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The things that sold your offers a
few years ago. Many of those things

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no longer work because the way that
people are buying is really different to how

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it was when they had a lot
of extra cash to splash right. Everyone's

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feeling like everything's more expensive. People's
mortgages have gone up, the cost of

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food has gone up, so cost
of living is a lot higher. So

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people don't have as much money to
spend as they did, and so they're

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buying the way that they are buying
the things that they were buying previously has

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changed. Welcome to imperfect Action.
I'm Steph Taylor. For years, I

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00:00:34,039 --> 00:00:37,799
read all the books, downloaded all
the freebies, and did all the courses,

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00:00:38,560 --> 00:00:42,399
but it wasn't until I started taking
imperfect action that my business had its

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first million dollar year. Imperfect action
is about doing things before you're ready,

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prioritizing consistent action over perfect action,
and moving forward even when you're not sure

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00:00:54,560 --> 00:00:58,520
you're doing it right. On this
show, you can expect mindset advice,

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actionable marketing tips and strategies to build
a business that brings you more profit,

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more freedom, and even more joy. Are you on the list to get

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my daily businesses every day? I'll
send you a bite sized prompt designed to

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help you grow your business in a
more intentional way. Sign up at Stephtaylor

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dot co, forward slash DBB,
or at the link in the show notes.

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Hey, welcome back to Imperfect Action. This is episode eight hundred and

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twenty. Today I am bringing you
a the special episode. I'm actually bringing

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you the recording from my recent masterclass
that I delivered yesterday. It's called how

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to Tweak your launch strategy to make
more sales in a Tough Economy, And

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in it in this episode, I'm
sharing some of the content and messaging mistakes

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that are limiting your sales right now, what sells and what doesn't sell in

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a tough economy, and my simple
strategy for launch content that sells without feeling

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sales ere. Here's the thing.
The economy is kind of the elephant in

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the room at the moment, and
even though it's really tough, people are

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still spending money. They're just being
a lot more discerning about where they spend

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it. And that means that when
you are selling anything, and especially in

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a launch, your messaging and your
content needs to show them why they need

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to spend money on your offer right
now. So in this episode, jump

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in, dive in, take lots
of notes because it's jam packed, and

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I do apologize if I make any
references to any slides. I don't think

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I did, but just in case
I did, there were slides for the

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original Masterclass, but they are not
for this podcast unfortunately. All right,

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jump on into the Masterclass. I
hope you enjoy it. And currently doors

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are open to Launch Magic. So
if you want to take what you've learned

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in this episode even one step further, then jump on into Launch Magic.

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You can find all the information at
Stephtaylor dot co. Slash Magic. Will

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pop a link to that in the
show notes as well, and we kick

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off on the twenty fourth of June. So if you jump in now,

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you get access to module one Module
two early so you can get a bit

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of a head start before we officially
start on the twenty fourth of June.

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So steph Taylor dot co slash Magic
for all of the information on that.

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Now let's jump into the Masterclass.
So in today's Masterclass, I'm going to

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share my tried and tested strategy to
make more sales of your offers, even

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if it feels like right now,
the algorithms the economy and your to do

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list are stacked against you. Can
I get a hands up if any of

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these resonate with you right now,
you are struggling to reach more people and

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sell your offers consistently, but you
don't know where to focus your time and

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energy to hit your income goals.
Or maybe you're working really hard and you're

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having to juggle your juggle growing your
business and delivering a great experience for your

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clients at the same time, and
the juggle is real, like you can't

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balance it as well as you thought
you might be able to. Or maybe

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you can relate to being pulled in
different directions and feeling a little bit exhausted

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in the process of all of that. And then to top it all off,

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right now, it's feeling a whole
lot harder to generate revenue in your

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business than it did a year ago. Right twelve months ago, it felt

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a lot easier to make sales than
it does right now because of the way

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the economy is, cost of living, all of that, and then business

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kind of feels a little bit like
this. Sometimes you're wondering, what do

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I need to do to make more
sales? What do I need to do

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to create that financial freedom in my
business? What do I need to do?

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Like, can I grow a business
and still have that freedom? Let

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me know in the chat if you
can relate to any of these because it's

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a particular like. I have a
lot of conversations with online business owners all

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the time, and these are the
things that I've been hearing over and over

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and over again over the last six
months. So yep, Okay, those

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of you who are saying, yes, you are not alone, I want

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you to know that you are not
the only people who are experiencing that right

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now. It's a pretty broad phenomenon. I guess you might call it that.

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If we haven't met before, Nice
to meet. I'm Steph. I

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am an online business strategist. I
help you to build an online business that

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is profitable even when you are offline. I've scaled my own business from one

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hundred thousand a year to two over
a million a year. I've now go

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a small team, and I don't
know, it ticks along. It's pretty

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fun. I'm the host of Imperfect
Action podcast. We've got more than eight

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hundred episodes more than two million downloads
to date. I actually stopped counting after

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about two million downloads. We've probably
at about three million downloads. Now,

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over the years, I've done more
than twenty of my own launches. Six

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of those launches were before I even
created the office. So I launched the

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course or the program, and then
once people bought, then I took that

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as validation of Yep, I'm onto
something good. Then I co created it

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with the people who bought it.
So there wasn't that risk that I would

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spend all this time creating something that
then nobody would buy. And the students

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I've worked with in my signature program
launch Magic have added hundreds of thousands in

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revenue to their businesses thanks to the
strategy that I have taught them, and

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they've had wins like this made twenty
thousand dollars in two hours when launch week

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had only just begun, and this
one where launch Magic helped her to make

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over twenty three thousand with her very
first digital product, and then she's about

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to launch for the third time,
and this one where she did twenty thousand

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euros in sales during her live webinar
only. So what's coming up in today's

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training? So, first of all, we're going to look at the content

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and messaging mistakes that are limiting your
sales right now. So the things that

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worked with your content and your messaging, the things that sold your offers a

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few years ago, many of those
things no longer work because the way that

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people are buying is really different to
how it was when they had a lot

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of extra cash to splash. Right. Everyone's feeling like everything's more expensive.

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People's mortgages have gone up, the
cost of food has gone up, so

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cost of living is a lot higher. So people don't have as much money

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to spend as they did, and
so they're buying the way that they are

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buying. The things that they were
buying previously has changed. The way they

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make those decisions have changed. Then
we'll look at what sells and what doesn't

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sell in a tough economy. Then
I will share my simple content strategy for

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selling without feeling salesy in your next
launch. Then we'll have Q and A

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and an invitation for you to keep
working with me if you wish to continue

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learning from me beyond all of the
things that I cover in our time today.

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All right, so Part one,
the content and messaging mistakes that are

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limiting your sales right now. The
online business world isn't feeling that great at

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the moment, And I've noticed a
lot of online business owners saying things like

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this, saying things like people just
aren't spending money right now. Launches just

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don't work anymore. It feels so
much harder to sell than it used to.

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And while there might be a little
bit of truth to the fact that,

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yeah, people aren't spending money and
or the aunts spending as much as

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they were, and it is a
little bit harder to sell, people are

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still spending money on the things that
they prioritize. That is the key difference,

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and for that reason, launchers do
still work if you can show somebody

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in your content and in your messaging
why they should prioritize the offer that you

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are launching, and for your business
to still make money, regardless of the

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economy, you still need to be
showing up and selling or else. If

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you're not showing up and selling,
nobody's going to buy from you. And

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then if nobody's buying from you,
you don't have a business. Right So

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it's uncomfortable as it might feel showing
up and selling and getting maybe knocked back

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a little bit more than you would
have previously, you still have to keep

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doing that it's not a sign that
you need to stop the sales elephant in

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the room exactly. It does feel
a little bit like that at the moment,

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but you know, it's I want
you to know that it's not that

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you're doing something specifically wrong in your
business. It's just the general economy,

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the general vibe at the moment.
Okay, So mistake number one that is

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limiting your sale is messaging that focuses
on how much value is in your offer.

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Value is just the bare minimum,
right when somebody is buying from you,

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they are expecting value. Value is
not what sells on its own.

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Because the truth is, your ideal
client doesn't care about how many modules or

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lessons are in your course, or
how many minutes of content you have.

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They don't care about whether it was
filmed professionally or using your webcam. They

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don't care what platform you use to
sell it and host it. They don't

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care how long how many months you
spent trying to get it perfect. They

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don't care about these things. We
think that they think that they care about

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these things. We think that they
want to know how many minutes of content

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there are in our online course.
Because we've correlated the minutes of content with

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the amount of value. So we've
conflated actually the minutes of content with the

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amount of value. But what your
ideal client actually does care about is what

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will this do for me? Will
this work for me? Why should I

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buy it right now rather than delaying
it and spending that money on something else,

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one of the other things that I
need to spend it on, And

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what makes us different to what I
have already tried. That is what they

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do care about. But the problem
is that most people go out there and

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they sell their offers with messaging like
this. They'll say, you know,

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it has four modules and over ten
hours of training content. Every week,

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you get a one hour live Q
and a call in module one. Oh

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yeah, this is my dog training
example. In module one, you'll learn

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how to make your dog stop jumping
up. And then they'll share a testimonial

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that's like, oh, the course
was really valuable and I loved the content.

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That's how most people go out there
and sell their offers, and then

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they wonder why people aren't buying it. And meanwhile, your ideal client is

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walking around thinking, well, well, will this work if I've already tried

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other courses and not succeeded at those
Will this work if I'm bran new,

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if I've got no prior experience?
Do I have enough time in my day

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to complete this course? How long
is it going to take me to get

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that result that I want? And
then what happens is we have this messaging

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mismatch where you're going out there saying, you know, they're questioning, will

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this work if I've tried other courses
and failed, and you're like, it

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has four modules and ten hours of
training content, And then they're asking,

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well this work if I've got no
prior experience, and you're like, every

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week you have a one hour live
Q and a call. Notice how your

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audience has all of these hesitations and
you're not addressing them. You're just telling

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them how great your offer is and
all of the things that are in it

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that you're not actually answering any of
the hesitations or any of the questions that

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are stopping somebody from buying your offer. And then the result that we get

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is things like, oh, I
can't afford this right now, or I

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don't have time right now, I'm
not ready yet, I'll sign up next

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time. Okay, all of these
four things that is just a sign that

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they don't see why they should prioritize
spending money on it right now. Okay,

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I don't see how this will work
with me. I don't see how

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this is going to get the result
for me. I don't see why I

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should sign up for this right now
instead of in six months time. This

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is probably one of the most common
messaging mistakes that I see, and it

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can It can really stop people from
buying from you if they if you think

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that the reason they're buying is value, when actually they're buying because they have

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a problem. You have the solution
to their problem, all right. Mistake

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number two trying to add lots of
value, share lots of value to your

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audience with free how to content.
Oh, this one, it's a big

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one. The problem with free how
too compac Actually, I'm gonna let me

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take that back a step. Let
me explain what I mean by free how

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to content. Let's say that you
are a dog trainer. I just I

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always use the dog training example.
Please excuse me, if you've been to

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any of my trainings in the past. I all use the dog training example

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because it's so easy. I have
a dog. I love my dog,

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so let's say that I'm a dog
trainer and in my course I teach you

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how to get your dog to stop
barking and misbehaving and running away. Free

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how to content that would be ineffective
for me would be stuff like how to

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get your dog to stop barking,
when that's actually something that I teach in

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my course as well. I don't
actually have a course on dog training,

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by the way, just in case, just to clarify that. Okay,

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so why does this kind of how
to content flop? Well, firstly,

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they are not ready to listen yet. So if I'm going out there to

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the dog owners in my audience saying, hey, here's how to get your

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dog to stop barking, and meanwhile
they're thinking, well, my dog's too

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old, I can't train him.
You can't teach an old dog new tricks,

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They're not going to pay attention.
They're not going to listen to that

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free content that I'm giving them because
they're not at the point where they are

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ready to listen. They still believe
that their dog is untrainable. So if

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my free content actually needs to show
them how their dog is trainable before they

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would listen to the how to and
then as a result, they're not ready

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to take action yet. They're not
ready to start training their dog to stop

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barking. They're not ready to listen
to my how to content because they don't

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believe that it's possible for them to
get that result. So then when they

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don't take action, it's also setting
them up to fail. So the how

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to content, when you're giving away
like here's how to get your dog to

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stop barking in three steps, the
person who's consuming that free content now thinks

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that they have everything they need to
go and implement those three steps and get

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their dog to stop barking. But
in reality, as the dog trainer,

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I know that they need a little
bit more than three steps. There's a

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bit more than just do this,
then do that, then do that.

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Maybe they need a bit more of
my framework, maybe they need some support.

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They think they've got everything they need
to go and get that result,

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but they don't, so that sets
them up to fail, which then reinforces

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the belief of it's not possible for
me to get this result, and it

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actually makes them less likely to buy
because now they believe that it's not possible

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for them. Okay, so free
how to content can actually stop people from

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buying from you. All right,
Mistake number three, assuming your audience already

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wants your offer. Okay, what
do I mean by this? This looks

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like counting down until doors open.
So you know, my new course is

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coming in five days, coming in
four days, it's coming in three days.

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That very much assumes that the person
who is seeing your content already wants

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that course, and that they're excited
and they're going to buy on day one

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when that course is available. Ninety
nine point nine percent at the time,

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that's not going to happen. You
are not selling the latest iPhone, You

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are not selling Taylor Swift tickets.
Okay, your audience usually does not want

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what you are selling. Yet it
also might look like you are talking about

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features and benefits. So what do
I mean by that? Well, it

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has ten modules so that you can
learn all of the details about how to

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train your dog. Great. Well, it has a one hour Q and

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a call every week where you can
get all of the support. That's features

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and benefit. It might look like
an email where the subject line is exciting

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announcement, my course is here.
That also issuws that your audience wants it,

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or telling them about the offer without
actually selling it. So telling them,

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you know, here's my course,
it's going to help you to do

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this. It's got this many modules, it's got this many Q and A

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calls. But you're not actually selling
it. You're not actually addressing any of

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the hesitations. You're not actually talking
to the problem that your ideal client is

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experiencing that your offer solves. Okay, and I'll share a little bit in

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today's training about the kind of content
to shar instead as well. The truth

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bomb and sad sad truth is,
nobody is going to be as excited about

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your offer as you are. And
this can be really hard to It can

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be really hard to take in because
when you've spent time creating it, when

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you've spent time launching it, you're
like, this is such a big deal

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for me. Why are they not
as excited as I am? But the

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good thing about nobody else being as
excited about your offer as you are is

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that excitement isn't what sells. So
that's fine. It doesn't matter if they're

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not excited. And that leads me
into part two, which is what sells

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and what doesn't sell in a tough
economy. Let's see what's been going on

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in the in the chat, Oh, Natalie, this is so counter to

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what I've been learning from marketing a
course. I'm so curious what you've been

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learning, Natalie, because there are
a lot of there are a lot of

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people who teach, you know,
course launches, and what they teach is

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like, yes, get people excited, make them like, tease your offer,

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make them think that something big is
coming, build all this hype about

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it that they're afraid that they're going
to miss out, and that's why they're

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going to buy it. And that
might have worked a few years ago,

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but there is actually no you know, like sales. There's a lot of

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research and science and frameworks behind what
works in sales. There is no real

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like science to formo other than oh, people just don't want to miss out.

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Great, But that might have worked
a few years ago, But now

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people aren't spending money just because they
don't want to miss out. They're spending

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money on the things that they are
prioritizing. And most people, for more

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is not going to make them prioritize
it enough to spend money on it.

