[Transcript starts at 0:40]
Hello, hello, hello, my podcast people. And thank you for joining me for yet another episode of my
favorite online business podcast. If you are listening, tuning in and watching on the day that it
drops, it is Monday, April 20th.
Happy 420, what's up? JK, I have asthma, but I fully support it. I do what you do, literally fully
support it. Northern California.
You can actually get it delivered to your house. Amazing. Uh, but today we are talking about
offers and whether or not you are over complicating yours.
So this episode, 100% inspired by the messaging audits that I've been running. Uh, and I'm fully
going to, once again, to toot my own horn. I love running these and running a bunch of these.
Um, but something that I bring to the table that in my opinion is a bonus is my online business
knowledge and expertise. So yes, when I do an audit, I am looking at your messaging, but I'm
also looking at your offer structure and what makes the most sense in terms of the overall
structure and the positioning of things. One of the things that, or the main thing that inspired this
episode was I was auditing a client's website and realized that part of the reason that they were
having trouble differentiating some of their offers and the clients had expressed confusion about
offers and like, well, what's the difference between this and this was because they were overcomplicating their offers, right? In one part, they were simply offering too many things.
And then another issue they were having is they were breaking things apart, right? Breaking
offers apart only to offer the pieces back in if the client opted in for them. It's too much. So I
helped them organize and tidy up their offers.
And I want to offer lots of offers here, offer an overview of that in today's episode. So before we
jump into all of that, a few life and business announcements. Number one, I ordered a hip ab and
adduction machine off of Gmail.
And you know, I will let you know if I die. So I have been wanting a hip ab and adduction machine
for a long time. I've always loved them at the gym.
Love them. For real, it's just like, I love them. I didn't have the space.
We have a full ass gym built out here. I built it out during COVID and then we moved here. I
bought two more pieces.
We got two more pieces together, actually Lex and I. But other stuff I had brought from the other
gym, I built it out fully during COVID and I love it. Love having the home gym. And I've always
said like, there was a few more pieces that I would love if I have, we have had, you know, the
space.
I would love like a lat pull down. Um, and I would love a hip ab and adduction machine. And you
know, a belt squat wouldn't be the worst thing to have, but that would be like, if we had like a
zillion, a zillion space, but we have tons of like, we have a linear hack press, we got leg
extension, like curl machine.
I would love if it went to be prone and that would be amazing. Um, but we have a rowing machine
and like an actual, we have the ERG, but we have an assault bike, but we have like an actual,
you know, plate loaded rowing machine. So we got a bunch of stuff.
Um, but one of this hip ab and adduction machine and, uh, did a bunch of research and liked
what I saw, actually, if you want, I go and read it all the time. And people had basically nothing
but good things to say about things that they had gotten off of team, right? You know, that you're
not getting a, you know, gym, commercial gym grade quality equipment, but I am not big. Lex is
not big.
And so it's fine. We're not lifting a zillion pounds. I don't need it to be this like crazy thing.
I get most of my stuff historically from, um, Titan. We have a GHD, a back, a back out back as
well, and they all work great. Um, but the, the hip ab and adduction machine from Titan was a
thousand dollars and I was like, immediately fucking no, it doesn't come, it's plate loaded, doesn't
even come with the weights.
Uh, so did a bunch of research, watch a bunch of videos. Y'all know who I am and I will let you
know when it comes and I put it together and how it is, uh, what else? Been busy AF working on
all these website messaging audits. I love them.
They do take a lot of time because they take time and I'm invested and it takes time, um, which
means the price will be going up, right? Just full ass transparency. I've said this from minute
number one. I was like, the price will go up.
I am setting it here to get people through it, to get the results, to get familiar with it, to make sure I
really like this, to figure out the process. And then the price will go up. I've known it from the
beginning and it is going to go up.
So I'm not going to do like a price is going up sale or, you know, announcement, just know that at
some point it's going up. So if you're interested, get in before the price goes up. If you want to
save money, if you don't, that's fine too.
Uh, it is volleyball season, which is dope. Meaning the professional ball on volleyball season in
general, beach volleyball in general, but professionals are out and they're playing, playing
international, uh, Kim, I spoke, I've spoken to her, spoken about her before. She's the
professional, uh, who stays here sometimes she's not playing because she's pregnant, uh, but
she's coaching.
And so she stayed here for a week and her team actually won the AVP league qualifier
tournament this past weekend. Lex and I could not stay to watch the whole thing because I had
audits to come home and work on. We stayed the past two weekends.
Couldn't say this weekend. Um, but it was dope and that was really cool to see. So what else?
We are going back to Gstaad, Switzerland.
We are all set with that. We go, we've gone last year to watch volleyball with Kim. Um, we're
gonna make this year, we're taking some friends and I'm like, super excited about that.
