How to Package Your Passion, Interest, or Expertise Into A $3k, $5k, even $10k+ Offer

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How to Package Your Passion, Interest, or Expertise Into A $3k, $5k, even $10k+ Offer
Photo by Kira auf der Heide / Unsplash

If you are interested in working with me to turn what you know into a high-ticket coaching or consulting offer that you can sell for $3,000+:

Shoot me a DM @stevenxvu on all socials and we'll talk!

Case Study 1: Somto went from $197 course to $9,000 Offer in 50 days

Case Study 2: Ai went from average clients to $8,000 Soul-Aligned Clients on a brand-new offer

Case Study 3: Norman Went From 9-5 Corporate Escapee to an $8,000 Consulting Offer and $20,000 Launches on Coaching Offer

The Newly Rich

The Newly Rich belongs to those who are able to package up and turn their passion, interest, or expertise into a Product or Service online (aka your Offer).

The problem though is that many people have no idea where to start when it comes to packaging up & creating their offer (yet alone charge a premium for it).

After selling nearly $1M worth of my own Services (all ranging from $3k-$30k) in multiple industries (Mindset, Fitness, Relationship, Business)

And helping my clients create and package & sell theirs for $3k, $5k, even $12k+

I have a simple step-by-step methodology designed to help you crafting a high-value, high-ticket offer as a coach, consultant, creator, or service-provider

... all without needing certifications, testimonials, or offering hours upon hours of your time.

LET'S BEGIN!

What Even Is An Offer?

There are many ways that you can define an Offer, but the simplest way I like to see it is this:

Your offer is the way you package and communicate the result you provide for your client (aka the service you are selling)

This can be in the form of 1:1 (easiest to start), group coaching, products, done-for-you services, etc.

Many people have an Offer. But very few people have GOOD offers.

What separates a bad offer from a good one?

There are many ways that question can be answered – but this is how I like to think of it:

A Good Offer is One Solution to One Problem for One Person
That's More Valuable Than The Cost They Pay.

It's as simple as that.

So in order to craft a Good Offer, let's break down this statement into each of its components

1) A Good Offer is One Solution to One Problem for One Person

The common mistake I see many new coaches, consultants, and creators make is that they try to do everything for everyone.

They have what I call Superman Syndrome.

And look I get it.

  • You might have a lot of experience under your belt.
  • You might have a lot of different problems that you can solve for a lot of different people.
  • You might have the desire to help and impact as many people as possible.

But in order to change the lives of others, you must first change your own life first.

(and it's hard to do that when you trying to do everything for everyone with a credit card)

When you target everyone, you target no one.

This is because when you try to solve 420 different problems for 69 different people... people leave people confused.

And a confused customer never buys.

Why is that?

It is because they don't know if they need you or not.

Humans are professional sorting machines.

We like to sort ourselves into boxes.

And what you choose to buy is ultimately a reflection of who you are and how you see yourself.

Think about the clothes you wear, the experiences you pay for, or the food you eat – they are all a reflection of WHO you are and WHAT you identify with.

The Problem is - when you give someone too many things you are solving... you take away their ability to sort themselves.

They start thinking:

  • Hey... is this service for me?
  • Is this the problem I need to fix? Or is it this other one?
  • This person does so much, is how can he really be good at all these things?

Here is the reality of things:

The LESS problems you solve, the MORE money you make

You would think the more problem you solve.. the more you can charge, but it's the opposite.

The fewer problems you solve, the more CLARITY people have in what you do and whether or not you can solve their problem.

This is why a neurosurgeon makes significantly more money than a general doctor.

It is because they SPECIALIZE in solving one problem for one person.

And when you do the same for your business, you become like the neurosurgery surgeon in your field in your industry.

You are no longer competing on price, you're competing based on the value of the solution that you're providing your clients

If you don't have that specialization (which is what everyone else is doing), you won't have the ability or permission to charge high prices

you've got all these people who are competing with each other, and they've got a million different products and a million different price points and everything becomes a price game

They all become a commodity in your marketplace, while you separate yourself from the pack by becoming a specialized neurosurgeon.

2) A Good Offer is MORE VALUABLE Than The Cost

"Price is what you pay, value is what you get." – Warren Buffett

Price and cost can be used interchangeably, and includes the cost of time, energy and effort as well.

In order for people to buy from you

  • You don't need to go viral
  • You don't need a big following
  • You don't need a bunch of views or engagements on your posts

The only thing you NEED from your content in order to turn content into clients is this:

Demonstrate Expertise.

Simply put, you need to show that you are good at what you do.

Think about it, your ideal client is struggling with an issue or problem for a long time and they need a solution to their problem.