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So just be careful. I do
want to say, be careful who you

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learn about course launchers and marketing from
because a lot of people who you know,

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a lot of people who teach it
are teaching what worked three years ago,

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which was like if you think about
like what worked three years ago,

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that was almost like a little blip
because people had so much extra cash to

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spend, and what works now is
quite different to what worked three years ago.

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Okay, let me know in the
chat we talked about this a little

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bit earlier in the master class,
but I'm also curious, like to hear

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it in your words, what big
shifts have you been feeling and noticing in

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your online business or in the in
your business world wherever you are online lately,

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you know, shifts in terms of
I don't know, reach, audience,

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growth, sales, people showing up, how you're feeling about it.

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Let me know what have you been
noticing and feeling. I really just put

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these slides in here so I can
sit and have a little bit of a

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coffee break while you guys respond.
Low impressions on LinkedIn. I think that's

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pretty constant across all social media platforms. It's not just LinkedIn. You know,

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we've got we've reached how always say
this, we've reached peak content saturation.

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We've reached peak content saturation. That
peaks only getting higher and higher,

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and now that AI can create really
decent content, there's more content, more

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noise out there, which makes it
harder for your content to stand out and

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reach those people. Absolutely, people
sign up for waitlists, they're register for

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webinars, but they don't show up
as off and don't buy as often.

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I mean, I will still say
the shop rates. So we've got fifty

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five people on here, that's still
a that's still over a quarter of the

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people who registered for today's webinar.
So the shop rate isn't actually down for

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us. But we also have quite
a big strategy around you know, the

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emails that we send. This's a
strategy I to teach my students is like

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what the emails to send before you
run your webinar so people actually show up

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for it because you've really got to
show them, like you know, when

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people are busy, you've got to
show them, hey, this is why

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you should prioritize your time in you
know, when you even when something's free,

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you need to show somebody why they
should prioritize their time spending their time

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on it. Okay. Algorithm Yep, people are hesitant to spend now,

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the financial fear is real. Yeah, they're they're hesitant, like they are.

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There's a lot more thought going into
the decision making process. Absolutely,

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there's more engagement on feel good motivation
posts and on education posts. Okay,

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that's interesting, Audrey. I love
that. That's kind of cool that you've

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noticed that, because now you can
go and tweak your content strategy accordingly.

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And also bear in mind though that
if your education posts are how to content,

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like what I talked about previously,
it might just be that your audience

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is not ready for that content yet
because they don't think that that's possible for

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them to achieve the thing that your
education is teaching them. Yeah, people

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are buying courses that are more practical
and less fluffy. Absolutely, and I'll

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talk about that a bit in a
second as well. You'll kind of start

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to see why they're spending money on
the practical rather than the fluffy. People

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are becoming numb to the DM strategy. I wouldn't have called like DM strategy.

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I wouldn't say that's a strategy,
that's a tactic. Yeah, beware

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of people being like messaging people,
and the DMS is a strategy. No,

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that's a tactic. Okay, yeah, with AI, people are doing

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a lot of courses in twenty four
hours. Yes, however those courses suck

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because AI created them. Okay,
let's keep moving. So, selling your

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online offers in twenty twenty four what
doesn't sell a clever, unique, or

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exciting idea? This is I mean, this has always been not really a

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great strategy to just rely on your
idea being exciting as the way that you're

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going to sell, because selling isn't
about having a great idea to get people

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excited about it. It's about solving
a problem that needs solving that people are

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willing to pay money for and that
you enjoy solving. And this has never

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been more true than right now.
Okay, this has been the case for

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many years. Right the best offers
solve a problem. And you know what

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we're saying about people spending money on
courses that are practical and less fluffy.

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That is this, right, if
you can solve a problem that your audience

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prioritizes, solving a problem that they
want to solve right now, then they

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will spend money on it. So
what does sell is that offer that solves

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a specific problem and in an economy
like today, your messaging needs to connect

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the dots between the problem, your
solution to their problem, and why it's

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a priority for them right now.
And if you can't connect those dots,

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they will delay spending money on it. Okay. If they can't see this

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is why I need to spend money
on it right now, they will put

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it off. And it's not that
they don't necessarily want what you are selling.

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It's just that they don't see it
as enough of a priority and they've

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got so many other things that are
competing as a priority for them to spend

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money on. Okay, that's an
interesting question, Natalie. What about something

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they desire not really a problem,
like teaching art as a hobby? Yes,

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yes, and no. Okay.
So then the thing is, when

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people have less disposable income leftover after
their mortgage or their rent, or their

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groceries or their bills and all of
that, then they've got less income left

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to spend on their hobbies. That
doesn't mean that they don't prioritize their hobbies.

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So if somebody who does prioritize learning
art as their hobby will still spend

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money on that if you can show
them why it's a priority for them to

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spend money on their hobby right now. So connecting it back to things like

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this is going to help you with
your mental health. If you're feeling really

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stressed and overwhelmed right now, this
is exactly when you need your hobbies.

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It's not, you know, the
reason you have. Just because you're busy

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doesn't mean you can't carve out time
for your hobbies. And actually when you

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are busy, that is when you
need your hobbies the most. So you

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still have to tweak your message in
to show them why it's a priority right

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now. Okay, what else doesn't
sell searching for people who are already ready

355
00:24:52,680 --> 00:24:57,319
to buy your offer? And unfortunately, most people are not actively searching for

356
00:24:57,440 --> 00:25:02,519
what you are selling. They're not
going out there being like, oh,

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00:25:02,559 --> 00:25:06,640
my dog's barking and running away and
you know he's an old dog and I

358
00:25:06,640 --> 00:25:07,799
don't think I can train him,
but yeah, I'm looking for a course

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on how to train my dog.
They're not actively searching for it, and

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they're not ready for it when they
see it. So instead you need to

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share content that makes them ready to
buy. And I will share that.

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I'll talk about that in part three
of today's masterclass, exactly what kind of

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00:25:22,680 --> 00:25:26,960
content to share that makes them ready
to buy? What else doesn't work?

364
00:25:26,319 --> 00:25:32,680
Putting your offer on your website and
occasionally promoting it. So a lot of

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people create an online course or a
membership especially. I see this with memberships

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quite a lot, and they're like, cool, that's the hard path done.

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Now i can just put it on
my website and people will land on

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it and they will buy it,
and I've got this nice passive income stream.

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A lot of people think that,
but this doesn't work. This doesn't

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sell effectively because there's no sales process. Okay, and I'll show you what

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00:25:57,279 --> 00:26:02,240
I mean by that in a minute. They're usually not bridging the magician's gap,

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00:26:02,279 --> 00:26:04,960
which I'll get to that in a
minute as well. You're not getting

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any meaningful stats or feedback, so
you can't make any tweaks to improve your

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sales because people are just kind of
landing on it and then they're like,

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oh, not for me right now
and leaving, and you don't have an

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opportunity to ask them, hey,
why was that not for you right now?

377
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What would make this a no brainer
for you? And then implement those

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00:26:23,240 --> 00:26:30,559
tweaks, And there's no real reason
for them to buy right now. Now.

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Humans, it is human tendency to
put off anything that feels painful.

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00:26:37,359 --> 00:26:40,160
We tend to do it, you
know, going to the dentist. I

381
00:26:40,200 --> 00:26:44,480
will put off going to the dentist
until my tooth hurts because I don't like

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00:26:44,519 --> 00:26:47,039
somebody poking around in my mouth,
even though I know that it's good for

383
00:26:47,079 --> 00:26:48,039
me, even though I know it
should be a priority, even though I

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00:26:48,160 --> 00:26:52,680
value my teeth and my smile and
all of that, I will put it

385
00:26:52,720 --> 00:26:55,920
off until the pain of not going
to the dentist is more than the pain

386
00:26:56,000 --> 00:27:00,599
of going to the dentist. And
without a deadline, then it's very easy

387
00:27:00,599 --> 00:27:06,000
for somebody to keep procrastinating. And
that's what happens when you just put it

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00:27:06,039 --> 00:27:08,160
on your website and they can sign
up at any time and there's no deadline.

389
00:27:10,160 --> 00:27:14,039
Let's just keep putting it off,
especially right now when money is tight

390
00:27:14,519 --> 00:27:18,079
and they've got a million other things
competing for the money that's in their bank

391
00:27:18,119 --> 00:27:19,880
account. Right now, they're like, oh, do I spend it on

392
00:27:19,920 --> 00:27:22,039
this thing or this thing? Oh
well, this thing has a deadline,

393
00:27:22,079 --> 00:27:23,960
so I'd better spend it on this
one first. I can sign up for

394
00:27:23,960 --> 00:27:30,039
this other thing later, let's see
what's going on in the chat. How

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do we determine the problems in order
to present a solution? I mean that

396
00:27:34,960 --> 00:27:40,240
is like I honestly spend about an
entire module on that in my course.

397
00:27:40,240 --> 00:27:44,000
But I'll give you the two second
overview. Talk to your ideal client,

398
00:27:44,400 --> 00:27:45,920
find out what they are struggling with. That is the best way to figure

399
00:27:45,920 --> 00:27:52,000
out the problem. Okay, what
about getting them to prioritize their health now,

400
00:27:52,200 --> 00:27:56,039
make to make them healthy in later
years. Yeah, So showing them

401
00:27:56,880 --> 00:28:00,160
and that one's really challenging. It's
challenging when it's something where they're not going

402
00:28:00,200 --> 00:28:06,319
to see the result for a long
time. Okay, because to them that's

403
00:28:06,319 --> 00:28:07,839
like, well, I could start
this this week or I could start it

404
00:28:07,880 --> 00:28:11,799
next week. But that's where having
some kind of deadline for them to sign

405
00:28:11,880 --> 00:28:15,119
up is really important, because we
want to show them, hey, you

406
00:28:15,160 --> 00:28:21,079
have to start this week rather than
you can start next month, and then

407
00:28:21,160 --> 00:28:26,200
showing them how every action that they
take now compounds and then in the future

408
00:28:26,400 --> 00:28:30,240
if they don't take that action now, this is what their future situation could

409
00:28:30,279 --> 00:28:36,599
look like versus if they do.
Okay, So what doesn't sell putting your

410
00:28:36,640 --> 00:28:40,359
offer on your website and occasionally promoting
it. What does sell is a limited

411
00:28:40,440 --> 00:28:44,960
time live launch of your offer a
few times per year. This can work

412
00:28:45,079 --> 00:28:48,200
even if your offer is always available
to buy. So even if you don't

413
00:28:48,200 --> 00:28:52,960
want to have a live round of
your course or like Doors Open, Doors

414
00:28:52,960 --> 00:28:56,640
Close, you can still run a
live launch that has some other kind of

415
00:28:56,680 --> 00:29:00,799
deadline. And this gives you the
opportunity bring in a nice little influx of

416
00:29:00,920 --> 00:29:06,839
new buyers. And that's because you're
nurturing them all in real time. So

417
00:29:06,880 --> 00:29:08,319
the content that you are sharing,
your free content that you're showing up and

418
00:29:08,359 --> 00:29:12,240
sharing, you can get really focused
on that. You can really speak to

419
00:29:12,559 --> 00:29:17,000
the problem that your offer is solving. You can really speak to the stuff

420
00:29:17,039 --> 00:29:19,200
that they need to know to be
ready to buy. And then you're sharing

421
00:29:19,279 --> 00:29:22,440
content that's helping a large group of
people to make the right decision at the

422
00:29:22,480 --> 00:29:27,680
same time, and there's a deadline
for them to decide Yes, Angelie,

423
00:29:27,680 --> 00:29:30,799
I was asking. I was waiting
for somebody to ask that question, because

424
00:29:30,920 --> 00:29:33,200
that question pops up every time I
talk about how you can live launch without

425
00:29:33,240 --> 00:29:37,880
a deadline. Without a Doors closed, your deadline becomes something else. So

426
00:29:37,960 --> 00:29:42,480
your deadline might become a bonus that
gets removed. So twice a year for

427
00:29:42,559 --> 00:29:45,880
seven days, if somebody signs up
in those seven days, they get a

428
00:29:45,920 --> 00:29:51,359
free one on one consult with you, or they get a free extra bonus,

429
00:29:51,480 --> 00:29:56,559
or they get access to the four
week community where everyone who signs up

430
00:29:56,559 --> 00:30:00,000
in that seven days is going through
the course at the same time. Right,

431
00:30:00,079 --> 00:30:03,279
So you can still create some other
kind of deadline that doesn't have to

432
00:30:03,279 --> 00:30:07,359
be bammed. Doors are closed,
you can't join anymore, and you don't

433
00:30:07,359 --> 00:30:11,559
do it every mom You do it
like twice a year, maybe three times

434
00:30:11,599 --> 00:30:17,279
a year. It's up to you
once even four times. Okay, So

435
00:30:17,480 --> 00:30:19,799
the four essential elements of a live
launch. First of all, content that

436
00:30:19,799 --> 00:30:23,920
bridges the magician's gap, and I
will deep dive into that in today's training.

437
00:30:23,960 --> 00:30:27,559
So sit tight, So free content
that is bridging this magician gap.

438
00:30:29,920 --> 00:30:33,160
An offer that solves a problem they
want to solve or that they prioritize solving

439
00:30:33,400 --> 00:30:38,440
right now. Messaging and content that
helps them to decide. So your sales

440
00:30:38,440 --> 00:30:42,799
page, your can't open emails,
any social media posts where you are talking

441
00:30:42,799 --> 00:30:47,559
about your offer, where you're asking
them to buy your offer. The messaging

442
00:30:47,559 --> 00:30:51,799
on this needs to help them make
a decision. But most people don't do

443
00:30:51,880 --> 00:30:55,480
that. Most people say that.
Most people share stuff like the value right,

444
00:30:55,480 --> 00:30:59,000
they share, Oh, it's got
ten modules and five hundred minutes of

445
00:30:59,079 --> 00:31:03,519
content all of that. That's not
what's going to get somebody off the fence.

446
00:31:03,559 --> 00:31:06,119
They're not going to be sitting there
being like, I don't know if

447
00:31:06,160 --> 00:31:07,920
this is right for me. Oh, it's got five hundred minutes of content.

448
00:31:08,160 --> 00:31:12,920
Great sign me up. That never
happened. Instead, they're going to

449
00:31:14,079 --> 00:31:17,799
be wondering, is this going to
work for me in my situation? And

450
00:31:17,839 --> 00:31:21,960
if you can share content that addresses
that for them, if you can preempt

451
00:31:21,960 --> 00:31:23,839
that and address that for them,
that's going to help them to make the

452
00:31:23,920 --> 00:31:29,000
right decision for them. And then
finally, they do need that deadline to

453
00:31:29,279 --> 00:31:33,720
decide. Now, let's talk about
deadlines. Who can relate to this gift

454
00:31:36,240 --> 00:31:41,599
being on my to do list for
thirteen years? Right, Change is painful.

455
00:31:42,039 --> 00:31:47,319
Making any kind of a change is
painful, and for most of you,

456
00:31:47,880 --> 00:31:52,599
regardless of what kind of course program
membership you are selling, it's going

457
00:31:52,640 --> 00:31:56,559
to require your client, your buyer
to make some kind of change, even

458
00:31:56,720 --> 00:32:01,960
if that change is something that is
a positive. So I'll use your use

459
00:32:02,000 --> 00:32:06,000
an example, Natalie. Even if
that change is making more time for their

460
00:32:06,000 --> 00:32:09,759
hobbies and making more time for art, that's still painful for them because they

461
00:32:09,759 --> 00:32:14,759
have to learn how to say no
to the other things on their to do

462
00:32:14,799 --> 00:32:16,559
list. They need to break those
habits of I'm busy, busy, busy,

463
00:32:16,559 --> 00:32:20,920
busy, busy to make that time. To carve out that time,

464
00:32:21,640 --> 00:32:25,000
that's still really uncomfortable for them.
Because our behaviors are so ingrained in us,

465
00:32:25,000 --> 00:32:29,319
we do them on autopilot. Right. I'm currently studying the Master's of

466
00:32:29,359 --> 00:32:36,200
Neuroscience, and last semester i did
a changing human behavior subject and it just

467
00:32:36,240 --> 00:32:39,000
made me realize, like how embedded
we are in the things that we do.