So that'll be in July. Uh, my own personal game. I'm working on some technical things.
I'm always incorporating Matt McKinnis Watson's Plyos, keeping my knees feeling right. If you
don't know who he is, I don't know how you don't know who he is. Uh, but I believe pretty sure I
brought him on the podcast.
If you could link that Courtney. Thank you. Thank you, Jojo.
Um, he's just an incredible human and incredibly smart human. Uh, and his Plyo, like his
approach to plyometrics. He is the Plyo guy.
Don't go anywhere else to learn about them. Um, what else? New couch from Costco. It's great.
And we are watching all the TV in the five minutes when we're not working. Um, I am, you know, I
haven't had nearly as much time as I would like to be doing DJ stuff, but I did upgrade my
software. I use Serato.
I upgraded to the pro version. Thanks a lot. She got me the pro version and it's so good.
It's so fun. Uh, I wish I had more time. I know it's, it's a, we go through seasons and I'm very
grateful to be in this season.
Um, I actually did an episode about this. If you would like that, Courtney, uh, I called it this
slingshot slowdown. And it's like, you know, like you have that slow part where you pull in the
slingshot back and it's just like pause and maybe you don't have a lot of business and you're just
chilling.
You're like, what am I doing? And that was me when I was, you know, switching things and
getting really intensive and, and, uh, uh, Jill and I stopped doing legacy. And so it was just like,
what's going on? And now we, I have slung slingshotted forward and, uh, it's amazing, but it is a
lot. So yeah.
Um, coding stuff. I'm using Claude every single day. I haven't built anything new.
Um, but you can keep up with my AI learnings musings and such over at prompting curiosity. And
other than that, speaking of Jill, uh, she moved away. She moved down to, uh, San Clemente,
like two weeks ago.
At this point, I haven't died yet, but I will keep you posted. Cause it does make me sad, but I'll, I'll
go down and visit her soon. So let's hop into today's main topic, which is, are you over
complicating your offers? So this really comes down to one thing.
Are you offering too many options? Now I am all about over delivering and making certain
accommodations for certain folks and having what I will call an animal style menu. So if you're in
California or if you've ever been to In-N-Out personally, I don't like In-N-Out it's bad, but they have
a menu that's not advertised. It's like a not so secret, secret menu.
And one of the options on there is animal style. So we can get things prepared. I talk, I talk about
this in terms of what we do and saying you could have an animal style menu.
Meaning you can have services that you offer that aren't on your website and that are only
available to certain clients. Typically these clients you've worked with them before, or, you know,
you want them to continue on, but they don't need the full offer. They need that, you know, step
down would, would work well, even though you don't, you don't necessarily have like a full front
facing offer.
So you have your animal style menu, but when you move all of these options and variations to be
client facing and on your actual menu, it creates complexity and many times overwhelm and
decision fatigue for the consumer. I actually made a version of this mistake when I rolled out my
messaging offers. I put out like six new offers at once.
And folks were like, where the fuck do I start? Like, I was like, y'all wanted this, you said you
wanted this. And then, you know, it showed in the results. People didn't sign up for things.
I rolled out the offer. People said they wanted stuff. I rolled out all of these offers.
And then people were like, I want none of it then, because I don't know what I actually need.
Right. When we create offers, when we have offers, we have to remember that we are in the
inside of those offers.
We are close to the things. We understand them. We are the expert on those things.
Folks are coming to us with an issue. They're not familiar with the offers, right? They're not
familiar with the intricacies of the offers. They know that they have a problem.
That they need solved. In addition to a whole ass life that, you know, is throwing whatever at
them. Figuring out the difference between the thing, between your offers can be extremely
difficult.
And even if they are able to figure it out, sometimes they don't know exactly what they need.
They're like, what will solve my problem though? I see you have all this stuff, but like, will it solve
my exact case? My exact thing, my exact problem. Yes.
Discovery calls can be helpful. Here's a side note. I hate discovery calls.
I said what I said. I understand the utility of them, but I hate them. And I will always push folks
and guide folks to just send me an email.
Right. I personally have never wanted a discovery call for any purchase that I've ever made in my
entire life. I don't want to talk about how to get on the phone with you.
I do understand people wanting them and I view it a bit differently. When it is a, what I call a fit
call for a high ticket item, like a mastermind. I also, I have fit calls as the first step for my
messaging month as well.
And this is just to make sure that we're a good fit, right? Because it's a long-term commitment.
And so it's like, are we good fit? I was like, what exactly is the problem you have? What exactly,
you know, am I doing with this? Is this personality-wise, time-wise, expectation-wise a good fit?
Makes total sense. Typically it's a longer commitment.
