62 | The Reason People Aren't Buying Your Offers

Speaker: 00:00:02

I've coached nearly 100 women about their screen time,

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and here's what I've learned.

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Women actually don't care about their

screen time, they care about those things

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that are impacted by their screen time.

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Their ability to be patient with their

kids, the growth of their business,

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: 00:00:20

having time to pursue their creative

dreams, their relationship with their

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husband, the inner peace that they feel,

their confidence in themselves, their

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Connection with God, their friendships

not missing out on their kids' childhoods.

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I'm Alex and I'm here to

help you find inner peace.

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Enjoy true fulfillment

and be fully present.

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Welcome to the Mindful with Media Podcast.

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Hi friends.

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It is good to be back recording podcasts.

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I took a couple of weeks off as a.

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Was visiting my parents in Texas.

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And.

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Kind of figuring out what's next

for my life and for a business,

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especially as my son just started

preschool for the first time.

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And that's.

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Been a bit of a transition and

just figuring out what life

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looks like for us this season.

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All that to say, I'm really excited to

be back and recording episodes again.

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, I first started my business talking about.

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Screen time.

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And then that kind of got more specific.

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Not just screen time.

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For kids or for families, but more screen

time for moms of young kids and helping

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them keep their phone use and check.

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And then I got even more specific and not

just for moms and their phone use, but

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for business owners and their phone use.

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And that's still a lot of

the work that I do, but I.

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I have focused more on business

coaching and that part of it.

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But I do still do a lot of phone

use and how that plays into it.

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Into.

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Your experience as an

entrepreneur and a business owner.

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But I guess I just wanted to say so.

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It was about a year ago that

I launched in audio course.

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Called mastering intentional phone use.

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And it was all about.

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Just

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like I think it was 10

modules and how to workbook.

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Connected to it as well, but basically.

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Who's all about, yeah.

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Being intentional with your phone

news and how to really master that.

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And I marketed that course so hard.

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A month of constantly

talking about it and.

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I had learned a lot about messaging and.

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Promising certain transformations

and all the things.

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And.

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Yeah, I just marked it really hard.

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And one person signed up.

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Purchase the course.

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And what I.

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Found?

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There were a lot of things that I learned

from that experience about why more

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people didn't sign up for the course.

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But one of the reasons is because people.

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I didn't trust.

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That, what I promised was going to

happen was going to happen for them..

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Testimonials are powerful.

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And those are, those can be

a big piece of the picture.

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But what's even more powerful

than someone else's testimonial.

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Is somebody experiencing for themselves?

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That you can help them get what they want.

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And that's why I am so passionate.

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About this concept of mini offers.

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And I'm sure you've seen these

or heard of these or heard

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them called different things.

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I have chosen to call them mini offers.

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And essentially a mini offer is.

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A free.

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Or low ticket.

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Way.

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For your audience to get

a taste of your expertise.

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And get a taste of how you

can actually help them.

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And you've probably heard

these called freebies before.

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I in my mind, these are

different for than freebies.

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In my mind, the purpose of a freebie

is to get somebody on your email list.

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And I'm much more interested

in helping people.

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Experience a powerful transformation.

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Then I'm interested in getting

someone on my email list.

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And the way that I create

these offers is different.

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If I'm thinking about how I can

serve someone and help someone,

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then I'm thinking how I can.

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Get someone on my email list.

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these.

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Many offers would be things like a

certain digital product or a prerecorded.

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Video training or an email

series or a Voxer challenge

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or a Marco polo challenge or.

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Even something in your Instagram

dams, I'll get more into examples

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later of what these mini offers

are and what they could be.

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But these are just.

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Smaller ways to serve your audience.

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So that they can learn to trust you.

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So that when you offer them bigger

things, They are more willing to

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pay you because they've experienced.

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What you do and what you're all about.

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And I just want to make a note on

the price of these many offers.

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The purpose of these many offers.

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Are not to make money.

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The purpose is.

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Too.

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Serve your audience.

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And help them trust you so

that they're more willing to.

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To pay you later on.

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And so I like to price these either free.

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Or occasionally I will

price them at a low ticket.

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Dollar amount.

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For the purpose of like buyer psychology.

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If somebody paid you.

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Once they're more likely to pay you again.

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And not only that, like also if somebody

pays money for something they're much

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more likely to take action and actually.

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Do it and actually.

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Yeah, actually participate.

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And so then they're also more

likely to get more out of whatever

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you're offering because they've.

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Put a little skin in the game.

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And so sometimes I charge money

sometimes they're free, but

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it's all with the purpose of.

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Serving my audience and helping them.

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So before we get into some more

specific examples of many offers,

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I want to dive deeper into.