468
00:32:39,119 --> 00:32:44,960
We just don't even think about what
we're doing, and breaking out of

469
00:32:45,000 --> 00:32:50,519
those patterns that are so deeply wired, literally wired into our brains. Breaking

470
00:32:50,559 --> 00:32:53,440
out of that is so painful.
So the deadlines that we put into our

471
00:32:53,519 --> 00:32:59,720
offers, they are there to stop
procrastination. They are there to tell somebody,

472
00:33:00,119 --> 00:33:05,240
hey, it's time to decide.
It's time to stop putting it off

473
00:33:05,240 --> 00:33:07,799
and make a decision. Are you
going to do this thing or are you

474
00:33:07,880 --> 00:33:10,759
not going to do this thing?
Otherwise they're going to just keep putting it

475
00:33:10,799 --> 00:33:15,200
off and be like, oh,
that's a future me problem, or they

476
00:33:15,279 --> 00:33:17,079
might forget about it. They'll be
like, oh, join later, and

477
00:33:17,079 --> 00:33:22,480
then they've forgotten okay, So just
keep that in mind. That is why

478
00:33:22,519 --> 00:33:29,920
we have a deadline. It's not
about creating formo or urgency or scarcity or

479
00:33:29,960 --> 00:33:34,200
anything like that. It's not about
pressuring somebody into buy. It's about saying,

480
00:33:34,319 --> 00:33:37,759
hey, you have until this date
to make a decision. Are you

481
00:33:37,839 --> 00:33:40,359
in or are you not in?
I can see a bit of chat GPT

482
00:33:40,519 --> 00:33:45,039
chat going on in the chat.
Just be careful with chat GPT. I

483
00:33:45,079 --> 00:33:50,240
wouldn't ask it what problems you can
solve for your ideal client, because it

484
00:33:50,319 --> 00:33:52,920
is not your ideal client. It
is going to try and make up things

485
00:33:52,000 --> 00:33:55,400
to keep you happy. It's called
hallucination. AI does a lot of hallucinating,

486
00:33:57,640 --> 00:34:00,119
So just be careful with what you
ask chat GPT. On the flip

487
00:34:00,160 --> 00:34:05,400
side, if you have the paid
version and you upload call transcripts from conversations

488
00:34:05,440 --> 00:34:07,199
you've had with your ideal client,
and then ask chat GPT, based on

489
00:34:07,239 --> 00:34:12,280
these call transcripts, what problems is
my ideal client experiencing? That will give

490
00:34:12,320 --> 00:34:16,159
you actual research backed responses. So
talk to your ideal client. Do not

491
00:34:16,280 --> 00:34:20,440
use chat gipt as a substitute for
talking to your ideal client. I will

492
00:34:20,440 --> 00:34:23,280
say that, I know talking to
your ideal client is really scary, and

493
00:34:23,639 --> 00:34:27,920
it's one of the it's one of
the things my launch Magic students put off.

494
00:34:28,360 --> 00:34:30,840
But then when they do it,
they are like, oh, I'm

495
00:34:30,840 --> 00:34:34,599
glad I did that because I learned
so much more I did not realize was

496
00:34:34,639 --> 00:34:38,480
the thing. Okay, yeah,
exactly, interview them and then ask chat

497
00:34:38,559 --> 00:34:45,760
gept to analyze it exactly. Okay, So what else doesn't sell? Trying

498
00:34:45,760 --> 00:34:50,880
to reach as many people as possible, trying to go really broad and just

499
00:34:50,920 --> 00:34:52,920
be like, yes, I'm shouting
this out into the abyss that is social

500
00:34:52,920 --> 00:34:55,440
media, and I'm going to reach
as many people as possible with my offer,

501
00:34:55,559 --> 00:35:00,239
and then they're all gonna want to
buy it. It's it. It's

502
00:35:00,280 --> 00:35:07,599
about building a small, but a
small but like intentional launch list of the

503
00:35:07,719 --> 00:35:15,760
right people and then emailing that list
regularly sharing free content. And I'll talk

504
00:35:15,760 --> 00:35:19,159
about what kind of free content to
share with them in a minute, so

505
00:35:19,199 --> 00:35:22,079
that when you open doors, those
people are nurtured, they are ready to

506
00:35:22,079 --> 00:35:25,760
buy from you. And the thing
is it doesn't have to be a big

507
00:35:27,239 --> 00:35:30,719
list. Let me share an example. This is a student of mine,

508
00:35:30,039 --> 00:35:34,239
Alex, who came through launch Magic
a few few rounds ago. I was

509
00:35:34,239 --> 00:35:36,239
Aboutay a few years ago, a
few rounds ago I think she was last

510
00:35:36,280 --> 00:35:40,480
year. She launched with one hundred
and eighty followers and sixteen people on her

511
00:35:40,519 --> 00:35:45,000
email list and still had a ten
thousand dollars launch. So she's been a

512
00:35:45,119 --> 00:35:49,559
Polarti studio owner for a long time, and then she shifted and started essentially

513
00:35:49,599 --> 00:35:53,039
a new business mentoring other Pilarti studio
owners. So she was building her audience

514
00:35:53,039 --> 00:35:58,239
completely from scratch, but she got
really intentional and those people who were in

515
00:35:58,320 --> 00:36:02,760
her audience were the right people that
were Pilate's studio owners rather than her just

516
00:36:02,800 --> 00:36:07,199
talking to a large group of people. Okay, see can you see how

517
00:36:07,599 --> 00:36:12,559
you don't need to have a massive
audience to still have a profitable launch?

518
00:36:13,840 --> 00:36:17,000
Okay? And I really like,
I really love sharing this story because I

519
00:36:17,039 --> 00:36:21,880
know that often we can be like, oh, I'll launch when I've got

520
00:36:22,079 --> 00:36:24,440
more people of my email list.
I've only got one hundred people that I'm

521
00:36:24,440 --> 00:36:27,679
not sure if it's enough people like, what if I launch and not enough

522
00:36:27,679 --> 00:36:31,679
people buy. The thing is that
you are launching over and over and over

523
00:36:31,719 --> 00:36:35,599
again. When you are doing that
same offer over and over and over again,

524
00:36:35,639 --> 00:36:38,400
you can grow your audience in between
each launch, So it doesn't matter

525
00:36:38,440 --> 00:36:44,360
if the first launch isn't one hundred
thousand dollar launch. That ten thousand dollar

526
00:36:44,440 --> 00:36:47,159
launch. That means that you've now
validated that idea. You can then go

527
00:36:47,199 --> 00:36:52,000
and potentially reinvest one thousand dollars of
that ten thousand into some ads to build

528
00:36:52,000 --> 00:36:57,000
your email list, and then you
can launch again, and then maybe it's

529
00:36:57,000 --> 00:37:00,480
a fifteen thousand dollar launch. Great, and each time you launch it gets

530
00:37:00,519 --> 00:37:05,639
easier and easier as well. Okay, how are we going in the chat?

531
00:37:05,760 --> 00:37:07,320
Is this all making sense? Are
we're having any light bulb moments so

532
00:37:07,400 --> 00:37:10,719
far? I'm gonna pause and have
a sip of coffee while you tell me

533
00:37:10,760 --> 00:37:15,119
what's going on. How are you
feeling? Thumbs up? Okay, great,

534
00:37:15,119 --> 00:37:17,559
thumbs up for good? What's been
the biggest light bulb so far?

535
00:37:17,679 --> 00:37:21,960
I'm curious to know, Like,
if you were to only take away one

536
00:37:22,079 --> 00:37:25,320
thing from what I've taught you so
far, what is it? Ah?

537
00:37:25,400 --> 00:37:30,159
Interesting, Natalie, My first launch
was way too broad. Yeah, so

538
00:37:30,239 --> 00:37:34,519
this is actually I should have put
this into my last couple of slides for

539
00:37:34,559 --> 00:37:38,360
the what sells and what doesn't sell? Specificity is really what sells if you

540
00:37:38,360 --> 00:37:44,960
can get so specific on this is
the exact problem this offer solves. This

541
00:37:45,079 --> 00:37:47,480
is exactly who it solves it for, and this is exactly how we are

542
00:37:47,480 --> 00:37:50,719
going to do how we're going to
solve that problem. And this is why

543
00:37:50,760 --> 00:37:52,920
you should spend money on it right
now. Bam. That's how you sell

544
00:37:53,440 --> 00:38:00,880
okay, specificity, rather than trying
to speak to so many different people and

545
00:38:00,400 --> 00:38:06,239
trying to solve five problems in one
offer, and then the person who's looking

546
00:38:06,239 --> 00:38:08,000
at your sales page is like,
I'm not sure if this is for me

547
00:38:08,199 --> 00:38:15,840
because you're speaking to five different people
and I'm now confused. Okay. It

548
00:38:15,920 --> 00:38:19,159
feels nice to have a small audience, Yeah, a small I always say,

549
00:38:19,199 --> 00:38:22,079
like, you know, when you're
figuring out your launches, when you're

550
00:38:22,119 --> 00:38:27,760
still learning and like still kind of
getting building that process for yourself in your

551
00:38:27,760 --> 00:38:30,000
business, it could be kind of
a blessing to have a small audience.

552
00:38:30,039 --> 00:38:36,119
It's like learning to ride a bike
with training wheels in your driveway rather than

553
00:38:36,159 --> 00:38:40,760
going and riding your bike on the
freeway for the first time. Okay,

554
00:38:42,239 --> 00:38:45,440
the prioritization, Yes, getting your
launch is tight. Yes, the deadline

555
00:38:45,480 --> 00:38:49,800
to decide on a program that's continuous, Yes, that is so important,

556
00:38:51,559 --> 00:38:54,119
and you can still have that program
available for people to buy all the time.

557
00:38:54,400 --> 00:39:00,079
But you're just giving them smaller deadlines
throughout the year. Okay, ow

558
00:39:00,119 --> 00:39:05,039
people why they should prioritize it right
now. I made many mistakes during my

559
00:39:05,119 --> 00:39:08,559
last launches and was frustrating and got
scared it will never work. It's fine,

560
00:39:08,599 --> 00:39:14,400
You've done like the It's an experiment, right. Launching is an experiment,

561
00:39:14,440 --> 00:39:17,199
and with any experiment, there will
always be ones that don't work,

562
00:39:17,880 --> 00:39:22,079
and that's okay because we can use
it as a learning experience. But most

563
00:39:22,079 --> 00:39:24,760
people will be like, oh,
that failed, I'm never going to look

564
00:39:24,760 --> 00:39:29,760
at that ever again, and then
they run away from it when actually the

565
00:39:29,880 --> 00:39:34,000
value, the most value that can
come is from picking it apart, doing

566
00:39:34,000 --> 00:39:36,960
the thing that feels really uncomfortable and
being like, Okay, what happened,

567
00:39:37,000 --> 00:39:39,320
why didn't this work? What can
we learn from this so that we can

568
00:39:39,360 --> 00:39:44,360
either relaunch the same offer and get
people to buy it this time, or

569
00:39:44,440 --> 00:39:46,920
so that we can pivot that offer
into something that people will spend money on.

570
00:39:49,480 --> 00:39:52,519
How do we talk with our ideal
client? What channel method? That

571
00:39:52,679 --> 00:39:55,880
is very dependent on your ideal client. Where are they? That's where do

572
00:39:55,880 --> 00:40:00,880
you normally reach them. That's where
you would talk to them. Although,

573
00:40:00,920 --> 00:40:02,159
having said that, zoom calls.
If you can get them on a zoom

574
00:40:02,159 --> 00:40:06,800
call, that's going to give you
much more depth than if you were to

575
00:40:06,840 --> 00:40:10,800
survey them. Okay, cool,
let's keep on moving. Actually, I'm

576
00:40:10,840 --> 00:40:14,920
so glad that I gave this ninety
minutes instead of the usual sixty because I

577
00:40:14,960 --> 00:40:20,159
feel like I'm actually going a lot
deeper in today's masterclass than I usually would

578
00:40:20,199 --> 00:40:23,039
have time to. So this is
great. Okay. The strategy for content

579
00:40:23,079 --> 00:40:29,559
that sells without feeling salesy. So
remember I talked about this earlier in the

580
00:40:29,599 --> 00:40:32,519
training. Content that doesn't sell,
counting down until doors open, talking about

581
00:40:32,599 --> 00:40:37,719
the features and benefits, sharing tips
and tricks and how to content, and

582
00:40:37,800 --> 00:40:42,039
talking about how much value is in
your offer these things. This doesn't sell.

583
00:40:43,159 --> 00:40:47,719
So what the heck do you actually
share? Van? What content do

584
00:40:47,800 --> 00:40:54,000
you actually share? I'm curious,
has anyone in this training today been to

585
00:40:54,079 --> 00:40:59,079
one of my trainings where I've taught
the magician's gap before, because this is

586
00:41:00,119 --> 00:41:02,239
quite a This is like a fool
kind of concept. When you get it,

587
00:41:02,239 --> 00:41:07,360
it's like, oh, I see
now why my content wasn't selling.

588
00:41:07,840 --> 00:41:12,800
Yes, okay, a few of
you have. So basically we have different

589
00:41:12,840 --> 00:41:16,559
points in time. We have point
A, which is where your ideal client

590
00:41:16,840 --> 00:41:22,039
is today. They are struggling with
their particular problem. They have a dog

591
00:41:22,119 --> 00:41:27,000
that is barking and running and misbehaving, but they believe that their dog is

592
00:41:27,000 --> 00:41:30,400
too old to be trained. You
can't teach a new dog and old dog

593
00:41:30,480 --> 00:41:35,239
nutricks. And then we have point
C, which is where they are when

594
00:41:35,280 --> 00:41:39,440
they finish working through your offer.
Okay, so they've at this point they

595
00:41:39,480 --> 00:41:45,800
have trained their dog. They now
have a really well behaved dog and he's

596
00:41:45,920 --> 00:41:49,519
really happy and they're like, oh
my goodness, this is great. My

597
00:41:49,559 --> 00:41:52,960
dog no longer runs away. And
the problem is that most people go out

598
00:41:52,960 --> 00:41:58,119
there and they share content, free
content. It's helping somebody from to get

599
00:41:58,159 --> 00:42:01,119
from point A to point C.
So they share how to how to get

600
00:42:01,119 --> 00:42:04,519
your dog to stop barking, how
to get your dog to stop running away

601
00:42:04,559 --> 00:42:09,320
as their free content, or alternatively, they try to sell the offer that's

602
00:42:09,320 --> 00:42:14,440
going to get them to point C
to somebody who is still at point A.

