You need to remember this. A downsell is not about desperation. It's about serving people at different investment levels while building your ascension pipeline. What up y'all? Welcome back to the channel. Welcome to the podcast. Jordan here, your co-host. Today I'm going to share with you exactly how to downsell, okay, how to effectively execute a downsell in a way that doesn't hurt your business or diminish your prospects' ability to get results because that's oftentimes what happens. And the reason I want to share this is because the reality is you're going to get on sales calls with people who want what you have, who need what you have, but simply cannot afford your main program. And then what happens is most coaches let these people just walk away empty-handed. They think, well, if they can't afford my core offer, there's nothing

else that I can do. But what if I told you that there's a strategic way to help these people

and never leave a sales call without creating an opportunity to generate revenue, profit, and

ultimately impact? So that's where a downsell offer comes in. Okay, not desperate discounts or

watered-down versions of your core program, I want to share with you how to

create a proper group offer that serves people who aren't ready for your premium coaching

while also positioning them to ascend to your higher ticket program later. And so today we're going

to dive deep into the downsells, where and when they make sense, what you should do,

what they look like, how much to charge, and the exact scripts to pitch to these prospects without killing your core offer.

All right, the first thing we have to understand is this principle called the 2% rule of

pricing psychology.

Okay, basically what it means is 2% of any audience or any group of people are whales, right?

They're ultra wealthy people who want the best. They want

to pay and buy the most expensive thing. And they're willing to, right? These people oftentimes make up

upwards of 50 to 60% of all of your revenue in your business. So this is where you need to consider

having a VIP tier, a $10, $15, $30,000 offer that positions your core program is like super reasonable by

comparison.

Hermosie talks about this a lot in his book Money Models, right, that I know we're probably

all reading right now or listening to.

It's packaging it so that you have this big 10x price offer so that when you pitch it,

people either go for it, sometimes they will, or it makes your core offer seem much more reasonable. Okay, so I really think you should have a VIP tier, right? And listen, if you want to learn how to do that, how to create a really expensive high ticket offer that you can pitch first, engage the prospect's tonality based on the reaction, you can then transition to your core offer.

Then if they truly can't afford that, you can move to the downsell.

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