7 simple steps that guide you on the web selling process (by Lisa Sasevich). Consider if your business can transform clients’ lives, if your sales is an offer that’s true to your own voice and values!

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7 simple steps that guide you on the web selling process. Lisa Sasevich has used this process to develop
irresistible offers that have grown her business from $80,000/year coaching people one-on-one to a
multiple 7-figure business that helps people all over the world.
Consider if your business can transform clients’ lives, if your sales is an offer that’s true to your own voice
and values!
1) Define the overall outcome(s) or transformation(s) you offer — the ones your potential clients
yearn for most. What will those clients gain, learn, or experience? Will they advance their careers,
gain a new skill set, or change their approach to one of life’s challenges?
LISA’S 90/10 RULE READY TO LAUNCH NOT READY BUT EASILY
CREATED: When presenting an offer, focus 90% of your effort
on what your clients stand to gain from taking that offer — the
transformation they can expect. The offer is all about THEM!
Only 10% of your presentation should focus on the Service or
Product Delivery — how you’ll deliver that transformation.
Remember: Your client is buying the destination, not the plane.
2) For the offer you’re developing, define the specific outcome(s) or transformation(s) your client can
expect. It may be the same as the overall outcomes or a detailed subset — writing a killer resume,
learning to network effectively, etc.
3) Brainstorm how you’re going to deliver your teachings (also known as your Service Delivery) —
these are ways you might deliver those promised outcomes. Options could include: a live 3-day
event, workshops, CDs, coaching calls, Youtube videos. Be creative and don’t limit yourself. Make a
list the options by their “launch status.”
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4) Now choose the Service Delivery option that most closely aligns with your business and lifestyle
goals. Decide whether you want to make one high-ticket offering or 2-3 smaller, related offers.
5) Name or “brand” your offer(s) in a way that sets you apart from your competitors. Make it short
and memorable—describing the outcome, the person, or your process (Blueprint for a Successful
___, Your 123 Formula for . . ., 7 Secrets to . . ., How to . . ., etc)
6) Now, set your price, taking into consideration the low and the high: a) What does your competition
charge for similar offers? In most cases, this gives you the low end of pricing. b) What does it cost
the client NOT to buy your product or service? c) Set your price based on what you are willing to
stand for, usually between the high and low and very much dependent on your confidence level
and mindset. d) Check the pricing you come up with against your revenue goal— balancing what
you’d like to make versus what you’re willing to accept.
COST NOT TO BUY: asking this question gives you the high end
of pricing. For example, if you work in health and wellness, the
cost of a client NOT losing weight or lowering their blood
pressure could be their life. Dramatic, yes, but thinking about
the cost of a client NOT buying your product or service is
crucial as you consider your price point.
7) You’re almost done! Now, give them an incentive to ACT IMMEDIATELY! e) Define a bonus product,
service, or discount that offers clients a real, recognizable value but costs you little to create. (It
could be an item from your “Easily Created” list in Step 3.) f) Limit that bonus offer by time or
quantity to create a sense of urgency.
Congratulations! You’ve just defined, priced, and prepared to launch your first Irresistible Sales Offer!
© Lisa Sasevich 2016. — www.lisasasevich.com