- Premium package secret number three:
simplify your business,
only offer premium packages.
Only offer premium packages.
I know it's counterintuitive.
I know it contradicts with what
a lot of the marketing folks say out there.
(dramatic music) - [Narrator] The King
of High-Ticket Sales.
World's highest-paid consultant.
Media celebrity.
Multi-millionaire entrepreneur.
Acclaimed TEDx speaker.
International best selling author.
Dan Lok.
- You know, sell them something for--
it's a ten dollar, and upgrade them
to something for a hundred dollars,
and then upgrade up to something for five hundred dollars,
and then after umpteen years, you can sell them 10K.
That might have worked, maybe, many years ago.
That model does not work, because nowadays,
goes back to the low ticket and mid ticket,
it's so competitive, there's so many of them out there.
And you attract a different types of buyers.
When you're low, when you're selling something
for a hundred, two hundred dollars, you're providing what?
Information.
You cannot possibly offer transformation
at the low ticket price.
Impossible, you just can't.
So you cannot deliver the value that you want to deliver,
so you kind of lower your standard
and say, "Oh, you know what, let me just,
"that's just the way it works."
That's not how it works, so only offer premium packages.
Now, why people don't buy your premium packages?
The answer lies in three words:
too many fucking choices.
No, that's four words. (audience laughs)
Too many choices, that's why they
don't buy your premium packages.
Okay, I've got four different digital marketing options,
all ranging between 997 and 4,000.
Each with three different payment plan options.
And if you want, you can add monthly maintenance
or ongoing support to any of these options
for an additional five hundred bucks a month
or if you don't want any of that
I have an online course that sells for $197,
or any of my nine eBooks,
ranging from $7.95 and $14.92.
How many can see that's very confusing?
- [Audience Member] Yes.
A confused mind always says no.
You have this, you have this,
you have this, you have this, right?
Even in your real estate marketing,
they say 500 to 1500,
too many options.
That's why people don't buy.
Make it simple.
Sell them one thing, maybe two.
Very simplify your business,
simplify your offer.
Nathan, how many different options do you have?
- [Nathan] Like?
- How many, like, give me an example.
- [Nathan] I've got--
Yeah, like different packages, in total,
how many different options and package--
Hmm?
- [Nathan] Four animations.
- Four different animations?
Four packages?
- [Nathan] I have three different packages.
- So three different packages.
And within there, can they mix and match,
can they--
what can they do?
- [Nathan] Um, I have three...
- So one, two, and three?
- Yeah. - Not bad, okay.
How many have more than three?
Okay.
How many have two?
How many have one?
Okay, good, good, good.
Keep it simple.
Keep it--
Don't give them too many choices, yes?
- [Male Audience Member] Do you count monthly
or single payment as an option?
- Say again.
- [Male Audience Member] Do you count monthly payment
or single payment upfront as diversification?
- No, no, 'cause that's just payment plan.
- [Male Audience Member] Okay.
- Like how they pay, but I'm talking about
the one thing that you offer.
Keep it very simple, one thing.
- [Male Audience Member] So, how many is it?
One?
(laughter)
- One, maybe two, that's it.
I prefer something quote, unquote, low ticket,
not low ticket, but front end at five, 10.
Five, 10K.
And then have something on the back end that could be
20, 30, 40, 50, 100K,
whatever the prices you charge, it can be very simple.
Here's the truth.
You won't attract high end clients because of the wide
range of services that you offer.
Now, you might think, let me give them more options.
Let me offer them a range of services that I do.
You'll sign them up
because you can fix their massive problem.
I'm saying, fix one problem at a time.
One problem at a time.
Don't try to fix everything.
It's way too difficult and confusing for potential client
to be responsible for choosing between a handful
of different packages, all with different services,
and different price points.
And here's the thing,
how are they supposed to know exactly what they need?
They don't.
They're not the expert, it's not their job.
That's why they come to you.
That's it, right?