603
00:42:15,360 --> 00:42:17,079
So they go out to that person
who believes that they're dog you can't

604
00:42:17,119 --> 00:42:21,639
teach an old dog new tricks,
and they say, well, here's my

605
00:42:21,719 --> 00:42:24,360
course on how to train your dog. Your dog's barking, here's a course,

606
00:42:24,360 --> 00:42:27,639
and here's a course on how to
train your dog. And they're like,

607
00:42:27,679 --> 00:42:30,599
well, but I can't. My
dog's too old, I can't train

608
00:42:30,719 --> 00:42:36,000
him. So then they don't buy. And that's because there's this point B

609
00:42:36,880 --> 00:42:40,039
in the middle, and most people
don't think about this point B. Point

610
00:42:40,039 --> 00:42:45,920
B is the point where they are
when they buy your offer. Okay,

611
00:42:45,960 --> 00:42:50,000
So the product gap, that gap
between point B to point C, that

612
00:42:50,159 --> 00:42:52,440
is where you are teaching them how
to get their dog to stop barking.

613
00:42:52,320 --> 00:42:55,039
But we need to get them to
point B first before they're ready for that.

614
00:42:57,039 --> 00:43:01,000
So your free content then is teaching
them this is how, this is

615
00:43:01,000 --> 00:43:06,480
why you can still teach an old
dog new tricks, and then they realize,

616
00:43:06,519 --> 00:43:07,719
oh, I can teach an old
dog new tricks. Great, now

617
00:43:07,760 --> 00:43:10,559
I'm ready to learn how to train
my dog, and that's when they buy

618
00:43:10,599 --> 00:43:19,000
your offer. Okay. So in
other words, your free content is covering

619
00:43:19,039 --> 00:43:24,119
off what they need to know to
be ready to buy your offer. So,

620
00:43:24,199 --> 00:43:30,800
for example, right now at point
A, let's say that they believe

621
00:43:30,800 --> 00:43:34,000
that it's normal for dogs to bark
and show shoes and run away. They

622
00:43:34,000 --> 00:43:37,000
believe that their dog is a bad
dog and can't be trained. They think

623
00:43:37,039 --> 00:43:39,079
that it doesn't matter if their dog
jumps up because it's just a small dog.

624
00:43:39,159 --> 00:43:43,360
You're not pushing anybody over. And
they don't think that they have enough

625
00:43:43,360 --> 00:43:45,719
time in the day to train their
dog. So then if I went out

626
00:43:45,719 --> 00:43:49,880
to them and said, mee,
buy my course on how to train your

627
00:43:49,920 --> 00:43:53,920
dog, do you think this person's
gonna buy? No, no matter how

628
00:43:53,960 --> 00:43:58,239
many modules, how much value,
how much credibility I have as a dog

629
00:43:58,280 --> 00:44:01,960
trainer, how some of the bonuses
are, how much urgency, scarcity fall

630
00:44:02,199 --> 00:44:07,800
all of the things. If somebody
believes that if they believe any of these

631
00:44:07,840 --> 00:44:10,480
things, essentially they don't believe that
it's possible for them to train their dog.

632
00:44:10,760 --> 00:44:14,280
So they're not going to buy the
course on how to train their dog.

633
00:44:15,519 --> 00:44:20,599
So instead we need to be sharing
content that gets them ready to buy.

634
00:44:20,639 --> 00:44:22,320
So we need to think about what
do they need to know to be

635
00:44:22,400 --> 00:44:23,760
ready to buy. Well, firstly, they need to understand that it's not

636
00:44:23,880 --> 00:44:30,719
normal for dogs to misbehave like this. Okay, So once I understand that

637
00:44:30,760 --> 00:44:34,599
it's not normal, now suddenly they're
a little bit more open to Okay,

638
00:44:34,639 --> 00:44:37,280
well, how do I train my
dog so that he is normal? Or

639
00:44:37,760 --> 00:44:40,000
you know, they believe that their
dog's a bad dog and can't be trained.

640
00:44:40,000 --> 00:44:43,480
Well, they need to actually see
that it's possible to train any kind

641
00:44:43,480 --> 00:44:46,159
of dog before they're ready to buy. They think that it doesn't matter if

642
00:44:46,199 --> 00:44:49,480
their dog jumps up because it's a
small dog. Well, they need to

643
00:44:49,519 --> 00:44:52,800
see how it's hurting their dog to
not be trained and disciplined properly. Dogs

644
00:44:52,840 --> 00:44:58,320
thrive off discipline, and they don't
think that they have enough time in their

645
00:44:58,400 --> 00:45:00,480
day. We need to show them
in the free content. We need to

646
00:45:00,480 --> 00:45:05,039
show them as possible to train your
dog in five to ten minutes per day.

647
00:45:05,440 --> 00:45:08,239
Once somebody is here at this point, at point B, now they

648
00:45:08,280 --> 00:45:13,440
are ready to buy my course on
how to train your dog. So notice

649
00:45:13,480 --> 00:45:15,280
how none of this is salesy,
but it moves them closer to being ready

650
00:45:15,280 --> 00:45:22,280
to buy the product, and it's
valuable without giving away the paid content Okay,

651
00:45:22,280 --> 00:45:24,800
what's going on in the chat?
Intrigued? How this would work in

652
00:45:24,840 --> 00:45:28,440
a membership launch which is low offer. How to launch this when it's a

653
00:45:28,440 --> 00:45:31,360
similar concept to a more extensive offer
that you've done master classes for. I

654
00:45:31,360 --> 00:45:37,119
would be really questioning then if I
would be thinking, Okay, it's either

655
00:45:37,119 --> 00:45:42,360
going to be different ideal client or
it's completely cannibalizing the offer without knowing like

656
00:45:42,480 --> 00:45:45,079
exactly, I would say it's probably
going to be a different ideal client.

657
00:45:45,960 --> 00:45:51,079
So what I would be doing then
is maybe instead of doing master classes for

658
00:45:51,119 --> 00:45:53,800
it, it's just a limited time
email. You know, doors opened,

659
00:45:53,880 --> 00:45:57,039
not doors open, doors closed,
but a limited time. If you buy

660
00:45:57,079 --> 00:46:00,719
in these seven days, you've got
seven days of email that are helping them

661
00:46:00,719 --> 00:46:02,079
to make that decision, and by
the end of that seven days then a

662
00:46:02,079 --> 00:46:06,320
bonus disappears, and that's the deadline. That's how I would do it.

663
00:46:06,320 --> 00:46:08,400
Then, if you've got master classes
already selling something that's the same as higher

664
00:46:08,440 --> 00:46:15,320
ticket, then make the membership just
emails or do different master classes? Really

665
00:46:15,320 --> 00:46:17,000
get clear on what is the difference
between these two? What are the two

666
00:46:17,000 --> 00:46:22,400
different ideal clients? The people who
would pay for the higher ticket versus the

667
00:46:22,400 --> 00:46:24,599
people who want the lower ticket,
What are the two different ideal clients need?

668
00:46:24,639 --> 00:46:28,800
What's going on? Because there are
different point a's right now, and

669
00:46:28,880 --> 00:46:32,599
you need to uncover what those different
point as are. That example, screenshot

670
00:46:32,639 --> 00:46:36,679
that side so I can move on, because otherwise you might be here for

671
00:46:36,679 --> 00:46:42,159
a while taking notes. Yeah,
so lower ticket offers still need nurturing,

672
00:46:43,079 --> 00:46:45,320
and it depends, you know,
like what is the high ticket, what

673
00:46:45,360 --> 00:46:49,960
is low ticket? Really depends on
your ideal client. So for some people,

674
00:46:50,199 --> 00:46:52,000
a thousand dollars is low ticket.
They're like, yeah, cool,

675
00:46:52,000 --> 00:46:54,480
I'll go spend one thousand dollars on
that. You know, like one thousand

676
00:46:54,519 --> 00:47:00,920
dollars for a business owner is a
pretty standard investment, But one thousand dollars

677
00:47:00,920 --> 00:47:07,400
for somebody who's investing in their hobby, that's a big investment, right,

678
00:47:07,519 --> 00:47:12,880
So figuring that out and it's one
of those things where you kind of learn

679
00:47:13,159 --> 00:47:15,679
by feel like, oh cool,
okay. I launched this with eight weeks

680
00:47:15,679 --> 00:47:20,000
of free content and it converted really
well, Let's try six weeks next time,

681
00:47:20,039 --> 00:47:22,639
see if we can do it with
a little bit less or oh I

682
00:47:22,679 --> 00:47:24,039
launched it with eight weeks and people
weren't quite ready to buy. So let's

683
00:47:24,039 --> 00:47:28,440
try twelve. So launching is a
Actually this segues beautifully into my next slide,

684
00:47:28,840 --> 00:47:34,039
which is launching is this repeatable process
where a lot of these questions that

685
00:47:34,079 --> 00:47:37,880
you're asking me, you can only
figure them out by launching. You can

686
00:47:37,920 --> 00:47:43,400
only figure out how many weeks of
nurturing your audience needs by testing, because

687
00:47:43,440 --> 00:47:45,360
it's going to vary depending on the
problem, depending on the ideal client,

688
00:47:45,440 --> 00:47:50,159
depending on author, the price point, all of the things. The level

689
00:47:50,159 --> 00:47:52,639
of commitment, not just price wise, but also time wise. Are they

690
00:47:52,679 --> 00:47:55,039
committing to twelve weeks they're committed to
three weeks, because it's a much bigger

691
00:47:55,079 --> 00:47:59,599
decision for somebody to commit to twelve
weeks than it is for three. Okay,

692
00:48:00,039 --> 00:48:01,800
So what you're doing then is in
that in this first step, you

693
00:48:01,840 --> 00:48:07,880
are sharing that magician's gap kind of
content in that lead up time. If

694
00:48:07,920 --> 00:48:10,559
it's the first time you're launching an
offer, I would not go for less

695
00:48:10,559 --> 00:48:16,239
than eight weeks of content unless you've
already been consistently showing up, sharing content

696
00:48:16,320 --> 00:48:20,519
around that particular topic, getting people
to that point where they're ready to buy.

697
00:48:22,079 --> 00:48:25,119
And then once you close doors,
then you review it and you find

698
00:48:25,159 --> 00:48:30,719
out why didn't people buy, then
you make those tweaks and then you rinse

699
00:48:30,760 --> 00:48:34,159
it and you repeat it and you
do it again. Okay, and you

700
00:48:34,159 --> 00:48:37,039
can do this a few times a
year, and then when you're not launching

701
00:48:37,039 --> 00:48:39,760
in between launchers, so like when
you're each time you're launching, you bring

702
00:48:39,840 --> 00:48:43,679
in a nice cash injection, and
then in between launches you can chill.

703
00:48:44,920 --> 00:48:47,320
So I structure my year. The
first thing I'm doing when I'm planning my

704
00:48:47,400 --> 00:48:50,400
year is I'm like, cool,
what months do I want to take off?

705
00:48:51,199 --> 00:48:54,719
And then how can I structure my
live launches so that I'm not teaching

706
00:48:54,880 --> 00:48:59,679
live cohorts when I want to be
offline. So for example, I'm buying

707
00:48:59,679 --> 00:49:01,960
a van and going traveling for a
couple of months later this year. That's

708
00:49:01,960 --> 00:49:07,000
why I'm running launch Magic now instead
of in September like I usually would.

709
00:49:07,280 --> 00:49:10,039
Okay, So that means that now
i'm launching it, I'm teaching it for

710
00:49:10,079 --> 00:49:14,000
three months, and then when this
round ends, I don't have any more

711
00:49:14,039 --> 00:49:17,000
launches for the year. I get
to go and chill and hang out in

712
00:49:17,079 --> 00:49:21,280
the van and driver out Australia.
And then each time you launch, you

713
00:49:21,280 --> 00:49:24,840
can also reuse the same content,
the same messaging, the same sales page.

714
00:49:24,880 --> 00:49:29,039
All of that. You just make
those main tweaks and you can reuse

715
00:49:29,079 --> 00:49:37,920
it eight weeks for the free content. Okay, Oh, good question,

716
00:49:37,000 --> 00:49:39,159
David. No, the ready to
buy column is where they need to be

717
00:49:39,199 --> 00:49:42,599
to be ready to buy. The
free content isn't on that slide. The

718
00:49:42,639 --> 00:49:45,679
free content comes in between. So
what kind of content do you share?

719
00:49:45,559 --> 00:49:50,079
What can you, as the expert
in what you do and tap into what

720
00:49:50,159 --> 00:49:52,159
you know? What do you need
to share to move them from that point?

721
00:49:52,199 --> 00:49:57,360
Aid? At that point? B
okay, and this is you know,

722
00:49:57,400 --> 00:50:00,320
this is one of my students who
said each launch gets easier because I

723
00:50:00,360 --> 00:50:06,639
can reuse and repurpose the pieces of
my launch. Okay, So I really

724
00:50:06,639 --> 00:50:08,880
struggled with the first two rounds of
launching before I realized that creating the program

725
00:50:08,960 --> 00:50:13,559
is probably only ten percent of it, and that ninety percent is the launch

726
00:50:13,599 --> 00:50:16,519
and marketing it. For those of
you who've launched before, you probably already

727
00:50:16,559 --> 00:50:21,159
realized this, right. You probably
realized that, like oh, I thought

728
00:50:21,199 --> 00:50:22,559
that creating it was going to be
the hard part, but actually selling it

729
00:50:22,639 --> 00:50:28,840
launching it's the hard part. I've
launched another two times since doing Launch Magic.

730
00:50:28,880 --> 00:50:31,079
It felt a lot less stressful.
Each launch gets easier because I can

731
00:50:31,159 --> 00:50:37,159
reuse and repurpose the pieces of my
launch. And another student of mine said,

732
00:50:37,239 --> 00:50:39,599
you know, I'm currently in the
runway of my second launch. It's

733
00:50:39,639 --> 00:50:44,480
so easy. I just created my
whole webinar in less than an hour,

734
00:50:44,559 --> 00:50:47,599
whole new topic just inserted into the
template from my last webinar. Right,

735
00:50:49,280 --> 00:50:53,119
it gets easier. Each time that
you launch. You start to reach more

736
00:50:53,159 --> 00:50:57,280
people, and I start to feel
just a little bit more like, ah,

737
00:50:57,360 --> 00:51:00,360
I've got this. The first launch
might feel a little bit like that,

738
00:51:00,639 --> 00:51:02,239
this is scary. I don't know
what I'm doing. I'm figuring it

739
00:51:02,280 --> 00:51:06,559
all out. There's so much to
do. But then it just gets easier.

740
00:51:06,840 --> 00:51:08,280
Once you've created it. The hard
part is done, and now you

741
00:51:08,440 --> 00:51:12,400
rinse and repeat, and you repeat
and you repeat, and you let that

742
00:51:12,480 --> 00:51:17,679
same offer just keep bringing in more
sales. All right, I will do

743
00:51:17,800 --> 00:51:21,920
some questions at the end, because
we've got quite a few questions and we're

744
00:51:21,920 --> 00:51:24,639
getting pretty close to the end.
So great, all right, So can

745
00:51:24,679 --> 00:51:28,480
you see let me know in the
chat? Can you see how live launching

746
00:51:28,679 --> 00:51:30,559
is the most effective way to sell
your office without having to show up and

747
00:51:30,599 --> 00:51:36,360
sell all the time, and how
doubling down on one offer and launching it

748
00:51:36,400 --> 00:51:39,079
a few times a year will help
you to make more profit and help more

749
00:51:39,199 --> 00:51:45,400
people. That repeatable process allows you
to show up in a short period of

750
00:51:45,400 --> 00:51:51,159
time and sell and then you can
chill. And then you do that a

751
00:51:51,199 --> 00:51:52,840
few times a year, and you'll
get more people into your offer because you

752
00:51:52,880 --> 00:51:55,360
actually have a deadline for them to
decide. You're actually helping them to make

753
00:51:55,400 --> 00:52:01,320
that decision. Let me know in
the ch hat Now, I know some

754
00:52:01,360 --> 00:52:05,960
of you already do because you're here, But would you like me to help

755
00:52:06,000 --> 00:52:09,119
you strategize, plan, and execute
your next profitable launch? Would you like

756
00:52:09,119 --> 00:52:13,079
me to share a little bit about
how I can help you with that,

757
00:52:13,440 --> 00:52:15,880
and then we will do the Q
and A at the end as well.

