Speaking about VIP, I think of the EASIEST ways to combine a few of the distinctions I've already shared in this series for "easy money" is to price anchor a VIP option next to your core offer.
This helps to do two things:
- It creates Price Relativity (see Predictably Irrational, Dan Arielly) so people can use the higher price to "compare" and see the value they are receiving.
- It adds fast revenue because SOME people will buy your high-ticket VIP offer!
I always recommend pricing your VIP offer a minimum of 3x the price of your Core Offer and limiting the seats Look at it as a "first class" ticket. It's the SAME "flight" or offer... but... better! More support, convenience, etc.
I first did this many years ago with my course 48 Hour Film School. The product was just $297, but the VIP option was $997. I limited it to 100 seats... and sold it out! TWICE!
On your sales page, use this two column chart to show people VISUALLY how the two options line up.
Every year inside Business By Design, we still do the same thing. The VIP offer changes every year, but we ALWAYS have one. Here's what that looks like:
How you pitch this VIP offer on a Webinar?
Let's say you are pitching your offer LIVE... how do you do it?!
Well, it's simple: ALWAYS lead with the CORE SIGNATURE OFFER. Go through that entire pitch and reveal the price.
Then... pause. All you need is one slide. The script I like to use for this is:
"and if you are like some of my clients who already know that with more support and accountability you'll simply get where you wanna go even faster, than perhaps our VIP option is best for you"
Then, break down what's included and the price.
BONUS:
Post launch you can re-pitch the VIP to your Signature Program clients and get even more sales!
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