And if you have a solution to that problem

A solution that can solve them weeks, months, even YEARS of pain and suffering

It's your responsibility to show them that you can help them.

And there are 2 ways in which you can make your Offer more Valuable:

a) Expert Positioning

b) Premium Packaging

a) Expert Positioning

The common mistake people make when it comes to selling themselves and their services is that they market themselves as a commodity

Common examples that I see all the time:

  • I am a fitness coach
  • I am a mindset coach
  • I am a business/marketing consultant

Targeting an entire industry is NOT the answer.

Because when you target an entire industry, customers have no idea what problem you solve.

For example: If you say you are a fitness coach, what does that mean?

  • Are you a weight loss coach?
  • Are you a powerlifting coach?
  • Do you help moms? Dads? Squirrels?

It's not specific. And when it's not specific, it doesn't demand a premium price.

There are 3 Elements you want to include to make your Expert Positioning specific and valuable:

  • a) Tackle False Belief
  • b) Promote Benefit
  • c) Eliminate Pain

Let's take a look at some of these 7-Figure Positioning Statements from me and my clients:

Example 1: I help coaches get more clients using my 4-Hour/Week Content-to-Client System (no funnel, ads, or website required).

  • False Beliefs: Here I tackle the belief that you need complicated ads, funnels or websites in order to get clients.
  • Promote Benefits: "Get more clients"
  • Remove Pain: "4-Hour/Week Content-to-Client System tackles the pain and false belief that it takes a lot of time to create content

Example 2: I help health professionals lose weight using my Anti-Diet Fat Loss Method

  • False Belief: "Anti-Diet" tackles the belief that you need a Diet to lose weight
  • Promote Benefit: The word "system" implies reliability and consistency. Calling it a "Fat Loss" system shows implies that you are able to lose fat (and thus lose weight) reliably and consistently.
  • Eliminate Pain: Dieting + Lossing Fat

Example 3: I help divorced women get matched with the right guy who treats you right in one swipe.

Notice how this one doesn't have a name, but still follows the same principle.

  • False Belief: "One Swipe" goes against the belief that dating is a numbers game and you need to swipe 100+ times to find the right guy.
  • Promote Benefit: "get matched with the right guy who treats you right"
  • Eliminate Pain: "One swipe" removes all the complexity and complications of finding the right partner by implying that you can find Mr. Right with just a flick of the finger

Positioning allows you to change nothing about what you sell or how good you are.

And still make more money than people who sell better stuff or do a better job.

Just because you choose an Expert Positioning and they didn't.

You don't need to have the best content.

You need content that proves you're good at what you do.

Because you are losing clients every day when you don't prove to them that you can solve their problems.

You don't want people to associate you with the end goal.

You want them to associate you with the path that gets there.

b) Premium Packaging

If you feel you are undercharging for your service, then you probably suffer from limiting beliefs like:

“My clients can’t afford high-ticket prices”
“My competition only charges x”
“I need a bunch of testimonials to0 charge Y price”

Here's the truth – anyone can afford your service at any price if (and only if) they see the value in it.

It must be worth it for them.

You must demonstrate that you are the best person with the best solution for specifically them (and you don’t need a thousand testimonials to prove that)

How do you do that?

With Premium Packaging.

Inspired by Alex Hormozi

Let's go through each part of this equation to help you develop the right packaging for you.

Desired Results:

The best solution will more often than not only solve ONE PROBLEM.

Because it is hard to be the best when you are solving multiple complicated problems at the same time.

You want to simplify your message and ask yourself:

"What is the #1 Thing I Can Solve For This Person?"

Once you find that answer, you can move on to the next part.

Conviction of Results:

There are two parts to this.

Part 1: Conviction in Self

The ultimate question you want to ask here is:

"Do I believe that I can deliver this outcome to the customer?"

Because in order to demand a premium, you have to have conviction in your ability to deliver the solution you are selling.

This is why Identity is so important.

It serves as the foundation for all of your Offers, all of your Marketing, and all of your Sales.

And if you are looking for ways to increase your Identity and conviction, search up the tag "identity" in the search bar to see all related articles.

Part 2: Conviction for Customer

Once you are confident that you are able to deliver the result you claim, the next part is to transfer that confidence and conviction to your Customer.

And no, you do not need a wall of case studies or testimonials to start.

The question you want to ask here is:

"How can I help the customer believe that I can deliver this outcome to them?"

And the easiest way to do this is to talk about your own story of transformation.

Most of the time, we are just solving problems for the version of ourselves.

So if you are able to communicate to your clients how you used to struggle with this problem and the steps that you took to solve it, it will raise their conviction in your ability to help them do it (especially if they are able to see themselves in you).

This is also where learning good Marketing and Sales come into play, you can read about that in the other articles on this site by searching the tag "marketing" and "sales".

