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Welcome to the audiobook experience of my book High-Value Offers: How to Create Desire and Turn Your Course Idea into The Dream Offer for Your Ideal Student.

It’s time for the final stage of the Dream Offer Method – Action. Now that you’ve presented the value of your offer and have made it as desirable as possible, it’s time to encourage your ideal students to take action. In this part, we’ll talk about 2 of the main elements of your offer – scarcity and urgency (these go together), and objections.

Scarcity and urgency are something you’ll utilize when you launch, they are sales techniques that work really well. And sales objections are any reason the potential buyer has for not buying your product. Learn more about them, why they are a good thing, the different types of objections and how to handle them well.

Tune into the episode below:

Scarcity & Urgency

The benefits of scarcity and urgency include: increasing sales; giving people a reason to act now; making your product more exclusive; increasing desire again as your offer now becomes time-limited and not something everyone can have at any moment; and your launch can be much more exciting.

Scarcity is about people’s desire to acquire something limited and their fear of missing out.

For a course, it could be limiting the number of spots you open for the program or the number of students you let in. A good reason for that could be the fact that you want to work with a small group of people so you can focus on their needs and individual progress, so you can serve them better and so they feel supported and have a better experience.

It could be that you offer a special bonus for your course, such as a coaching call or 1:1 Voxer support, but because you invest your time in this and you can’t do it for everyone, that bonus is only available for let’s say the first 10 people who enroll.

You can also release an offer that will never be available again. That’s a pretty good reason for people to act now, because it’s literally now or never.

Urgency in sales means giving people a reason to act now, it’s time-based. The most common ways are by closing the doors of your program after a few days or increasing the price tomorrow. This is when you use time-sensitive bonuses. One example could be removing a special bonus after 24 hours.

To show urgency, you use numbers, a countdown timer, many reminders especially in the last few hours before the offer disappears.

For maximum effect, use both urgency and scarcity to enhance your offer. Let me share some examples.

Handling Objections

Objections are a good thing because they usually come from people interested in your offer and who are considering buying it. So don’t be quick to think that someone doesn’t want it at all if, for example, they say it’s too expensive or they don’t have the time to complete a course. These are actually two common objections and in a bit you’ll see how to easily handle them.

You can’t skip the objection handling part, though, as you’ll leave your potential students one step away from purchasing. 

Before making a sale, you’re there to support them, to guide them while they decide if this is for them, if it can work for them, and if the investment is worth it.

I invite you to see objections not as obstacles but as opportunities. Each is a chance to learn more about your ideal student, perfect your messaging or any other part of your offer, and create a better sales page.

You’ll eventually start noticing the same types of objections over and over again and you’ll get good at handling them before the person has even expressed it. That’s how you get better at selling.

In the beginning though, you might not know why your audience isn’t buying. If you aren’t in contact with them and there’s no easy way for them to leave feedback, you can only guess what those objections are. Now I’ll prepare you for the most common ones, but keep in mind that your ideal student can have more specific ones. 

The sooner you uncover them, the sooner you can handle them and present people an offer that they have no doubt about.

Here’s something important I learned from James Wedmore, one of my business mentors: Every question a potential customer asks you is actually an objection. And behind each is a belief. 

So instead of just answering their questions, your goal is to uncover the belief that causes each objection and reframe it for them. Give them a good enough reason why it’s not true or an example of why it could actually work even though they don’t have proof. Remind them that if they haven’t succeeded yet, or if other courses haven’t helped them before, it doesn’t mean this will be the case now.