How to Make Offers So Good, That Alex Hormozi Would Buy

I’ve read the book like 100 times, made multiple offers, made good money off them all and here is exactly how I go about coming up, with, pricing, packaging and selling your offer.

First you need an idea, you need something to sell. And there’s two ways to go about finding out what you wanna/should sell. I used a mix of both ways.

The first way: what would be easy for you to start? This is how I started my business and this is what I’d recommend to beginners. Find something others are doing, most likely a service thats cheap to start.

This way you have no huge risk on you in terms of failure and theres gonna be so little friction on how hard it is to make work, so if you can’t make it work, that means you probably wouldn’t have made something bigger work.

The second way is doing something you have experience in. And what I mean by experience is literally anything you have done to either got someone else results/money or you’ve gotten yourself results or money.

For me the main thing was sales, my first job was sales and I used that knowledge to sell for my business. For you it could be fixing cars because you took mechanics class in high school. Or you know how to grow social media accounts because you’ve done it for yourself, etc.

The only thing you wanna make sure of though, is that there’s customers out there for your industry or niche. You want your offer to be something in demand because becoming rich is based on this one thing alone. Scale.

If you can’t sell your offer at scale, you will never be rich.

Focus on scale and you will have all the money you can dream of.

You can either use a combo of the two methods or just do whatever makes the most sense for you.

Ok, so now we have a business, a service, product, or end result that we can give to people, we should start thinking about pricing.

Charge whats fair. Honestly. That’s the best advice I have, but I do have a secret to charging way more than competition while still making it fair for the customer which we’ll go over after this section, for now don’t worry to much about it.

Back on track, heres the next thing you need to do.

Write down what the end goal is for your customer. They buy your service, what do they want out of it and what emotion will your end result provoke?

For us we do window cleaning mainly. The end result is clean windows, they can enjoy their views and their home looks cleaner too, what emotion does this invoke? Depending on the person, maybe Clarity, Happiness, Pride, etc.

It’s less about telling people what they feel when they buy and more about telling a story and letting them feel the end result themselves. This is important because everything we go over for the offer will directly correlate to the likely hood of them buying.

The goal of selling someone is to make them feel like they bought. Not like you sold them, even if that is what happens. And the best way to do that is by making them want your thing and the only way to make someone want your thing is through creating the best offer you can, giving them as much value as you can.

So write down all the benefits they get at the end, the result and the feeling.

The next thing we’ll do to make the offer stronger is… Lower the negatives/risks.

This is Alex’s graph, mine is a bit different but use whichever one makes more sense to you.

Here, we increased the positives now we lower the negatives.

Essentially, if they did the work themselves, or didn’t do it at all, what negatives would they experience?

For our service, they have the risk of injury, spending time, hours in the heat, not the best result, or no result, dirty windows, unhappy wife, etc.

By the way, everything we’re writing is directly what we will use for our sales presentation as well as objection handling, it all comes down to this, so if you haven’t already, start writing this down for your offer/business, even if it’s not a lot.

So essentially by now you have positives/negatives. For the positives you should have the end result they get + how they’ll feel at the end and what they deal with if they don’t buy.

Quick tip, the goal isn’t to sell everyone, it’s to sell those who are interested and can benefit from your offer. Because if I offered window cleaning to someone living out of his car, he wouldn’t see the value, the positives and negatives wouldn’t matter to him. But they would matter to someone who has a home and who has windows because they can look out of it, it’s their biggest investment so they want it clean, etc.

Don’t focus on those who can’t buy/benefit from you, you’ll only go out of business that way.

Since we now have the essentials to our offer, we wanna make it better, like Alex says “Grand slam offer.”

The way that I do this also lets me charge more while still giving a fair price and even standing out from the competition is by giving bonuses.

“As courtesy we’ll do x, y and z for you.” It’s essentially just doing more work which relates to your offer. For my business we clean the screens for free, or sometimes the doors, their trims, tracks, etc.

You also want the bonuses to be something noticeable and that normally you’d charge 5-15% of the original price for. This is what makes them think “wow we’re really getting a good deal” which they are, but now you make more money and also stand out from the competition.

"It’s really coming together now, what we have is amazing so far, but sometimes it’s going to take someone a little extra bit of a push before they buy.

We want to create Urgency so it makes the person actually do it today instead of leave it off for tomorrow.

Second to that, you want a really nice guarantee. That way they think less about the risk (negative) and more on the end result (positive.)

The ways that I use urgency is pretty basic for my industry. We use seasonal Discounts. Some people say that the price goes up after today, which is bs I see through it all. We really emphasis on the Joneses effect.

“9 of the neighbours already got it done…” there’s so many ways that you can make someone want to buy your offer today.

Side tip, stop letting people “think about it,” that’s what someone says when they wanna say no but they’re too polite. Push for the sale, hard close and objection handle instead of being like “yea it’s totally cool hehe.”

“A bird in the hand is worth 2 in the bush.” If they don’t buy after being objection handled the odds of them buying are low. Of course there is exceptions to this rule but don’t count on the exception, if you do let someone think about it, hit them up multiple times after that too. “Hey I’m bumping this up, have you thought about going through?”

You can even throw in some urgency in these messages, “if you wanna get it done, we have X discount if you buy before Y day.”

That was less about the offer and more about sales because too many people suck at it for some reason.

And lastly include a guarantee. This is essentially risk reversal for the customer.

The honest truth is, if your end result is good and you’re confident, add a crazy guarantee. Because this will show that you’re confident and also really calm them down.

Our guarantee is, “we’ll make sure everything looks perfect together before you pay.”

We also have another one where if a window gets dirty again for whatever reason within 3 months we’ll come back out for free to clean it.

And when I really need to push a bit more I’ll give this offer, “if we don’t do it right the first time, I’ll give you a full refund.” This ones ballsy but it works.

The way to come up with the best guarantee for this is to think about the end result you provide and ask yourself “What is the biggest concern I would have before I bought this?”

If you’re a mechanic, your customers biggest concern is “what if the car doesn’t get fixed.” And if you’re a mechanic with a good guarantee you say “if we don’t fix your car/ figure out the problem, we’ll do the work for free.”

Having a guarantee will also make you work better too. At least it did for me, because I do not wanna do free work haha.

Last last step now is to sell it. Write all this on your website, emails, pitch, etc and get in front of people, if you want help knowing how to do that, read this post: Post

If you don’t need it, then thank you for reading, I hope this helps, if it does please share this with someone you’re in business with or a friend you wanna work with.

Have an amazing day, thank you:)