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Y these mini offers are so powerful.

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So I love Instagram.

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I love.

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Learning from Instagram.

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You might've heard me talk

about this idea that I love.

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Treating Instagram as if

it's a place that I'm going.

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So it's either.

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I'm going to school.

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I'm going to learn.

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And so I love.

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Saving content to certain folders,

or I love learning about marketing.

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I love learning about business.

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I love learning about parenting.

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I love learning about.

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Mental health and nervous regulation.

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So I love.

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Viewing Instagram as a place to learn.

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And then I also love viewing

it as a place where I work.

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So I love to go teach on Instagram and.

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Share.

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Share things that I'm learning

and give trainings and give tips.

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And I love.

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Yeah.

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If you, as a place of learning

and of teaching, But that

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being said, the reality is.

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Most of us when we go on Instagram.

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. We're not ready to take action.

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We're not, we're seeing so much

content on there with really

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great ideas and really great tips.

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And so we might.

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Save a bunch of pieces of content.

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And then never look at them

again or never actually do them.

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So while Instagram can be

a great place to share.

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Content most likely.

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Your people are not taking

action or applying any of the

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things that you're sharing.

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Even if they want to.

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It's hard to make that jump

from Instagram to application.

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And

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I feel like these mini offers are this.

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This.

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Stair-step like this next level.

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That's not quite a jump to if you're a

coach, like becoming a one-on-one client

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or joining your group coaching program or.

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Signing up for your, or even like sending

up for a live call or something like that.

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They're not.

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They're just one step more than Instagram.

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Oh, I could join this little

challenge or I could do that.

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It's just.

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And

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it's helping people to actually take

action, even if they're things that

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you've already shared on your Instagram,

when you present it in the form of a

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mini offer, they're more likely to.

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Do it.

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And actually, yeah, take action.

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And

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and this just helps people too.

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Experience a transformation and then they

are more likely to want to work with you.

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Again, And with everything like.

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It's for my experience at least.

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Sometimes.

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Somebody is like full on, ready to be able

to become a one-on-one client right away.

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More often than not.

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All notice that they sign up for several

mini offers before they're ready to.

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To work together on a deeper level, on a.

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A higher level.

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And don't get attached to any timeline

or anything, or feel like you just do

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one of these this is something that's.

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Over time builds people's trust

in you as well in whatever you do.

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And the other thing about many offers is.

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They are a great way to experiment.

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Because.

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There's less skin in the game

for you and for your people.

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They're not investing a huge amount of.

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Timer money.

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And you also should not be investing

a huge amount of time or effort into

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these, just do what feels easy and.

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And fun for you.

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And experiment, try offering something.

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If someone, if nobody signs up.

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Tweak it offers something else.

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See what resonates.

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Try different forms of

presenting information and see

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what helps people the most.

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And you can always ask people

who joined too, of what was

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helpful and what would they like?

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Different and.

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These are just great ways to

experiment and kind of with that.

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And just a great way to learn.

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So I like to do lots of mini offers

to see what types of things my people

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are resonating with, so that then

I can know what I should base my.

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Bigger offers around because I can

see what things people are feeling

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drawn to or what they want help with.

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Yeah.

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Okay.

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So let's get into some examples of.

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Minnie offers what they are.

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And I actually have a free download.

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All about.

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Many offers.

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It's more about like how to

create your own mini offer.

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Let me see if I can find.

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Let's see.

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Yeah.

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So I have a workbook.

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It's called your guide

to creating many offers.

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So your audience can trust you

enough to pay you more money.

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Okay.

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So just for some examples of

many offers, First I'll share

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some that I've done and then I'll

share some more that you could do.

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I did one.

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What did I call it?

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I think I called it

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I think I just called it.

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Create your customize.

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30 minute content strategy

or something like that.

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And it was a Voxer group where

each day I would give a training.

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With information and the

purpose of the whole.

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Voxer group was to help people.

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Oh co content creation.

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Your personalized content creation.

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Strategy.

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I don't know.

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I think.

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I was like getting a loft, but basically

the purpose of it most to help people.

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Figure out

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when to create content when not

to create content and how to

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create content more quickly.

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So that was one that I did

and that was via Voxer.

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And then another one that

I've done is called the post.

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Then present challenge.

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And that was a seven day challenge where

I challenged people to post every day for

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seven days on their Instagram account.

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But only spend 30

minutes a day on the app.

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So just as a way to.

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One practice getting faster

at creating content and not

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spending forever on the app.

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And then also to practice.

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Regulating their emotions in ways other

than scrolling Instagram, which can

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be really easy to do as any person,

but especially as a business owner.

