The Game with Alex Hormozi The Art Of The Downsell (Service Sale #1) | Ep 182
Feb 21, 2020
Mastering the first sale is crucial for boosting revenue in service businesses. Alex shares a structured sales process that emphasizes starting high, using humor, and building rapport. He explains how anchoring high and strategically downselling can enhance client value and lead to successful sales closures. The importance of client investment and providing genuine value is underscored, along with a math breakdown for maximizing throughput. Tune in for insightful strategies to captivate and retain customers!
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The Downsell Matrix
- Anchor high with your initial service offering, presenting the most comprehensive solution.
- Systematically downsell to less expensive options, making each subsequent offer seem more appealing.
Goal-Oriented Selling
- Start by selling the overall goal (e.g., weight loss), not just a short-term program.
- Transition to a long-term solution, breaking down the cost into smaller, manageable units (e.g., price per week).
Free Trials with Contingencies
- Offer a free trial with specific commitments, like attending workouts and consultations.
- Implement a 'fat tax' or 'motivation tax' for missed commitments to encourage follow-through.