Different packages, different copyrighting,
lending page is this much, E-mail is this much,
self order is this much, right?
It's confusing as fuck.
- [Audience Member] And they may not know.
- Yeah, and they can't even tell the difference.
And when they can't tell the difference, what do they do?
They don't buy.
They don't buy, "I can't tell the difference."
- [Audience Member] (speaks softly off microphone)
- You got it, it's your job.
It's up to you to bring
one kick ass package at a time to the table.
How many?
- [Audience] One!
- It's up to you to create a complete package
that will gt them the result they want, one.
It's up to you to be the expert, and to be their guide,
and know exactly what they need.
One package.
It's up to you to wrap everything that they need
in a nice compelling offer, and make them see why
that one package is the solution
that they've been waiting for.
Don't overwhelm your clients,
don't confuse you clients, don't make them worry
if they choose the wrong package.
I'll say it again.
Don't make them worry they choose the wrong package.
When you have only one,
"Oh, okay."
It's only yes or no.
Now you give them 10 different options,
"Well, but what if I buy too much?
"What if I overspend?
"What if I don't buy enough, then I don't get the result.
"What about this?
"Do I need this? What's the difference?
"What about that.
"What if that doesn't work?
"And what--, oh shit, I guess I'll just wait later.
"I'll just put this off."
Hasen, and go to mic.
Is this making sense?
- [Audience] Yes.
- So, hey guys, everyone, I'm Hasen.
- [Dan] Hi Hasen.
- So Dan, maybe some people might be asking this question,
so when you're creating
the kick ass package for your clients,
so kind of something technical,
during your first consultation call,
would you, I guess, create it
during your first consultation call,
or maybe, like, after the first couple calls,
and then, maybe, the second or third call,
you would create that kick ass package for them?
'Cause usually the first call is meant to close the client,
but then do you still want to create it on the first call?
Or Second call?
- No, the other way around.
You already have the package.
I believe, doesn't matter what--
this is the thing that will give you the results.
When you talk to them on the phone,
"Buy this."
Qualify them.
"Buy this."
"Oh, what about that--"
"I get it, this first, we'll get to that".
- [Hasen] But don't you need some time yourself
to, kind of, create it, see what they need exactly?
- No, you see, if you do that too much,
then you don't know your clients,
and it means you're trying to serve too wide of a market.
Versus, "Here's, buy this.
"Just buy this."
Now, are there a chance that they might need other things?
Yes or no?
- [Hasen] Yes.
- Yeah, but leave that later, just say, "Buy this."
Don't confuse them.
"Buy this."
Solve this problem first.
"Hey, you know what,
"now I have another problem I gotta solve."
Okay, a different package, or an ongoing package.
You can solve their problem too.
Keep it simple.
- [Hasen] Or maybe like six months in the relationship
it might change, and you just might give them
a new pricing package or something?
- You might do that, but still keep that one thing.
- [Hasen] Okay.
Just that one,
delivering it during that first consultation call?
- Yeah.
One thing.
- [Hasen] Thank you.
- Okay, round of applause.
(applause)
When you stop doing too much and simplify,
what's the word?
- [Audience] Simplify.
- Simplify, you can get out of financial anxiety.
Just keep it simple.
Easy to say, not easy to do.
Simplify.
Because entrepreneurs, sometimes we have ADD, right?
"Oh, that's a good idea, I could do that,
"I could do that, I could do that too."
Right?
"And what about this?"
you've been watching my videos for some time now,
and you might be wondering,
"Dan, how do I go to the next level?"
Or, "How could I be mentored by you?"
Here's what I want you to do,
my very first assignment, to see if you qualify.
I want you to go to FUMONEY.com
to download a copy of my book.
If you can't even do that, I cannot be your mentor.
The second step is, after you download my book,
I want you to read it.
And you also get an invitation
to register for one of my upcoming webinars.
I want you to register and show up for the webinar.
During the webinar, I go through all the details
of how you can possibly be mentored by me.
Go there right now, FUMONEY.com.