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Another one that I've done is a mom's

guide to building a simple business.

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And that was just a workbook to help you.

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Figure out.

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In each aspect of your life.

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What was most important to you

and what things to focus on

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and what things to set aside.

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And then.

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I'm actually working on one right now.

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That's going to be a

guide to creating content.

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And there are so many.

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Things about there, about creating

content and the thing about me that

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I feel like is different for most.

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Content creators, especially

content creators who are teaching.

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Instagram.

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Content creation strategies.

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Is.

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I don't even know how to say this, but

like I care a lot more about being.

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Mediocre and just getting it done.

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And having it, do the trick then.

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Doing all the right things and doing it.

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Perfectly in doing it.

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Really well.

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I don't know, basically,

I'm going to teach you.

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A very simple way to see results

in your business from your content.

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And.

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Teach you how to create content.

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So that's what I'm working on

next for my next mini offer.

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Another example of a mini offer that's

this idea of a stepping stone of.

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Helping people get a taste

of how you can help them.

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Is through your Instagram story.

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So I think I did one a few months

ago where I said what's the biggest

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thing getting in the way of you

making a thousand dollars a month.

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And then I had A poll on my.

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Instagram stories where they could choose.

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People aren't buying the offers that I.

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Put out, or I don't have enough time or.

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I don't know.

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What to sell or I'm feeling stuck or

something like that or other, and then.

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I said

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Depending on what you choose all DMU.

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And so that started a

lot of DM conversations.

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About.

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I just reach out and.

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Look into their business based

on their profile a little bit.

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If I didn't already know them and

just ask, Hey, yeah, just ask them

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more questions and I did some.

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Free coaching via Instagram.

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Sharing some ideas of

things that might help.

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That's another type of mini

offer that you could do.

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. So some other examples could be.

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Luxor group with a daily journal prompt.

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And for that, I would make sure

you have a really specific.

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Outcome or transformation

that will happen.

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As she works through those

daily journal prompts or.

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You could yeah.

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Do a prompt in your stories

that says something like.

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Share one thing that's making it hard

for you to connect with your spouse

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and all DMU, a personalized solution.

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Or in your Instagram stories.

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This would be more.

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If you're a.

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Fitness coast cer.

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Your personal trainer or something

like that, you could say Choose

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what your current workout goal is.

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And then I'll send you a customer

used to workout plan for this week.

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And then you could, give for.

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Specific options of.

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What people's specific workout goals

might be, even if they don't know it's

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their goal, like just give them options

of what they could be working towards.

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some other examples could be.

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Five to 10 minute video training,

sharing a step-by-step process.

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It could be a digital

workbook or a digital PDF.

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Download sharing a step-by-step process.

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Or it could be a 10 day

challenge of some sort.

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Held in an Instagram.

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Broadcast channel or held

on your close friends.

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Instagram, have people join

your close friends group or.

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It could be.

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Daily training that, you send.

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Certain a small training and action thing.

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Via email, this could be a via email.

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So those are just some different formats

that you could use for these mini offers.

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But the idea with a mini offer.

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I think I said this so far, but I

just want to make it really clear

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is it's just one specific thing.

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So you probably have.

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Either a course or an idea for a course or

a coaching package or something like that.

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That covers lots of things.

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This is just choose one teeny tiny.

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Problem and one teeny tiny solution.

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And actually next week's podcast

episode we'll dive more into how to

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come up with many offer ideas that.

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Your people will love.

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But for now.

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Just keep it small and simple and

that'll be hard because you know, so

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much you'll want to get into more things

like, oh, they can't fully understand

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this and they don't understand that.

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: 00:17:12

But.

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: 00:17:13

I promise just just do one thing and

they can work with you more later.

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: 00:17:18

I want to get into some.

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: 00:17:19

Helpful tips and tricks are how tos.

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: 00:17:23

As you are.

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Trying out doing mini

offers in your business.

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: 00:17:27

One thing is to be aware of the

level of commitment and effort

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that it requires of your audience.

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: 00:17:35

So I like to think of it as a scale.

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There's a scale on one end that

requires the least amount of

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effort, the least amount of.

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: 00:17:45

Time or energy or anything.

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: 00:17:47

On one end, that would

probably be something like.

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Choose what your goal is or

what your main pain point is.

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: 00:17:55

And I'll DM you.

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A.

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: 00:17:59

Workout plan or all a DMU, a.

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: 00:18:02

Five steps to help or

something more simple.

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: 00:18:05

They give you one thing.

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: 00:18:06

They only had to press a button.

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: 00:18:07

And then they get an idea from you.

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: 00:18:10

And then at the other end of the

spectrum, Those are things that

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require a lot more from your people.