758
00:52:17,599 --> 00:52:22,599
Yes, okay, there we go. All right, So, first of

759
00:52:22,599 --> 00:52:24,760
all, I am going to say
this is not for you if you are

760
00:52:24,800 --> 00:52:29,239
a total launch prom So if you're
already live launching a few times a year,

761
00:52:29,239 --> 00:52:31,159
your launches are scaling really nicely,
and you're really happy with how your

762
00:52:31,199 --> 00:52:36,480
offer is growing, then that this
is probably not for you. If you

763
00:52:36,480 --> 00:52:38,599
have an e commerce store you sell
physical products, or your businesses bricks and

764
00:52:38,639 --> 00:52:42,519
water and you have no plan to
go sell online. This is not for

765
00:52:42,559 --> 00:52:45,960
you. Also not for you if
you just want to put your offer up

766
00:52:45,000 --> 00:52:49,800
on your website and be done with
it. You don't want to actually dial

767
00:52:49,840 --> 00:52:52,679
in a strategic selling system to sell
a launch over and over and over again

768
00:52:52,800 --> 00:52:58,480
and make more sales from your offer. So, whether this is your first

769
00:52:58,559 --> 00:53:02,360
launch or you are ready to scale
an existing offer you've launched before, join

770
00:53:02,440 --> 00:53:07,239
me inside launch Magic to create a
print and repeat launch strategy for more sales,

771
00:53:07,400 --> 00:53:10,760
more on demand cash injections, and
more freedom in your business whenever you

772
00:53:12,039 --> 00:53:15,360
want it. So follow the step
by step process, and by the end

773
00:53:15,440 --> 00:53:19,519
of launch Magic you'll have grown your
email list and your audience with the right

774
00:53:19,519 --> 00:53:22,119
people for your launch. You'll have
created content that primes them to buy when

775
00:53:22,159 --> 00:53:25,840
you open doors, you'll have crafted
a webinar, sales page and card,

776
00:53:25,880 --> 00:53:30,159
open emails engineered to convert, and
you'll have open doors. Right. So,

777
00:53:30,239 --> 00:53:35,719
I structured it over twelve weeks with
the aim that in week eleven you

778
00:53:35,800 --> 00:53:40,519
open doors. Carolyn said, this
is why I loved launch Magic so much,

779
00:53:40,559 --> 00:53:44,519
not just for launching, but it
also gave me the framework for overhauling

780
00:53:44,519 --> 00:53:50,119
the messaging for my whole business,
and this was honestly in probably modules one

781
00:53:50,119 --> 00:53:53,800
and two. By the end of
that you've got that messaging not just for

782
00:53:53,920 --> 00:53:58,599
the particular offer you are launching,
but so that you can confidently go out

783
00:53:58,639 --> 00:54:01,559
there and communicate all of your offers
in your business whenever you are speaking to

784
00:54:01,559 --> 00:54:07,039
a potential client or potential buyer.
By the time we wrap in September,

785
00:54:07,159 --> 00:54:12,119
you will have a simple, sustainable
way to get your offer into the hands

786
00:54:12,119 --> 00:54:17,159
of more right fit customers, over
and over and over again. This is

787
00:54:17,320 --> 00:54:21,440
Jen. She launched a few weeks
before her wedding and ended up having a

788
00:54:21,480 --> 00:54:24,679
thirty thousand dollar launch. So said, I launched a few weeks before my

789
00:54:24,679 --> 00:54:28,280
wedding, so I was really busy, and still my launch were better than

790
00:54:28,320 --> 00:54:30,039
I could have expected in my head. I had a target of around fifteen

791
00:54:30,079 --> 00:54:34,679
to twenty thousand, but it ended
up being a thirty thousand dollar launch.

792
00:54:34,960 --> 00:54:37,960
I'm a serial course buyer, and
Launch Magic is one of the only courses

793
00:54:37,000 --> 00:54:42,000
that I've actually finished. What motivated
me to complete it was knowing that at

794
00:54:42,000 --> 00:54:46,000
the end I could have a real
tangible result. So here's what's waiting for

795
00:54:46,039 --> 00:54:52,599
you inside. So here's the fun
stuff. The pre recorded modules released in

796
00:54:52,639 --> 00:54:54,880
stages. We've got twelve Q and
A calls over twelve weeks. We alternate

797
00:54:54,920 --> 00:55:00,000
the time zones, so half of
the calls are at eight a m.

798
00:55:00,119 --> 00:55:02,320
Which is an hour from now,
So what whatever time it is in your

799
00:55:02,360 --> 00:55:07,880
time's on right now an hour from
that or four pm at the second week

800
00:55:07,000 --> 00:55:09,920
ultimate weeks, So if you're in
Europe, the four pm ones are your

801
00:55:09,960 --> 00:55:14,119
morning. For most of you in
the US, except I think those of

802
00:55:14,119 --> 00:55:19,000
you on pacificalas I forget which times
I think Pacific. For most of you

803
00:55:19,000 --> 00:55:22,559
in the US, eight am is
going to be the better one rather than

804
00:55:22,599 --> 00:55:25,639
four A four pm unless you want
to stay up late. But also you

805
00:55:25,639 --> 00:55:29,079
don't need to come to all of
the calls, so we have a form

806
00:55:29,159 --> 00:55:31,360
where you can submit your questions and
then I answer them at the start of

807
00:55:31,400 --> 00:55:35,400
every call, so that you can
watch back on the recording and you can

808
00:55:35,400 --> 00:55:37,639
get the answer to your question without
having to listen to the whole sixty minutes.

809
00:55:39,159 --> 00:55:44,079
You also get lifetime access to the
course content and any future live rounds,

810
00:55:44,599 --> 00:55:49,039
and you get round the clock access
to your peers in our cozy Facebook

811
00:55:49,079 --> 00:55:52,280
group, our alumnia in there as
well. They have launched, some of

812
00:55:52,280 --> 00:55:55,440
them have launched multiple multiple times,
so it's really nice to have those people

813
00:55:55,440 --> 00:55:59,199
to bounce off, you know,
when you're feeling when you're coming into car

814
00:55:59,280 --> 00:56:01,119
open and you're feeling a little bit
like, ah, I'm nervous. What

815
00:56:01,199 --> 00:56:06,039
if nobody buys being able to hear
from other people in there who've also been

816
00:56:06,039 --> 00:56:08,400
through the same process as you and
having them say, well, look,

817
00:56:08,639 --> 00:56:13,400
she's really normal that you're feeling nervous, and that can make such a huge

818
00:56:13,400 --> 00:56:16,480
difference to your mindset when you are
launching. This is Valentine, one of

819
00:56:16,480 --> 00:56:20,840
my other Launch Magic alumni. She
said, I was worried that launch Magic

820
00:56:20,840 --> 00:56:22,800
would waste a lot of time covering
the basics and things I already knew,

821
00:56:22,800 --> 00:56:27,719
but even module one was a game
changer. So Valentine had already been launching.

822
00:56:27,719 --> 00:56:30,480
She said, I was consistently doing
launches that brought it fifteen to twenty

823
00:56:30,480 --> 00:56:34,159
thousand euros each time, but it
was exhausting and I wanted to have bigger

824
00:56:34,239 --> 00:56:37,679
launches with a bigger impact. So
that I've taken a lot of online courses

825
00:56:37,719 --> 00:56:39,840
about selling and launching strategy, and
this is the first time that it really

826
00:56:40,000 --> 00:56:45,039
works. I followed the launch Magic
strategy posting to social media and emailing my

827
00:56:45,079 --> 00:56:46,639
list, and I hit one hundred
and twenty students, making it a fifty

828
00:56:46,719 --> 00:56:52,280
thousand euro loe. I will say, even though Valentine did social media as

829
00:56:52,320 --> 00:56:57,199
well, you do not need to
show up on social media to find success

830
00:56:57,199 --> 00:56:59,840
with launch Magic. If you look
at my own Instagram, I barely show

831
00:56:59,920 --> 00:57:04,079
up on there, like it's mainly
just repurpose content from my podcast because I

832
00:57:04,119 --> 00:57:07,840
hate social media so on. So
even if you just focus on building your

833
00:57:07,840 --> 00:57:12,280
email list and following the step by
step structure of the emails to send to

834
00:57:12,320 --> 00:57:15,760
your list in launch Magic, that
is enough. You don't have to be

835
00:57:15,800 --> 00:57:20,360
on social media if you don't want
to be okay, how launch Magic plays

836
00:57:20,360 --> 00:57:22,679
out module by modules, So module
one you'll uncover how to communicate with your

837
00:57:22,719 --> 00:57:25,719
audience in a way that has them
thinking, this is what I need right

838
00:57:25,760 --> 00:57:30,079
now, this is what I want
to prioritize spending my money on. You'll

839
00:57:30,119 --> 00:57:32,880
perfect your product messaging so that it's
an easy yes from the right people.

840
00:57:35,239 --> 00:57:37,119
And you know, even modules one
and two right, they are a huge

841
00:57:37,199 --> 00:57:40,320
hit with my students. The people
who've already launched. They have these light

842
00:57:40,320 --> 00:57:45,840
bulb moments like Sam said, just
finished Module two and I'm ready to rewrite

843
00:57:45,840 --> 00:57:51,800
my sales page. Everything is much
clearer now. And when you start sharing

844
00:57:51,840 --> 00:57:55,280
content like what you figure out in
modules one and two, what your brainstoren

845
00:57:55,320 --> 00:58:00,639
modules one and two, You'll notice
that your audience starts to interact with you

846
00:58:00,880 --> 00:58:06,239
in a very different way. Whether
that's your email list or your social media

847
00:58:06,320 --> 00:58:09,920
audience, they'll start to interact with
you in a different way. So Lynn,

848
00:58:10,280 --> 00:58:14,840
in our most recent round of launch
Magic that just wrapped up like last

849
00:58:14,840 --> 00:58:19,239
week. A week before, she
said, I suddenly went viral on Facebook.

850
00:58:19,239 --> 00:58:22,559
Out of years of posting to crickets, suddenly I was getting traction women

851
00:58:22,679 --> 00:58:27,400
asking me for my freebies. I
sent her out six hours on Saturday,

852
00:58:27,440 --> 00:58:30,760
replying it was amazing. My account
went from four hundred followers to now five

853
00:58:30,800 --> 00:58:35,079
thals of four hundred and counting.
But the best part is that people want

854
00:58:35,159 --> 00:58:37,400
my free beat the magician gap once, so I'm filling my list with people

855
00:58:37,440 --> 00:58:43,280
who have the problem. I saw
right. That is what happens when you

856
00:58:43,280 --> 00:58:47,199
start showing up with this strategic kind
of content for your launch. Then in

857
00:58:47,280 --> 00:58:52,119
module three, you'll outline your full
launch plan, complete with your messaging,

858
00:58:52,239 --> 00:58:57,719
pricing details, offer details, strategic
bonuses, all of the things they're outlined,

859
00:58:58,280 --> 00:59:01,239
and you're confident we know what's there, so it feels less overwhelming and

860
00:59:01,320 --> 00:59:06,280
you feel a lot more confident about
what you are selling. In Module four,

861
00:59:06,320 --> 00:59:08,920
you'll learn how to create a launch
lead magnet that attracts the right people

862
00:59:08,960 --> 00:59:15,039
to your email list. So remember
we're going for intentional audience of people who

863
00:59:15,119 --> 00:59:17,639
have the problem, people who are
your ideal client, and then in your

864
00:59:17,679 --> 00:59:22,159
lead magnet, you'll move them closer
to buying your offer. In module five,

865
00:59:22,320 --> 00:59:27,679
you'll write your sales copy the easy
way so you can convert the right

866
00:59:27,840 --> 00:59:31,360
browsers into buyers. In module six, you'll outline a webinar that's engineered to

867
00:59:31,400 --> 00:59:36,559
convert so your audience is primed to
buy. In module seven, you'll create

868
00:59:36,599 --> 00:59:40,119
your game changing webinar so you're ready
to make record sales on card open day.

869
00:59:40,719 --> 00:59:45,400
Module eight you'll promote and deliver your
high converting webinar to a ready to

870
00:59:45,400 --> 00:59:50,199
buy audience. Module nine is cart
open, so this is where doors are

871
00:59:50,239 --> 00:59:53,599
open and we're now looking at how
what kind of cart open sales boosters.

872
00:59:53,639 --> 00:59:58,400
Can we implement what can we do
to make sure we are maximizing the number

873
00:59:58,440 --> 01:00:01,960
of people who are buying once doors
are open? And then Module ten is

874
01:00:02,000 --> 01:00:07,039
all about that review, rints and
repeat. So where can we get how

875
01:00:07,039 --> 01:00:09,480
can we juice this launch? Put
it that way, like, squeeze the

876
01:00:09,480 --> 01:00:13,679
most juice out of this launch so
that the next launch can get even better.

877
01:00:13,760 --> 01:00:15,679
We can convert even better next time. Even if it was super super

878
01:00:15,719 --> 01:00:22,199
super wildly successful, it can always
improve a little bit. This is Rachel,

879
01:00:22,280 --> 01:00:24,039
one of my alumni. She said, I was hoping to get thirty

880
01:00:24,039 --> 01:00:27,880
people signed up. I ended up
having ninety three people sign up to the

881
01:00:27,920 --> 01:00:32,000
course and a revenue of forty one
thousand. Rachel's now gone on. This

882
01:00:32,079 --> 01:00:34,960
was a few years a though.
Now Rachel has gone on to build a

883
01:00:35,000 --> 01:00:40,320
super super successful business. And you
know, at the time when I interviewed

884
01:00:40,360 --> 01:00:43,400
her, she said, this has
been the greatest thing I've done for my

885
01:00:43,400 --> 01:00:49,360
professional development to date. Everyone gets
the master launch Plan, so this is

886
01:00:49,400 --> 01:00:52,239
every single thing that you need to
do in your launch in one spreadsheet,

887
01:00:52,280 --> 01:00:54,480
so you're not missing out on anything. You don't have to worry like,

888
01:00:54,519 --> 01:00:57,480
you don't just sit there being like
oh have I forgotten to do this?

889
01:00:57,519 --> 01:00:59,480
Have I forgotten to do that?
Have I forgotten? It's all there in

890
01:00:59,519 --> 01:01:02,199
the spreadhere. You can take it
all off as you go. We also

891
01:01:02,280 --> 01:01:07,039
have the twelve week Launch Content Plan, so twelve weeks of prompt to get

892
01:01:07,039 --> 01:01:12,039
you thinking of the strategic content ideas
that are going to nurture your audience.

893
01:01:12,079 --> 01:01:15,079
You can use these on social media, you can use them on the podcast,

894
01:01:15,119 --> 01:01:16,360
you can use them to send to
your email list. Wherever you are

895
01:01:16,360 --> 01:01:22,079
sharing content, you can use that. We also have four get It Done

896
01:01:22,159 --> 01:01:24,119
sessions, so two of them at
eight am, two of them at four

897
01:01:24,159 --> 01:01:27,519
pm, so that whatever time zone
you were in, there was going to

898
01:01:27,519 --> 01:01:31,079
be one that works for you.
And basically these are virtual coworking sessions.