It's a higher price point, right? Oftentimes you may not know that person as well, as well as, you
know, other people. For anything else, I fucking hate them. I hate doing them.
I never want to go on one. Right. But the point here is to encourage you to make it as easy as
possible for folks to be a hell yes, when they hit the page and they look at the offer.
And to me, that starts with simply simplifying your offer. So when I say simplifying your offers, I'm
thinking of two main categories or two main approaches, right? Number one, simply offering less
shit within the offer, right? Folks tend to think that more stuff equals more value, and that is
incorrect. Guaranteeing, promising an outcome that is what equals more value, right? So focus
on exactly what is required in order to get folks the outcome that you promised and the outcome
that they want.
And just offer that and just deliver that. You don't need all this superfluous other shit. The second
thing, the second thing that simplifies an offer is simply being decisive in your service
prescription.
Meaning, Jill says this all the time, and I totally agree. People want to be bossed around. Not,
they don't want to be like bitched at, but they want to be bossed around.
Just tell me what to do. People will literally be like, just tell me what to do. That's why they're
coming to you.
There's nothing wrong with that. When you have this on your site, right? When you have on your
site, well, you could do this or you could do this, but you can also do it this way and then add this
thing that adds so much complexity and so much friction that folks are like, I don't even want it at
all. Right.
I don't even want it at all. If you are a business owner, understand that the offer is the offer. Set
up each offer in the way that gets the best results for your customers and also fits the best for
how you want to be working.
So example, with my own stuff, my messaging, my website messaging audit, for my website
messaging audit, the process is there's this very extensive intake form that the client fills out. We
then go and do an intake call. I then run the audit.
I then send them the audit along with a video overview and a written overview. From there, they
have two weeks of support to make any and all changes that I have recommended. And we go
back and forth.
And if I was to switch this and be like, well, I could send you a video audit if you want, or I could
do it written, or I could do it via the rattle feedback program that I like. Uh, and then the support
can be one week or it could be two weeks, or we could do, you know, Voxer, or we could just do
email. Suddenly you even hear me saying that I, as I'm saying it, I'm like, I don't even want to
fucking offer this.
And if I was the person on the end, I would hang up. I would just be like, get out, get me out of
here. I don't even want the offer anymore.
Right. Folks know that they have a problem that they want solved. You tell them exactly how you
will solve it.
That's it. Right. For those of you that are worried about, and I hate this fucking place.
I hate it. For those of you that are worried about leaving money on the table, I hate it. I, I hate it.
But if you are legit worried about that, and you're like, I'm leaving money on the table, if I don't
give them all, if I don't have all the options, so this person can do this and this person can do this,
I promise you, you are honestly leaving more money on the table because folks are not even
signing up at all because they are just overwhelmed and confused. Worth noting. And maybe this
will give you like some peace.
You can change the offer after it's been launched. I did that for my website messaging audit. I
added that intake call.
I didn't have that intake call for my first three beta testers. I will likely be changing the support
window moving forward and making it longer. Also, I said before I'm raising the price, but it feels
like it will make way more sense to have that longer support window, um, give people more time
to work on, on the site, but I will not be adding these as options.
It won't be like, well, you can have two weeks of support or three weeks or four weeks. No, I will
make the change. I will decide.
And that will become the new version of the offer. Plain and simple being very decisive with the
prescription of that offer. I'm not offering them a million things with it.
Simplifying that shit, keeping it simple. Right. And then the actual prescription of it.
Very straightforward, very simple. So if you are getting any kind of feedback that folks are
confused about your offers, and oftentimes this looks like folks saying, I'm not sure where to start,
or perhaps more commonly, I'm not sure the difference between this and this. Consider
simplifying your offers.
All right. Looking at the time, happy with that. We're going to wrap it up there.
Again, I'm going to plug because I want to help you, you folks, and I'm loving running them. If you
want help with the messaging on your website, you're doing a revamp, or you're just like, Hey, I
want to refresh. Or you're just like, actually, this doesn't communicate what I want it to be
communicating.
I would love to help you out. You can head to the website. Uh, it is called the website messaging
audit.
Uh, we'll link it in the show notes as well. Uh, the URL would be themovemyshow.com forward
slash website dash messaging dash audit. Uh, you can check that out.
We'll link that. Thank you, Courtney. Thank you, Jojo.
And, uh, as always endlessly, endlessly. One more time. I had to think about it.
Like, do I want to say anything else? No, I don't. Endlessly, endlessly. One more time.
Endlessly appreciative for every single one of you. Until next time friends, Maestro out.
Watch this episode on YouTube!
Check out my website messaging audit
MOTM #565: Hopping Never Leaves the Program with Matt McInnes Watson
MOTM #694: The Slingshot Slowdown
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