sell?” It all comes back to turning your product into an offer. The easiest way to do that is to solve more problems for them. Start thinking about the problems that your product creates for your buyers. What problems are you giving your customers and how can you solve some of those follow-up issues? That’s all there is to turning your product into an offer. BOOM. I never tell you guys what MLM I'm in… (I think I might have let it slip once or twice) because I don't want you to think that I'm trying to pitch you. I'm trying to change the industry as a whole. HOW TO CREATE AN OFFER WITH YOUR PRODUCT We’re doing something right now that’s along thes...