899
01:01:31,119 --> 01:01:37,239
They're run by Lauren on my team
and you sit down and you can focus

900
01:01:37,480 --> 01:01:40,079
work on whatever you want through in
that two hours. So students use it

901
01:01:40,159 --> 01:01:45,920
for things like sales pages or writing
emails because they're like, oh, you

902
01:01:45,960 --> 01:01:47,880
know, I find myself procrastinating or
picking up my phone and getting distracted when

903
01:01:47,880 --> 01:01:51,800
I sit down to do these tasks. So when you're on Zoom together,

904
01:01:52,280 --> 01:01:55,639
suddenly everyone else around you is focusing. You focus as well, m zid.

905
01:01:57,079 --> 01:01:59,360
Can I say for anyone who just
hasn't further made it a long to

906
01:01:59,400 --> 01:02:01,400
get it done ze who may have
felt hesitant about what it is, one

907
01:02:01,440 --> 01:02:05,840
hundred percent do it and prioritize these
way you can. They have been a

908
01:02:05,880 --> 01:02:08,039
game changer for me. I go
from procrastination to powering out, power,

909
01:02:08,119 --> 01:02:12,639
open emails, bonuses, content concepts, and more. They've been amazing for

910
01:02:12,639 --> 01:02:16,800
getting into the zone. So there
you go. Everyone also gets this bonus.

911
01:02:16,800 --> 01:02:21,320
So if you have not yet created
your offer, if you're still in

912
01:02:21,360 --> 01:02:23,119
the process of creating a course,
program, membership, whatever it is you

913
01:02:23,159 --> 01:02:28,599
are launching, you get this on
demand workshop. It's three hours. It's

914
01:02:28,639 --> 01:02:30,719
there waiting for you already, so
when you sign up today, it's already

915
01:02:30,719 --> 01:02:34,880
there. You can start going through
it. And basically, this will give

916
01:02:34,880 --> 01:02:37,119
you complete clarity on the idea for
what you are launching. So not one

917
01:02:37,159 --> 01:02:40,199
hundred percent sure what you want to
launch. This will give you the clarity

918
01:02:40,199 --> 01:02:44,800
on the idea. It will give
you that confidence that your audience wants and

919
01:02:44,880 --> 01:02:47,239
needs what you are launching, and
it will give you that week by weeks

920
01:02:47,199 --> 01:02:52,960
structure for creating it while you go
through launch Magic as well. If you

921
01:02:53,000 --> 01:02:57,719
sign up before nine am on the
fifteenth, so that's in twenty no,

922
01:02:58,039 --> 01:03:02,599
forty fifty hours, fifty hours from
now. I hope I've counted that right.

923
01:03:02,639 --> 01:03:06,760
It's currently seven am. Yeah,
fifty hours from now on the fifteenth

924
01:03:06,760 --> 01:03:10,280
of June, fifty hours from now. You'll also get the Launch AI Toolkit,

925
01:03:10,519 --> 01:03:16,320
so I have what's the word programmed. I have set up some AI

926
01:03:16,400 --> 01:03:20,559
tools with I've trained them. That's
what I was looking for. I've trained

927
01:03:20,559 --> 01:03:25,519
some AI tools with my launch strategy
to give you lead magnet ideas that are

928
01:03:25,559 --> 01:03:30,840
strategic, to give you content ideas
that are strategic, to give you short

929
01:03:30,880 --> 01:03:34,360
form video scripts, so if you're
using Instagram reels or TikTok, you can

930
01:03:34,400 --> 01:03:38,159
generate video scripts for yourself. I'm
also given you off the name Generator,

931
01:03:38,239 --> 01:03:43,000
so you're struggling with what to call
your course or your program, your membership,

932
01:03:43,559 --> 01:03:45,960
and if you're struggling with your messaging, I've trained it in the messaging

933
01:03:46,000 --> 01:03:50,159
strategy I use, so that you
can plug it in and it'll spit out

934
01:03:50,280 --> 01:03:54,559
some messaging ideas for you. You'll
also get my digital product Canva templates.

935
01:03:54,920 --> 01:04:00,679
These were designed by my fabulous branding
designer amatroy and you can use these.

936
01:04:00,800 --> 01:04:04,599
You can customize these for your brand, your brand colors and pont and you

937
01:04:04,599 --> 01:04:10,719
can use these for course slides,
webinars, videos, presentations, anything where

938
01:04:10,719 --> 01:04:15,760
you need slides and then in canvas
so they're really easy to edit. So

939
01:04:15,639 --> 01:04:18,280
this is all of what you get
if you sign up in the next fifty

940
01:04:18,280 --> 01:04:20,960
hours. If you were to work
with me one on one to do your

941
01:04:21,039 --> 01:04:26,039
launch strategy, that would cost you
more than five thousand dollars alone, right,

942
01:04:26,079 --> 01:04:29,480
and you're getting five thousand dollars of
value here. There are a couple

943
01:04:29,519 --> 01:04:32,199
of different options for you to sign
up, so if you want it to

944
01:04:32,199 --> 01:04:34,960
pay for, you can go ahead
and do that today two thousand, five

945
01:04:35,039 --> 01:04:39,519
hundred US dollars. We have a
three month payment plan which is nine hundred

946
01:04:39,920 --> 01:04:44,159
times three all. We have a
six month payment plan which is four hundred

947
01:04:44,159 --> 01:04:48,320
and eighty times six. Now,
let me pop up the link that is

948
01:04:48,360 --> 01:04:51,800
there for you if you wish to
join launch Magic, if you sign up

949
01:04:51,800 --> 01:04:56,199
before the end of our Q and
A today, So we've got about twenty

950
01:04:56,239 --> 01:04:58,920
five minutes left, so you've got
if you sign up in the next twenty

951
01:04:58,920 --> 01:05:02,400
five minutes, you'll get a one
on one Launch strategy review. So you'll

952
01:05:02,400 --> 01:05:05,760
get a Google doc to fill out, to copy and paste your launch magic

953
01:05:05,960 --> 01:05:10,239
bits and pieces into, and then
you'll share that Google doc with me,

954
01:05:10,880 --> 01:05:14,440
and I will go through and add
my comments on where I think you can

955
01:05:14,480 --> 01:05:17,519
improve your messaging, where I think
you can improve your content, Where I

956
01:05:17,559 --> 01:05:21,559
think you can improve your bonuses,
your leading magnet, any of those things.

957
01:05:23,079 --> 01:05:25,920
I will give you feedback in your
Google doc. Okay, So,

958
01:05:26,000 --> 01:05:29,000
whether maybe you're stuck on pricing and
you're like, I'm not sure, like

959
01:05:29,119 --> 01:05:30,719
what kind of payment plans do I
offer? I can help you with all

960
01:05:30,760 --> 01:05:34,440
of that in that Google doc.
All right, So here's that link.

961
01:05:34,480 --> 01:05:38,239
If you didn't want to click the
button that's popped up for whatever reason,

962
01:05:38,239 --> 01:05:42,079
maybe you're on your phone, here's
that link if you want to go directly

963
01:05:42,159 --> 01:05:45,760
to that page. Now, big
question that comes up is will this work?

964
01:05:45,800 --> 01:05:49,400
If I have not yet created my
offer, So yes, it will.

965
01:05:49,519 --> 01:05:51,880
You will. Also, I would
suggest that when you join, you

966
01:05:51,920 --> 01:05:58,360
go in and do the clarify,
validate, and roadmap my digital product training

967
01:05:58,440 --> 01:06:00,760
that's in there. That would be
your first port of call for all of

968
01:06:00,760 --> 01:06:03,360
you. When you're enrolled, you'll
have modules one and two waiting for you

969
01:06:03,440 --> 01:06:06,480
there, so jump in and start
on those. But for those of you

970
01:06:06,519 --> 01:06:10,840
who haven't created your offer yet,
start with the Clarify, Validate and roadmap

971
01:06:10,880 --> 01:06:15,719
one. We officially kick off the
first Launch Magic call in just under two

972
01:06:15,800 --> 01:06:18,360
weeks, so if you haven't created
your offer, start working through it now,

973
01:06:18,679 --> 01:06:21,199
because that'll just give you a two
week head start, then on the

974
01:06:21,360 --> 01:06:28,719
twelve week timeline. Eliska so.
Eliska also when she joined launch Magic,

975
01:06:28,760 --> 01:06:31,960
she had no idea what she was
launching right. She didn't know what her

976
01:06:31,960 --> 01:06:36,079
group program was going to be until
I started working through the launch Magic content

977
01:06:36,199 --> 01:06:40,679
and uncovered the perfect idea. When
I signed up for Launch Magic, I

978
01:06:40,679 --> 01:06:44,719
had maybe twenty subscribers on my email
list and two hundred Instagram followers. My

979
01:06:44,800 --> 01:06:46,480
goal was for ten people to buy
my program. I just wrapped up my

980
01:06:46,559 --> 01:06:53,000
first launch and sixteen people signed up. Okay. And then since launching that

981
01:06:53,039 --> 01:06:57,280
workshop, Eliska went on to follow
that framework again and she launched a brand

982
01:06:57,320 --> 01:07:00,760
new membership and in her membership she
said she got fifty sign ups in less

983
01:07:00,800 --> 01:07:09,400
than three hours when that was her
membership launch, and then she launched again,

984
01:07:10,880 --> 01:07:13,039
she said, my initial goal is
fifty sign ups for my brand new

985
01:07:13,039 --> 01:07:15,159
membership. So far I have ninety
three and now I will now try to

986
01:07:15,199 --> 01:07:18,480
hit one hundred signups, which was
originally my goal for December twenty twenty three.

987
01:07:18,760 --> 01:07:23,639
We'll post my final number on Thursday. Final number was one hundred and

988
01:07:23,719 --> 01:07:30,119
fifteen off a goal of fifty signups. She said. I joined launch Magic

989
01:07:30,119 --> 01:07:32,440
in spring twenty twenty two, and
since then, I've brought to my business

990
01:07:32,480 --> 01:07:35,920
four hundred paying clients using the launch
Magic methodology, and it's generated me a

991
01:07:36,000 --> 01:07:41,039
six figure business while having a second
business and a baby. Why do I

992
01:07:41,079 --> 01:07:44,039
share that now because I'm about to
launch my new workshop in October. What

993
01:07:44,159 --> 01:07:46,679
is the first step? Open homework
sheet number one and do the work again

994
01:07:46,880 --> 01:07:51,559
for the fourth time. So launch
Magic is something you come back to again

995
01:07:51,639 --> 01:07:56,639
and again and again. And you
know, I have friends, a really

996
01:07:56,679 --> 01:07:59,880
close friend of mine who actually paid
full price for launch Magic instead of asking

997
01:08:00,119 --> 01:08:03,159
for Mate's rates, like honestly,
one of my best friends. She tells

998
01:08:03,199 --> 01:08:06,920
me, even now, she's been
launching for like years and years and years,

999
01:08:06,960 --> 01:08:11,960
and she still comes back to the
content in launch Magic every time that

1000
01:08:12,000 --> 01:08:15,800
she's launching. Now, for those
of you who are starting out with a

1001
01:08:15,880 --> 01:08:20,840
tiny audience. If you have a
tiny audience or no audience. Remember like

1002
01:08:20,920 --> 01:08:25,359
Alex I showed you earlier in the
training, who had sixteen people on her

1003
01:08:25,359 --> 01:08:28,520
email list when she opened doors and
still ended up having a ten thousand dollar

1004
01:08:28,640 --> 01:08:32,159
launch, You don't need to have
a big audience to have a profitable But

1005
01:08:32,720 --> 01:08:38,239
I have also included this bonus workshop
for training that you'll find waiting for you

1006
01:08:38,399 --> 01:08:42,760
inside launch Magic when you join.
Now it's there waiting for you how to

1007
01:08:42,800 --> 01:08:46,159
fill your launch list with the right
buyers. So this one is there.

1008
01:08:47,359 --> 01:08:53,079
This one's still going to be available
after the webinar, so you don't need

1009
01:08:53,079 --> 01:08:55,920
to rush if you want this one. You get this at any point while

1010
01:08:55,960 --> 01:09:00,560
doors are open. But in this
training, I'll show you the strategies that

1011
01:09:00,560 --> 01:09:03,840
I've used to build my email list
from zero to more than fifty thousand email

1012
01:09:03,840 --> 01:09:08,640
subscribers. This one's waiting for you
there as well when you sign up,

1013
01:09:08,640 --> 01:09:11,159
so you can jump in and start
going through that and get a two week

1014
01:09:11,199 --> 01:09:15,840
head start on building your email list
as well. I do give you two

1015
01:09:15,840 --> 01:09:18,760
weeks to try it all out,
so jump in. You think I'm not

1016
01:09:18,800 --> 01:09:23,479
sure this is giving me what I
need, then you just need to show

1017
01:09:23,520 --> 01:09:26,319
me that you've done the homework.
We can see that you've watched the videos

1018
01:09:26,359 --> 01:09:30,359
in the system, so we just
need to see that you've actually given it

1019
01:09:30,359 --> 01:09:32,079
a go. It's not like,
oh, I changed my mind, I

1020
01:09:32,079 --> 01:09:35,439
don't want to do this anymore.
It's a I've tried it, I've implemented

1021
01:09:35,439 --> 01:09:39,680
it, and that way we keep
you accountable to actually taking action. And

1022
01:09:39,720 --> 01:09:42,159
if you've taken action and you're like, oh, it's not what I want,

1023
01:09:42,600 --> 01:09:45,960
we'll refund you if you let us
know within two weeks. Okay,

1024
01:09:46,399 --> 01:09:49,680
So questions, let's jump in and
answer some of these questions because I know

1025
01:09:50,239 --> 01:09:59,079
we had some. Okay, so
yes, Alexandra, I guess what's part

1026
01:09:59,079 --> 01:10:00,399
of what's tricky is if you're s
selling something for twenty dollars, it seems

1027
01:10:00,439 --> 01:10:03,039
like waiting eight weeks to start testing
it through a long nurture is a long

1028
01:10:03,079 --> 01:10:05,319
time. So the thing is,
if you're selling something for twenty dollars,

1029
01:10:05,359 --> 01:10:08,880
you need to have a really big
audience for it to bring in a decent

1030
01:10:08,920 --> 01:10:13,920
chunk of profit. So for that
to generate ten thousand dollars in your business,

1031
01:10:14,560 --> 01:10:17,000
you need to sell five hundred of
it. And if you're converting,

1032
01:10:17,039 --> 01:10:21,880
say five percent of your audience,
that means you need to have twenty five

1033
01:10:21,920 --> 01:10:26,680
thousand people in your audience to sell
I think, let me get the calculator.

1034
01:10:26,680 --> 01:10:31,000
I'm pretty sure that's right. Five
percent. So what did we say

1035
01:10:31,000 --> 01:10:36,039
five hundred ten thousand people? You
need to have ten thousand people in your

1036
01:10:36,079 --> 01:10:40,439
audience then if you want to make
ten thousand dollars off a twenty dollars offer,

1037
01:10:41,239 --> 01:10:45,840
I generally do not recommend selling low
ticket until you have a higher ticket

1038
01:10:45,880 --> 01:10:50,039
offer that you are launching consistently,
and then the low ticket becomes more of

1039
01:10:50,079 --> 01:10:55,439
a lead generator into the high ticket. So I will just say that so

1040
01:10:55,479 --> 01:10:58,399
that in that eight weeks where you
are nurturing them, it's not just about

1041
01:10:58,720 --> 01:11:00,479
waiting the eight weeks to nurture it. So then growing your audience so that

1042
01:11:00,479 --> 01:11:03,880
when you launch that twenty dollars offer, you have people there to buy it.

