MODULE 1 - AVATAR/OFFER/PACKAGING

Avatar Builder
● Know the pains and desires of your market to make your marketing potent.

Avatar Builder Pitfalls

● No details.
● No wide and too encompassing.
● Conflicting (one type of person described at the beginning and then you change it as you go through it.) Stay
consistent!

Your Avatar is the Foundation

● Your ad copy, ad image, headline, conversations, etc. should all mirror your avatar’s feelings and deep
emotions about their situation.
● Your Avatar/offer should be pain based.
● Your job is to DISCOVER and REVEAL. (hold up the mirror to them)
● Show them who they are now, and who/where they can be with your help.

Packaging and Offers

● What you’re doing for people with your offer isn’t a box you’re forcing people into. It’s more of a “concept” or
“design” that you can cater towards whoever you’re speaking to.
● Your offer is the bridge to the result.

Packaging Pitfalls
● Being too general in what you do for people.
● Rushing through and trying to just put random things together as a package.
● Creating your package based on features, benefits and time… the only thing that matter is the end result
for the client.
● Less is more. PEOPLE WANT CLARITY.. not complications.
● Trying to fully finish your package/offer before you start taking calls and making offers.
● Thinking the more “stuff” you add in your offer, the more valuable your package.

Commodity vs High-Paid Expert

● Select an ultra-specific on the problem you solve.
● Setting prices on the PAIN being solved and the VALUE of that problem getting fixed.
● Creating a custom process designed to build rapport and bond with your clients.

Designing the Perfect Journey (5 Barriers)

1) Where are they stuck?
2) Where do they want to get to?
3) 3,4 and 5 barriers that they need to get through, but can’t do it on their own.
● Organize the barriers in sequential order to “small wins” to boost their confidence in your process.
● Go from 1-on-1 to a group element in order to scale your offer/business.

“What Should I Charge?”

● Test at the lower end of what you’re comfortable with at first…
● Then double it.
● Do NOT undercut the value of the results you’re delivering. People will think, “Why is it so cheap??” and go to
someone else.
Your Packaging Should…
● Take your high value avatar from “stuck” to “unstuck”.
● Give them the life, money, feelings, security they desperately want and need in as SHORT A TIMEFRAME AS
POSSIBLE. Leverage the “quick wins” to the confidence meter early.

Pitfalls
● Everyone wants to talk about their offer (AKA them)
● WHAT you’re doing is NOT the offer. The offer is the benefits they receive, the results they will enjoy from
working with you.
● Features, price, etc is NOT the offer.
● DON’T talk about what’s inside your program/service.
● DON’T dive deep into the features and benefits.
● DON’T deviate from the script.

Creating Your Package

● Work backwards.
● Determine the 4-5 core barriers that you need to take people through.
● You want to mold your offer for the different types of people you are speaking to.
● Don’t force people into your box…