How To Provide Value And Results
In this series of articles, I’ve discussed:
- The Importance Of Funnels
- Your Dream Customer
- Finding Your Dream Customer
- Bait For Your Dream Customer
Bait is the hook, story, and offer you provide to your dream customer. Learn more about these concepts in Russell Brunson’s Book DOTCOM SECRETS.
In this article, I’ll focus on the 4th part of the secret formula: Providing Unique Results And Value
Defining Value
A lot of “guru’s” throw the word VALUE out and rarely define value. They point you to do your research and tell you to find something valuable for your audience.
To a degree, this is true…but we can define value to get a start. From the Oxford Dictionary, we see 2 sub definitions that we can work with:
- The material or monetary worth of something.
- The worth of something compared to the price paid or asked for it.
In both of these, we see there is a monetary element. Value almost always relates to a PRICE, whether actual or perceived.
The idea taught in DOTCOM SECRETS is that value comes when your dream customer sees the outcomes as something of such great value…the price is not an issue.
Provide Unique Results
I will be the first to admit that “unique” may not be as easy to define.
I think just providing the results you promise is a good start. If you can make them unique, then that is wonderful…if not, just make it happen!
Your offer (which we will talk more about later) supports an OUTCOME.
The outcome is what happens when your dream customer completes, buys, or implements your offer.
That is what your dream customer wants – that outcome. Let’s take a look at my example.
Kim SEO Example
In SEO (search engine optimization), the goal is really to rank on the first page of a search result.
For example, if someone searches for “painter”, a local painting company would want to show up on the first page of the search results.
Generally, the idea behind ranking on the first page of search results is that you will generate more traffic, which then means more leads, and assuming your funnel isn’t broken – more sales.
So, what is the promised outcome?
When my dream customer implements my 10 Minute A Month Advanced SEO strategy, they will increase their traffic, leads, and sales. In order to get to this point, they have some work to do – but the outcome my dream customer wants is more SALES (more money).
How Do You Know What Your Dream Customer Wants?
One of the reasons I know what my dream customer wants is because I used to be my dream customer. My husband and I owned a security company and we needed to generate leads.
Paying for leads was costly and risky, so I applied my SEO tactics to our assets and increased our traffic and leads. It was the salesman’s job to close those leads…and that’s a completely different discussion.
I am no longer my dream customer (even though I do use all my own recommendations). More than likely you are NOT your dream customer.
So, how do you find your dream customer’s desires?
You can ask them…or stalk them. Either one works great.
Ask Vs. Stalk
You’re probably going “Kim, you’re crazy! I don’t want to stalk people and how do I ask my unknown dream customers anything?”
So, let me clarify.
Ask: If you already have a built-in audience (Facebook Group, Facebook Page, Instagram Following, Email List, etc.) you can “ask” them by testing your bait! I learned about how your dream customer will VOTE with thier wallet from Stephen in the One Funnel Away Challenge.
Stalk: This is a great way to get started. It’s not really stalking, it’s just finding information. You found where your dream customers hang out, go hang out with them and see what they have to say. Visit a few forums, Facebook groups, etc.
The more involved you get with your dream customers, the more you are to figure out what they need and want. While you get more info on this in the DOTCOM SECRETS Book, there is a great deal of detail in the One Funnel Away Challenge that speeds up the process.
Building A Value Ladder
As we build our offers and create value for our dream customers, we will continue to see the next need.
A value ladder, which Russell describes in much greater detail in DOTCOM Secrets, is where you build a series of levels of value.
For example, getting the free DOTCOM SECRETS book (just pay shipping and handling) is a great value. When you enter into his book funnel, you are at 1 level.
As you progress through his other offers, you will see there are various levels of value. In the book, Russell mentions his highest value offer costs $1 million plus a high percentage of the sales.
There are reasons for this…and we’ll talk more about those when we talk about the value ladder. Next time, we’ll dive more into OFFERS.
About The Author- Dr. Kim Christian
Thanks for taking the time to read my content! I am Dr. Kim Christian, but the only person that calls me that is my daughter when she’s pretending she’s opening a business!
Most people just call me Kim (or mommy when my daughter isn’t playing business owner).
My priority is to help other entrepreneurs and small business owners build sustainable businesses both “in the real world” as well as online!
If you are ready to start building a profitable funnel, get started with the free book (just pay shipping) DOTCOM SECRETS or jump start your funnel building with the ONE FUNNEL AWAY CHALLENGE.
To Your Success,
Dr. Kim Christian