1043
01:11:05,039 --> 01:11:11,199
Okay, if you have a membership
platform you want to sell through,

1044
01:11:11,319 --> 01:11:14,439
what happens if only launching a few
times a year, how can they also

1045
01:11:14,479 --> 01:11:16,399
get it at any time? So
it's not doors In that case, you

1046
01:11:16,439 --> 01:11:19,479
wouldn't do a door's open, doors
closed. They can still join at any

1047
01:11:19,520 --> 01:11:24,319
time, but the deadline is,
Hey, if you join in these seven

1048
01:11:24,399 --> 01:11:30,319
days, you get this particular bonus. Okay, So it's not like they

1049
01:11:30,319 --> 01:11:33,600
have to join and then doors close. It's just if there's an incentive for

1050
01:11:33,640 --> 01:11:36,359
them if they're sitting there on the
fence, because this is what happens when

1051
01:11:36,359 --> 01:11:40,600
something's available all the time, People
will sit there on the fence and it

1052
01:11:40,640 --> 01:11:43,880
never feels like the right time because
there's always something else that's a priority for

1053
01:11:43,960 --> 01:11:50,640
them. But then by having a
seven day bonus period, suddenly now it's

1054
01:11:50,680 --> 01:11:54,279
like, oh, I have to
think about do I actually really want to

1055
01:11:54,319 --> 01:11:55,960
do this. If I want to
do this, now is the right time?

1056
01:11:56,000 --> 01:12:01,239
It kind of makes that the right
time for them, okay. Curious

1057
01:12:01,239 --> 01:12:04,000
how to curate your launch list from
your email list and make sure the right

1058
01:12:04,039 --> 01:12:10,279
content is sent to the waitlisters?
So I would generally, mostly I would

1059
01:12:10,560 --> 01:12:15,600
for most launchers, I would send
most of my launch content to my whole

1060
01:12:15,640 --> 01:12:18,479
list and then let them opt out
and say, look, if you know

1061
01:12:18,520 --> 01:12:21,960
that launching isn't for you right now, then you can click here and I'll

1062
01:12:21,960 --> 01:12:26,119
remove you from the emails for this
launch. But they still stay on the

1063
01:12:26,159 --> 01:12:30,920
list, but building your launch list. By when you create that launch lead

1064
01:12:30,960 --> 01:12:34,600
magnet and you create that launch masterclass, that launch webinar, the people who

1065
01:12:34,600 --> 01:12:38,840
sign up for that they are your
launch list. So they are the people

1066
01:12:38,840 --> 01:12:43,680
who you know they've got that problem, they want the solution you've already nurtured

1067
01:12:43,720 --> 01:12:50,680
them. They are the people that
will that are most likely to buy.

1068
01:12:51,199 --> 01:12:55,239
Okay, I've learned from Amy Porterfield
and Jeff Walker this does sound different.

1069
01:12:55,239 --> 01:13:00,319
How does your content differ? So
I don't know Jeff's teaching style as well.

1070
01:13:00,359 --> 01:13:02,119
I know Amy's quite well. I've
been through Digital Course Academy. I've

1071
01:13:02,119 --> 01:13:05,560
been an affiliate of hers. She's
great. Digital Course Academy is more for

1072
01:13:05,600 --> 01:13:09,760
the course creation side of it,
is what I will say. This is

1073
01:13:09,800 --> 01:13:12,680
more for the this is how you
actually sell your course. Hers is more

1074
01:13:12,720 --> 01:13:15,720
of the like, this is how
you create a really good course. And

1075
01:13:15,760 --> 01:13:19,680
I've got a lot of students who've
done both. I've had one student who's

1076
01:13:19,680 --> 01:13:24,560
done Jeff's and they said that this
is a very different, Like it's a

1077
01:13:24,640 --> 01:13:29,680
much more how can I put it? It's less of the like hard sell,

1078
01:13:29,960 --> 01:13:33,079
you know, like that really like
sell it all costs kind of way.

1079
01:13:33,119 --> 01:13:38,359
I'm more of a like cool like, if you want it, you

1080
01:13:38,720 --> 01:13:41,279
I'm going to give you everything you
need to make the right decision. But

1081
01:13:41,319 --> 01:13:43,760
I'm not going to try and sell
you something that's not a good fit for

1082
01:13:43,800 --> 01:13:46,319
you. I'm not going to try
and like, I'm not going to use

1083
01:13:47,000 --> 01:13:54,640
manipulative, gross tactics to get you
in right. So that's kind of not

1084
01:13:54,680 --> 01:13:57,800
saying that Jeff does. But I
have gathered that it's more of a hard

1085
01:13:57,840 --> 01:14:01,800
cell. Is this type of lebinar
necessary to launch using your program? I

1086
01:14:01,920 --> 01:14:04,800
teach it. I do teach webinars
for a launch. However, I do

1087
01:14:04,960 --> 01:14:09,119
say that if there is one part
you're going to skip from the whole program,

1088
01:14:09,159 --> 01:14:12,760
you can skip that part so you
don't have to do a webinar.

1089
01:14:12,800 --> 01:14:17,039
And I have had students who've had
lots of success not using webinars. Alex

1090
01:14:17,039 --> 01:14:20,119
actually, from the testimonial that I
showed you earlier, who launched with a

1091
01:14:20,159 --> 01:14:25,159
small audience and had ten thousand dollars
in sales, she actually did sales calls

1092
01:14:25,199 --> 01:14:28,880
instead of a webinar because she knew
her audience was so small. So you

1093
01:14:28,960 --> 01:14:32,840
can use sales calls instead of a
webinar. However, I will say that

1094
01:14:33,319 --> 01:14:36,239
it depends on why you don't want
to do the webinar. So if the

1095
01:14:36,239 --> 01:14:42,600
reason you don't want to do the
webinar is that you are afraid of it,

1096
01:14:43,640 --> 01:14:45,800
then sorry. I can hear my
dog barking in the background, and

1097
01:14:45,760 --> 01:14:47,560
I think he wants to be let
out, so it's kind of distracting me.

1098
01:14:48,680 --> 01:14:51,640
If the reason you're not doing a
webinars because you're afraid of it,

1099
01:14:53,279 --> 01:14:57,119
then I would challenge you and say, hey, let's do the thing that

1100
01:14:57,119 --> 01:15:00,680
feels really scary and really hard.
But if the reason you're doing it is

1101
01:15:00,720 --> 01:15:04,479
because you don't think it's aligned,
or for some other valid reason, then

1102
01:15:04,520 --> 01:15:12,560
you can skip it. Okay,
So I have an idea of what I

1103
01:15:12,560 --> 01:15:15,399
want to offer, but I don't
know if the content is anything more than

1104
01:15:15,439 --> 01:15:18,039
maybe a small PDF or ebook,
or even how to go about creating the

1105
01:15:18,079 --> 01:15:21,079
course. Does your program help out
with clarifying everything in order to go from

1106
01:15:21,119 --> 01:15:26,199
idea to actual launching. That's in
the Clarify, Validate, and roadmap your

1107
01:15:26,279 --> 01:15:30,279
offer bonus, So when you sign
up, that's sitting there in your podal

1108
01:15:30,279 --> 01:15:32,039
and you can start working through that
as step one. I would recommend if

1109
01:15:32,039 --> 01:15:35,319
you don't have clarity on the idea, go in there and work through that

1110
01:15:35,399 --> 01:15:40,760
as step one. That's what I
go back to a Liska. That is

1111
01:15:40,840 --> 01:15:44,199
what Eliska did. So she didn't
quite know, like she was like,

1112
01:15:44,239 --> 01:15:45,399
oh, I wanted to launch a
group program, but I didn't know what

1113
01:15:45,439 --> 01:15:48,960
it was, and then she went
through that content and the idea came from

1114
01:15:49,000 --> 01:15:53,720
her. It came to her.
So because what I do in the first

1115
01:15:53,720 --> 01:15:58,600
couple of modules is it's such a
deep focus on exactly what that problem you

1116
01:15:58,640 --> 01:16:01,079
are solving through ideal client is.
I give you the frameworks to have those

1117
01:16:01,119 --> 01:16:05,079
conversations with your ideal clients to find
those problems. And when you uncover those

1118
01:16:05,119 --> 01:16:09,760
problems, that gives you a much
deeper understanding of what to actually put in

1119
01:16:09,800 --> 01:16:15,439
your offer, what to actually sell
because the best ideas don't come from in

1120
01:16:15,479 --> 01:16:18,680
here, they come from having those
conversations, and then those conversations spark the

1121
01:16:18,720 --> 01:16:24,079
ideas that are in there. So
yes, it does walk you through that.

1122
01:16:26,319 --> 01:16:31,159
Okay, if you're in a market
where say, as you mentioned that

1123
01:16:31,239 --> 01:16:35,199
twenty dollars is a lot for some
people, are higher ticket offers even possible

1124
01:16:36,479 --> 01:16:42,239
in that case, I would suggest
looking at other markets, like can you

1125
01:16:42,279 --> 01:16:45,720
go upstream, can you sell to
the like can you sell to a slightly

1126
01:16:45,760 --> 01:16:51,920
different but related market. So for
example, if you are teaching, if

1127
01:16:51,960 --> 01:16:57,800
you're teaching art as a hobby,
could you then sell to a related market

1128
01:16:57,800 --> 01:17:00,920
of people who want to start selling
their painting and they have a bit more

1129
01:17:00,920 --> 01:17:04,159
money to spend. Because at the
end of the day, if your market

1130
01:17:04,159 --> 01:17:06,920
doesn't have money to spend, then
it's going to be really hard to build

1131
01:17:06,920 --> 01:17:12,560
a profitable business out of that.
And it's a really tough truth. And

1132
01:17:12,600 --> 01:17:15,680
you can help those people with your
free content. You can help them with

1133
01:17:15,720 --> 01:17:18,680
lower ticket offers that that's probably not
going to be unless you can get a

1134
01:17:18,720 --> 01:17:24,800
massive reach, unless you can be
Spotify that makes multi multibillion dollar business off

1135
01:17:24,800 --> 01:17:28,680
ten dollars a month because they've got
such a big reach, then it's going

1136
01:17:28,760 --> 01:17:34,119
to be really difficult. You really
have to scale that offer. How does

1137
01:17:34,159 --> 01:17:38,720
it work with having a membership and
a course? When do you make the

1138
01:17:38,760 --> 01:17:42,119
offer? You point at the court. So what I do then is I

1139
01:17:42,159 --> 01:17:44,800
structure it. So like for those
of you who follow me who've been on

1140
01:17:44,800 --> 01:17:47,359
my list for a while, you'll
know that I'm launching different things at different

1141
01:17:47,399 --> 01:17:50,319
times, and the content that I'm
sharing relates back to the thing that I'm

1142
01:17:50,359 --> 01:17:55,119
launching. So if I'm launching launch
Magic, the six weeks or so leading

1143
01:17:55,199 --> 01:17:59,039
up to doors open, I'll be
talking about launching on my podcast on Instagram

1144
01:17:59,079 --> 01:18:03,600
all of that, even though Instagram
is repurpose podcast content anyway, So all

1145
01:18:03,640 --> 01:18:06,479
of those things, like it leads
back to that one thing I'm launching.

1146
01:18:08,239 --> 01:18:11,199
So I'm never launching more than one
thing at a time, and that would

1147
01:18:11,199 --> 01:18:13,319
be the same with your course.
So you decide, okay, well,

1148
01:18:13,359 --> 01:18:15,760
i want to launch my course in
I don't know, September and May.

1149
01:18:16,439 --> 01:18:20,159
Great Now you know that in the
time leading up to September and May,

1150
01:18:20,920 --> 01:18:25,199
you're focusing on selling the course,
and then in between it you can launch

1151
01:18:25,239 --> 01:18:29,680
the membership. What to do after
all the bonuses are gone and it's a

1152
01:18:29,720 --> 01:18:36,439
day or two before the course starts, rest, take some time for yourself

1153
01:18:36,479 --> 01:18:41,439
before it starts. That's like the
That's a nice little it's a nice little

1154
01:18:41,479 --> 01:18:45,359
middle ground between like cool. Now
I've wrapped up my launch and that was

1155
01:18:45,680 --> 01:18:48,199
a big push of energy, and
I'm about to go in and teach thing

1156
01:18:48,199 --> 01:18:50,359
and it's going to be another push
of energy. So I'm going to spend

1157
01:18:50,399 --> 01:18:55,960
two days of nothing in my calendar
and I'm going to chill. If the

1158
01:18:56,000 --> 01:18:59,560
low price point is a membership that
the audience doesn't have to be so big,

1159
01:18:59,680 --> 01:19:02,119
right, A twenty five dollars a
month membership that members will ideally stay

1160
01:19:02,159 --> 01:19:05,079
in for a month or more.
Yes. So there's a difference between a

1161
01:19:05,079 --> 01:19:10,079
twenty dollars one off offer versus a
twenty five dollar recurring offer. So we

1162
01:19:10,119 --> 01:19:13,760
think about it in lifetime value.
So let's say that somebody joins your membership

1163
01:19:13,800 --> 01:19:16,239
and on average they are there for
ten months. I would then consider that

1164
01:19:16,359 --> 01:19:20,159
a two hundred and fifty dollar offer
because twenty five dollars times ten months,

1165
01:19:20,800 --> 01:19:25,479
whereas a twenty dollar offer that's a
one off offer. To make that same

1166
01:19:25,520 --> 01:19:30,279
amount of money, you would need
to sell it to ten people. Yeah,

1167
01:19:30,720 --> 01:19:34,399
ten people, rather than just the
one person. Fifteen people, No,

1168
01:19:34,560 --> 01:19:39,119
twelve and a half people, something
like that. Mental math's not strong

1169
01:19:39,119 --> 01:19:44,199
at seven am. Yes, So
it's different with a membership. A membership,

1170
01:19:44,239 --> 01:19:45,920
you can spend a bit more time
and energy to get somebody in because

1171
01:19:45,920 --> 01:19:50,960
they're typically going to have a higher
lifetime value. Okay, I'm a service

1172
01:19:51,000 --> 01:19:57,359
provider wanting to go online initially develop
training exercise program for pregnancy postpartum. Would

1173
01:19:57,399 --> 01:20:00,199
love to eventually develop some kind of
online course, no idea. What does

1174
01:20:00,199 --> 01:20:03,840
your course seem like it would be
a suitable fit. Yes, So when

1175
01:20:03,880 --> 01:20:08,079
you join Aaron, go in through
the Clarify, validate, and roadmap training

1176
01:20:08,079 --> 01:20:11,079
because that will give you that that
will give you the clarity of what the

1177
01:20:11,199 --> 01:20:15,720
idea is. And even if you
come through modules one and like, by

1178
01:20:15,720 --> 01:20:16,960
the time you get to module one
and two, even if you don't know

1179
01:20:17,000 --> 01:20:20,079
what the idea is, still go
through it because it takes you through the

1180
01:20:20,119 --> 01:20:26,880
process of almost ideating that idea from
scratch. I've had so many people who've

1181
01:20:26,880 --> 01:20:30,840
come in even with complete clarity on
what they wanted to launch, people who've

1182
01:20:30,880 --> 01:20:33,399
launched previously, even who've gone through
modules one and two, and they're like,

1183
01:20:33,840 --> 01:20:36,359
I want to change one. I'm
I want to pivot my messaging or

1184
01:20:36,399 --> 01:20:40,399
I want to pivot my office slightly
now because I have so much more clarity.