Speed of Results:

The faster you can deliver a result, the more you can charge for it.

There is a reason why people will pay $10,000 for liposuction vs a $100 fitness program.

The results with liposuck take a few hours. While a fitness program takes a few months.

Ask yourself:

"What is the shortest amount of time it will take me to deliver this outcome?"

Figure out ways in which you can deliver

And in my experience, the fastest way you can deliver a result to a customer is through 1:1 coaching.

Because you are directly working with the person to give them the desired results.

You can simply create a 4, 8, or 12-week program where you coach them once a week - and that in itself is valuable enough for your clients to happily pay a premium for.

Ease of Results:

The question you want to ask yourself here is:

"How easy can I make it so that the customer will get this outcome?"

You ultimately want to decrease the amount of energy, effort and sacrifice the customer needs to put in order to.

This is also why 1:1 coaching to start is so effective.

Within your once-a-week coaching session, you are able to answer all the questions and problems that your clients have within 30-60mins.

It allows you to leverage your time and provide the best service to your clients in an effective and efficient way.

Over time, as you get good at what you do, you can start systematizing that process by creating videos, courses, PDFs, and worksheets – but you don't need any of that to start.

Simply start with an outlined solution to solve your client's problem – and deliver that solution on a weekly bases.

3) A Good Offer is More Valuable than THE COST

There are two parts to the Cost

  • a) The price the client pays (Time + $$$ + Energy)
  • b) The price you pay to deliver (Time + $$$ + Energy)

Part 1: The Price the Client Pays.

There's a lot that goes into pricing psychology that we won't have time to get into here.

But when it comes to crafting a good offer, here is the main idea you want to do.

Make sure that THE VALUE you are providing outweighs the PRICE they are paying.

People love deals.

There is a reason why Black Friday and Christmas are the most profitable times for retail stores.

We love the idea of getting more than what we pay for.

And that's no different when you are creating your Offer.

The MORE VALUE you can provide for your client, the MORE you can charge.

Part 2: The Price You Pay

You want to think of this in terms of Time, Money, and Energy

Time: How long will it take you to fulfill on your offer?

You want to try to make sure you are able to deliver your service in the least amount of time possible.

Why?

Because that allows you to take on MORE CLIENTS without feeling burnt out.

If it takes you 10hrs/week to fulfill on one client, you can only realistically take on 1 or 2.

But if it takes you 1hr/week, you can easily take on 10-20.

This is also why I am a fan of 1:1 coaching to start.

You can charge a high premium while only sacrificing at most 1hr/week to fulfill the promise (given you set it up correctly).

Money: How much money will it cost you to deliver your offer or service?

The good thing about going digital is that it won't cost you must money to fulfill. You can easily deliver your service using Zoom ($10/month) and a Google Drive folder (free).

However, depending on your offer and services, you might have another overhead cost such as an office, staff, software etc.

It is important to factor in the financial cost it takes for you to run your business so that you can price your offer effectively to ensure you are operating at a net profit.

Energy: How much energy will you have to expend to fulfill on your offer or service?

This is something that most coaches, consultants, and creators get wrong all the time.

If you craft the right offer that is rooted in your passions and values, it shouldn't cost you energy to fulfill on it (rather, it should recharge you)

However, if you craft your offer around something that you hate, it will drain your energy and leave you exhausted at the end of the day.

And sometimes that is necessary to start. You might have to offer something you don't enjoy for a short period of time just to get the bills paid.

But if your goal is to build a long-term sustainable business, you want to set up your offer in a way that it requires little to no energy to deliver (and with the right model, it should actually GIVE you the energy to deliver!)

Your Offer Is The Backbone of Your Business

You can build a multi-6/7-figure business off one, really good offer.

One, really good offer allows you to create your own Red Ocean with little to no competition. You are perceived to be in a market of your own because of your unique solution to a specific group of people.

This allows you to start charging your worth. You know that you have an Offer that has a high perceived value, so people are able to/willing to invest in it.

And thanks to your premium price tag, you will naturally start attracting premium clients (because premium prices demand premium clients). These are the best type of clients because they require less work while getting the best results!

This allows you to slowly start building out a library of case studies, testimonials, and social proof from those premium clients. This helps you further increase the perceived value of your Offer, so that you can charge more, get even more premium clients, and the cycle repeats itself.

So don't rob yourself of this luxury by choosing to be a generalist.

Choose to be a specialist.

Choose to be the neurosurgeon of your industry.

Choose to quality vs quantity.

Why choose to work with more clients for less money with a generalist offer...

When you can choose to work with less clients for more money with a specialist offer.

The choice is yours.

And if you need help with crafting your offer, click here to apply to work with me.