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: 00:18:17

So that would be a live one-on-one.

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: 00:18:20

Call or a.

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: 00:18:22

Live training where they

have to show up and be there.

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: 00:18:26

At a certain time and a

certain place that requires.

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A lot of effort of people.

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: 00:18:31

And I think it's easy to think

I'm putting it out for free.

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: 00:18:34

Like, why aren't people signing

up or why do people sign up and

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: 00:18:36

not come, but if they don't.

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: 00:18:39

Trust you enough yet?

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: 00:18:41

Not that you shouldn't

be trusted, but if they.

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: 00:18:44

They don't trust you enough yet that

what you are offering is going to be.

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: 00:18:48

Significantly helpful to them.

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: 00:18:50

It's going to be really hard for them

to prioritize something like that.

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: 00:18:54

And so I like to start my mini offers.

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: 00:18:57

More on the range of.

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: 00:18:58

Less effort for my people.

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: 00:19:00

And then you can gradually.

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: 00:19:02

You can do several different

kinds of mini offers.

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: 00:19:05

That's why I highly recommend

doing at least one a month.

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: 00:19:09

But just being aware.

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: 00:19:12

Of what formats are

easiest for your people to.

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: 00:19:16

Actually take action and actually.

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: 00:19:20

Do something with the information

that you're giving them or the, yeah.

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: 00:19:25

What you're asking them to do.

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: 00:19:26

And the other thing that's really

powerful about many offers is.

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: 00:19:29

It provides a really great

opportunity to offer.

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: 00:19:33

The next level once they've

already committed to that.

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: 00:19:36

So , for example, I have in the

past on like those Voxer challenges.

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: 00:19:43

I've done those as free.

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: 00:19:45

So they get the trainings for free.

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: 00:19:47

And then at the beginning,

I'll say something like.

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: 00:19:51

If you are interested in more

personalized support, you can

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: 00:19:55

pay X amount of dollars for.

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: 00:19:59

One-on-one access to me this week as well.

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: 00:20:02

Or you can pay X amount of dollars for.

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: 00:20:05

Content prompts or done for you

content or whatever it is like.

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: 00:20:10

You can do an upsell

within that many offer.

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: 00:20:13

And that's a great way.

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: 00:20:14

If people do want to work with you,

if they're already ready for the

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: 00:20:16

next step, that's a kind of like a.

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: 00:20:20

The next level too, it's we're just

wanting to give people a little

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: 00:20:22

steps for depending on where they're

at in their journey of how much.

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: 00:20:27

Help they want and how and where,

what they're ready for at that time.

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: 00:20:30

And also I love at the end of many offers.

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: 00:20:33

Offering something else.

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: 00:20:34

So like either.

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: 00:20:36

If it's at like the end of a.

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: 00:20:39

PDF, you can say something like.

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: 00:20:41

Until this date, you can sign

up for a free call at this

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: 00:20:47

many dollars, or you can.

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: 00:20:50

Yeah, just give them like, That

one step closer for how they can.

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: 00:20:57

Work with you or how you can

help them, or, maybe , first

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: 00:21:00

you offer a free challenge.

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: 00:21:02

And then at the end of

that, then you offer a.

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: 00:21:05

Like a low ticket paid thing.

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: 00:21:08

Only offered to the people in that group.

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: 00:21:09

So it feels exclusive

and it's special to them.

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: 00:21:12

So those are ways that you can use

your mini offers to build on each other

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: 00:21:17

.

And just help your people to actually experience.

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: 00:21:20

The changes that you can provide for them.

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: 00:21:23

This concept of mini offers is something

that has literally changed my business.

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: 00:21:28

This is how I've started

to consistently make money.

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: 00:21:31

And so it's something that I

want to help each of you do too.

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: 00:21:36

If you have any questions, I

know this is something that.

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: 00:21:39

People are like it seems so

simple, but I'm like having a

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: 00:21:41

hard time actually applying it.

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: 00:21:43

Seriously.

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: 00:21:44

Please don't hesitate to reach out and

even just say I'm confused or I want to

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: 00:21:48

do this in my business, but I'm stuck.

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: 00:21:50

I'm more than happy to

chat with you and may.

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: 00:21:53

Instagram DMS about how

this can apply to you.

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: 00:21:56

And with that, like I said, next week's.

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: 00:21:58

Podcast will be all about.

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: 00:22:00

How to actually come up with mini

offer ideas, personalized for

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: 00:22:04

your business and for your people.

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: 00:22:06

And then you can also grab in the

show notes, I'll include a link to.

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: 00:22:11

Your guide to creating many

offers and that's totally free.