1185
01:20:40,960 --> 01:20:44,840
So, yes, it does seem
like it would be. If you're

1186
01:20:44,840 --> 01:20:47,000
thinking about switching from one market to
a related market to sell a higher ticket

1187
01:20:47,039 --> 01:20:50,079
offer, is this a good fit. That's what Alex did with the Polarate's

1188
01:20:50,119 --> 01:20:54,760
program. So when I showed you
Alex earlier, she was a Polarate studio

1189
01:20:54,880 --> 01:21:00,760
owner and her audience was previously people
who were interested in doing pilates but not

1190
01:21:00,760 --> 01:21:03,840
people who are interested in or not
people who owned their own studios. And

1191
01:21:03,880 --> 01:21:09,640
then her related audience that she pivoted
to with her program that she launched.

1192
01:21:09,960 --> 01:21:15,520
Those were people who owned studios,
so different but related audience. So yes,

1193
01:21:15,119 --> 01:21:18,760
it definitely can work for that.
How does it help with that related

1194
01:21:18,800 --> 01:21:21,720
audience pivot? So it helps you
to get that clarity on who that ideal

1195
01:21:21,760 --> 01:21:27,119
client within that audience is, the
messaging that or how you're going to communicate

1196
01:21:27,279 --> 01:21:30,479
with those people, figure out what
where they're at that magician's gap, what

1197
01:21:30,600 --> 01:21:34,520
kind of content you need to bridge
that gap, how you create those lead

1198
01:21:34,560 --> 01:21:40,000
magnets with what I call thought reversals
to help bridge that gap, so then

1199
01:21:40,000 --> 01:21:43,760
you can share that lead magnet grow
your list with those that related audience.

1200
01:21:44,359 --> 01:21:48,880
So basically the entire thing. So
it helps with all of the steps of

1201
01:21:48,880 --> 01:21:55,399
that pivot. And if you're doing
an audience pivot, I would almost approach

1202
01:21:55,399 --> 01:21:58,479
it like you're growing your audience from
scratch, So I would come in through

1203
01:21:58,520 --> 01:22:00,760
the I would do the training on
how to grow your launch list as well.

1204
01:22:02,680 --> 01:22:06,399
I imagine all the tech stuff in
particular sales page need or have to

1205
01:22:06,399 --> 01:22:11,079
be ready from the moment you start
launching. No, so the sales page

1206
01:22:11,079 --> 01:22:14,439
and the tech stuff, that's all
part of launch Magic. So I have

1207
01:22:14,520 --> 01:22:16,239
some tech walkthroughs in there that walk
you through how to set up the sales

1208
01:22:16,279 --> 01:22:19,399
page. If you're using a platform
called Kajabi, which is the one I

1209
01:22:19,439 --> 01:22:25,199
love and recommend. I also in
I think it's module five. I have

1210
01:22:25,279 --> 01:22:28,279
this framework for writing the sales page, so you don't need to worry about

1211
01:22:28,279 --> 01:22:32,479
that for a couple of weeks because
the free content that you're posting the call

1212
01:22:32,520 --> 01:22:36,520
to action isn't coming by Yes,
you need to have the sales page and

1213
01:22:38,000 --> 01:22:41,199
all of that ready by the time
you open doors, but that's not going

1214
01:22:41,279 --> 01:22:45,319
to be for another ten weeks.
To what degree does the program help with

1215
01:22:45,359 --> 01:22:50,159
growing your audience, I don't know
if I don't think I've included any on

1216
01:22:50,279 --> 01:22:55,000
these slides, but I will send
I'll send some more testimonials in the following

1217
01:22:55,039 --> 01:22:58,800
days as well with people who have
grown their audience. But I also have

1218
01:22:58,840 --> 01:23:00,680
an extra bonus that I have told
you about yet. It's called the Audience

1219
01:23:00,720 --> 01:23:05,039
Growth Booster. It's thirty days of
daily actions that you can take to grow

1220
01:23:05,079 --> 01:23:11,359
your audience organically. So I believe
in things like reaching out to podcasts,

1221
01:23:11,399 --> 01:23:15,600
media collaborations, all of that as
a great way to grow your audience.

1222
01:23:15,239 --> 01:23:21,279
And I've included templates and daily actions
that you can take to to implement those

1223
01:23:21,319 --> 01:23:27,760
things to grow your audience. So, yes, open doors is the moment

1224
01:23:27,800 --> 01:23:29,960
of the webinar. Open doors can
be whenever you want it to be.

1225
01:23:30,119 --> 01:23:33,720
I always open doors during my webinars. Is that's usually when the doors open

1226
01:23:33,800 --> 01:23:36,600
for me. If you're not doing
a webinar, it can be whatever date

1227
01:23:36,640 --> 01:23:41,880
you decide you'd be like, yep, open doors is that date. So

1228
01:23:42,000 --> 01:23:44,880
open doors is the point where you
are starting to now sell your offer.

1229
01:23:45,279 --> 01:23:54,640
Okay, hopefully that makes sense,
all right? Any other questions? Any

1230
01:23:54,640 --> 01:24:00,199
other questions before I go for my
dog walk? No, we're good,

1231
01:24:00,520 --> 01:24:03,199
Okay, Oh, here we go. How do you think about ROI?

1232
01:24:03,920 --> 01:24:09,920
I like to think of ROI in
terms of not just the return on money

1233
01:24:09,960 --> 01:24:14,520
invested, but time invested as well. So, but also if you think

1234
01:24:14,520 --> 01:24:17,439
about it over the term of the
entire offer, not just the first launch.

1235
01:24:18,000 --> 01:24:20,920
So you might have a let's say
your first launch is quite small and

1236
01:24:20,960 --> 01:24:25,279
it's like five thousand dollars. You
might be like, well, that wasn't

1237
01:24:25,319 --> 01:24:27,960
worth the time that I put in
to create my sales page, my emails,

1238
01:24:28,000 --> 01:24:30,319
all of that. But now you
think about it, you've built an

1239
01:24:30,319 --> 01:24:32,600
asset in your business, that sales
page, those emails, the content.

1240
01:24:32,680 --> 01:24:36,399
You can reuse that again. So
then the next time you launch it might

1241
01:24:36,439 --> 01:24:41,359
be a ten thousand dollar launch.
That you're spending less time on that second

1242
01:24:41,439 --> 01:24:44,640
launch because you've already created the things
in that first launch. So it's really

1243
01:24:44,680 --> 01:24:47,600
difficult to measure the return on that
time, but it is something to think

1244
01:24:47,640 --> 01:24:57,359
about. Caitlin, you're in yay, okay? Is the timeline starting with

1245
01:24:57,399 --> 01:25:00,439
the webinar six weeks before starting the
course? No? So okay, So

1246
01:25:00,520 --> 01:25:02,880
the timeline would look a little bit
late. Let me map it out.

1247
01:25:02,960 --> 01:25:05,920
So let's say you were to start. Let's say you would sign up for

1248
01:25:05,960 --> 01:25:09,960
launch Magic and start today. You'd
jump in, do modules one and two,

1249
01:25:10,600 --> 01:25:15,039
and then you would start sharing free
content and share and creating your lead

1250
01:25:15,079 --> 01:25:18,720
magnet, growing your email list,
and you do that for say eight weeks

1251
01:25:18,840 --> 01:25:23,840
while you are creating your sales page, mapping out your webinar, creating all

1252
01:25:23,880 --> 01:25:27,680
of the various bits of your launch. Then let's say ten weeks from now,

1253
01:25:28,520 --> 01:25:31,359
you do your webinar, and then
doors open and doors are open for

1254
01:25:31,680 --> 01:25:36,640
seven days to I would generally say
no more than like ten fourteen is I've

1255
01:25:36,640 --> 01:25:40,359
done fourteen days before? It is
a killer. It's a long time.

1256
01:25:40,680 --> 01:25:44,800
So like seven to ten days of
doors open and then doors close, That's

1257
01:25:44,840 --> 01:25:49,119
how I would do it. Okay, what happens if I've already made a

1258
01:25:49,119 --> 01:25:51,960
few mistakes with my launch, like
having no deadline and getting my client to

1259
01:25:51,960 --> 01:25:56,279
bite, well, I mean step
one is learn from the mistakes, which

1260
01:25:56,319 --> 01:25:59,399
it sounds like you like you know
now that they are mistakes, you won't

1261
01:25:59,399 --> 01:26:03,319
make those mistake again. So that's
a great time to come in to launch

1262
01:26:03,359 --> 01:26:08,680
Magic, right because you've already got
the I'm assuming you've already got the offer

1263
01:26:08,680 --> 01:26:12,000
if you've launched it before, and
now you know what those mistakes are,

1264
01:26:12,199 --> 01:26:15,239
so you can go through that whole
program keeping the mistakes at the back of

1265
01:26:15,319 --> 01:26:18,840
your mind. There's also a goal
setting worksheet at the start of module one.

1266
01:26:19,279 --> 01:26:23,760
But in that goal setting worksheet,
there's also a launch review worksheet,

1267
01:26:23,760 --> 01:26:26,960
so if you've launched previously, you
can go through and plug in the numbers

1268
01:26:27,000 --> 01:26:30,640
and answer the questions from your last
launch and see if there's any other juice.

1269
01:26:30,800 --> 01:26:34,039
That always there's more juice you can
squeeze from that last launch, any

1270
01:26:34,039 --> 01:26:39,840
other lessons you can get out of
that launch. What kind of support exists

1271
01:26:39,880 --> 01:26:44,079
after the first twelve weeks? So
what we do is the community's there for

1272
01:26:44,119 --> 01:26:45,840
the twelve weeks, The calls are
there for the twelve weeks, then we

1273
01:26:46,000 --> 01:26:49,840
archive of the group, We pause
the group in between rounds, and then

1274
01:26:50,079 --> 01:26:53,479
the next time I run it,
which will be in twenty twenty five,

1275
01:26:54,159 --> 01:26:56,960
generally start of twenty twenty five,
I do a start of the year and

1276
01:26:57,000 --> 01:27:00,199
then like a mid to late year
round. Then you can come back all

1277
01:27:00,239 --> 01:27:05,159
of those live calls and the community
gets unpaused for the twelve weeks. But

1278
01:27:05,239 --> 01:27:08,960
the main Yeah, the idea is
that you'll launch in that twelve weeks,

1279
01:27:09,000 --> 01:27:14,000
so you won't need support in between
the live rounds. How many people are

1280
01:27:14,079 --> 01:27:19,079
usually in the program and the calls, So in the calls usually like I

1281
01:27:19,159 --> 01:27:23,880
mean, we've had calls where we've
had fewer than ten people, So it

1282
01:27:23,920 --> 01:27:26,840
depends on the time, Like the
afternoon. The four pm calls tend to

1283
01:27:26,880 --> 01:27:30,439
have fewer people just because most of
my students come to the morning ones.

1284
01:27:30,479 --> 01:27:34,439
But we've had calls where people have
literally had like ten minutes of my time

1285
01:27:35,119 --> 01:27:39,640
each of just like focused coaching,
it's not like you're there competing against a

1286
01:27:39,720 --> 01:27:44,159
thousand people. How many people are
usually in the program, it is difficult

1287
01:27:44,199 --> 01:27:48,720
to say. So we've had more
than three hundred and fifty people so far,

1288
01:27:49,640 --> 01:27:53,720
and obviously all of those alumni can
come back to the live course,

1289
01:27:54,520 --> 01:27:57,760
So sometimes we have more alumni come
back, others don't. Sometimes we don't

1290
01:27:57,800 --> 01:28:00,199
have others come back. I will
say that this is going to probably be

1291
01:28:00,239 --> 01:28:04,640
a smaller round just because it's earlier
than when I would normally run it.

1292
01:28:04,680 --> 01:28:09,560
We've only just wrapped up the last
round, and because this one's quite close

1293
01:28:09,600 --> 01:28:12,279
to that end of the last round, I suspect this will be a smaller

1294
01:28:12,359 --> 01:28:16,000
round because most people have joined back
in February, So if you did want

1295
01:28:16,039 --> 01:28:19,680
to get more support, this is
a good round to join. So yeah,

1296
01:28:19,960 --> 01:28:25,079
usually like let's say maybe twenty.
I don't think we've ever had more

1297
01:28:25,119 --> 01:28:28,640
than fifty people on a call,
and every question gets answered, Like there's

1298
01:28:28,680 --> 01:28:32,439
never ever been a call where anybody
has not had their questions answered. All

1299
01:28:32,560 --> 01:28:39,319
right, any last questions before I
wrap up? And if you have any

1300
01:28:39,359 --> 01:28:44,199
other questions. Best place to reach
out is via email Hello at Stephtaylor dot

1301
01:28:44,239 --> 01:28:46,760
co or support at steph Taylor dot
co. Either of those emails are a

1302
01:28:46,800 --> 01:28:50,359
good place to reach out. Instagram
probably not so much. I don't really

1303
01:28:50,439 --> 01:28:55,319
check my dms that much. I'm
so like over social media at the moment.

1304
01:28:55,319 --> 01:28:58,119
I don't know if anyone else.
I'm just like, I do not

1305
01:28:58,239 --> 01:29:01,239
want to log in there if I
can avoid it it. So, yeah,

1306
01:29:01,279 --> 01:29:05,000
best place is email, So you're
over it as well? Yes?

1307
01:29:05,880 --> 01:29:11,920
Awesome? Well is it possible to
make any changes three weeks to an upcoming

1308
01:29:11,960 --> 01:29:15,319
event? I mean you can make
some changes, I think if you're three

1309
01:29:15,359 --> 01:29:19,800
weeks out, it's going to be
really hard to make a big significant shift

1310
01:29:21,239 --> 01:29:24,880
because you've probably left it a little
bit too late. At that point,

1311
01:29:26,600 --> 01:29:30,079
you can do like some tweaks to
your sales page and your sales emails and

1312
01:29:30,199 --> 01:29:35,079
all of that, but if you
haven't been sharing that content that's nurtured them

1313
01:29:35,079 --> 01:29:38,439
to to that point, b that
point where they need to be to be

1314
01:29:38,479 --> 01:29:42,920
ready to buy. Then it's going
to be challenging to do that in three

1315
01:29:42,920 --> 01:29:45,800
weeks. All right, guys,
I need to go and take my poor

1316
01:29:45,800 --> 01:29:53,079
little barking dog for a walk.
I'll send out the replay as soon as

1317
01:29:53,119 --> 01:29:56,079
it's finished processing, so probably in
like an hour or so you'll get the

1318
01:29:56,119 --> 01:30:00,279
replay. Go back and watch the
replay, Nikola, you joined today,

1319
01:30:00,079 --> 01:30:03,560
So for those of you who have
joined, I'll see you in our first

1320
01:30:03,680 --> 01:30:08,720
Launch Magic call, which is in
just under two weeks, but I'll see

1321
01:30:08,720 --> 01:30:11,800
you in the Facebook group before then. The Facebook group is live and running,

1322
01:30:12,520 --> 01:30:15,079
and if you have questions you're still
on the fans, please reach out.

1323
01:30:15,079 --> 01:30:17,279
Hello, it's Steph Taylor dot co
or support at step Taylor dot co.

1324
01:30:18,119 --> 01:30:21,840
And yeah, have a wonderful day
and I will see you all very

1325
01:30:21,880 --> 01:30:27,880
soon. All right, That is
it for today's special episode. Now doors

1326
01:30:27,920 --> 01:30:30,800
are currently open for Launch Magic.
Head on over to Steph Taylor dot co

1327
01:30:30,960 --> 01:30:34,920
Slash Magic, where you'll find everything
you need to know about the program and

1328
01:30:35,119 --> 01:30:40,039
how you can enroll, and I
will see you all very soon. Thank

1329
01:30:40,039 --> 01:30:41,720
you so much for listening. Catch
you next time.