There’s a really big difference when you start selling products, compared to services.

It changes the whole economics of the game and allows you to offer a lot more help to the people that need it most.

A lot of service businesses don’t get this at all and it makes them offer weak products.

After I added in the extra bonus yesterday, on top of the consulting call, a coach got in touch on Twitter and was giving me the usual “raise your prices” spiel.

What he hasn’t appreciated is that there’s a pyramid of people who buy my courses, in terms of my input.

  1. The people who get excited at a new opportunity, buy the product, realise they still have to do the work, and refund.
    Don’t be like them. I block these people from ever entering my more intensive coaching groups.
  2.  Next are people who buy, and either put it away for later, or who consume the product but don’t act right away.
    That’s fine, I hope their time will come soon, and the new learning will open their eyes to opportunities they didn’t see before.
  3. Then the people. who buy, consume the new learning and act straight away.
    These are my solid customers who probably buy a few things from me every couple of years. They get results and they move on to the next step.
  4. Lastly are a small group who buy, and try to act but they get stuck and need the calls and support to progress.

Now, you probably think that these are the majority of your customers, but with smaller courses (like I recommend in Course of Action), they’re not.

If we’ve made the product right (and that might take a few tweaks), they’re. a minority, but I have the spare capacity from the other buyers to help them.

These are GREAT customers. The ones who I show how I can go the extra mile. The ones who needed it most. These are the people who give raving testimonials and cheerlead for you in front of other audiences.

They’re also the ones I get most out of helping.

As the great philoshopher and Hollywood actor, Will Smith said:

“If you’re not making someone else’s life better, then you’re wasting your time. Your life will become better by making other lives better.”

That’s why I included not just the course, and the bonus webinar on pre-selling, but a free consulting call to help anyone out who gets stuck AND a refund if we still can’t help.

I’m hoping you won’t need it, but for those who do, I know I can give value way in excess of the product.

Course of Action closes tonight though.
10PM UTC (check your timezone if you like the thrill of deadlines)


Get it here.

Stephen Pratley
Copy & Conversion Consultant
The Conversion Co.

c/o The Conversion Co., 2a The High Street, Thames Ditton, KT7 0RY, United Kingdom
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