$100M Offers: How To Make Offers So Good People Feel Stupid Saying No

by Alex Hormozi

Given a 10 percent chance of a 100 times payoff, you should take that bet every time. But you're still going to be wrong nine times out of ten . . . We all know that if you swing for the fences, you're going to strike out a lot, but you're also going to hit some home runs.

Given a 10 percent chance of a 100 times payoff, you should take that bet every time. But you're still going to be wrong nine times out of ten . . . We all know that if you swing for the fences, you're going to strike out a lot, but you're also going to hit some home runs.

Here’s a life hack I discovered a long time ago….If you listen to the audiobook while reading the ebook or physical book you will increase your reading speed and retain more information. The contents are being stored in more places in your brain. This is how I read most things worth reading.

Here’s a life hack I discovered a long time ago….If you listen to the audiobook while reading the ebook or physical book you will increase your reading speed and retain more information. The contents are being stored in more places in your brain. This is how I read most things worth reading.

“Magic will find those with pure hearts, even when all seems lost.” Morgan Rhodes

“Magic will find those with pure hearts, even when all seems lost.” MORGAN RHODES

“Make people an offer so good they would feel stupid saying no.” Travis Jones

“Make people an offer so good they would feel stupid saying no.” TRAVIS JONES

He looked at me soberly and said: “Make people an offer so good they would feel stupid saying no.” I nodded, wrote it down, underlined it, and circled it. And with that, my entire worldview of selling was transformed.

He looked at me soberly and said: “Make people an offer so good they would feel stupid saying no.” I nodded, wrote it down, underlined it, and circled it. And with that, my entire worldview of selling was transformed.

The only way to conduct business is through a value exchange, a trade of dollars for value. The offer is what initiates this trade. In a nutshell, the offer is the goods and services you agree to give or provide, how you accept payment, and the terms of the agreement.

Dr Burgelman, a famous Stanford business school professor said, it is far better to have understood why you failed than to be ignorant of why you succeeded.

Not enough clients Not enough cash (excess profit at the end of the month)

As Einstein says, “never memorize anything you can look up.”

What this means is, if your company isn’t growing, it’s dying. This is a sobering reality for many of us. I learned the hard way, and my businesses suffered for a long time because of it.

The stock market grows at 9 percent per year. If we aren't growing at 9 percent per year, we are falling behind. “Maintenance,” in the most generic sense, would be 9 percent growth year over year.

Get more customers Increase their average purchase value Get them to buy more times

If I sell 10 clients a month, and a client is worth $1,000 to me over their lifetime (through avg cart value x avg number of purchases), then my business will cap at $10,000/mo (10 x $1,000).

having a Grand Slam Offer helps with all three of the requirements for growth: getting more customers, getting them to pay more, and getting them to do so more times.

it allows you to sell your product based on VALUE not on PRICE.

commodities are valued at the point of market efficiency. This means that the marketplace drives the price down through competition until the margins

It’s an offer you present to the marketplace that cannot be compared to any other product or service available, combining an attractive promotion, an unmatchable value proposition, a premium price, and an unbeatable guarantee with a money model (payment terms) that allows you to get paid to get new customers . . . forever removing the cash constraint on business growth.

it allows you to sell in a “category of one,” or, to apply another great phrase, to “sell in a vacuum.”

Increased Response Rates (think clicks) Increased Conversion (think sales) Premium Prices (think charging a lot of money).

If you pay the same amount for eyeballs but 1) more people respond, 2) more of those responses buy, and 3) they buy for higher prices, your business grows.

The fulfillment is the same. But if one business uses a Grand Slam Offer and another uses a “commodity” offer, the Grand Slam Offer makes that business appear as if it has a totally different product — and that means a value-driven, versus price-driven, purchase.

Your Grand Slam Offer, however, forces a prospect to stop and think differently to assess the value of your differentiated product. Doing this establishes you as your own category, which means it’s too difficult to compare prices, which means you re-calibrate the prospect’s value-meter.

This is an example of a commoditized service — normal agency work. There’s a million of them, and they all look the same. Commoditized businesses and offers have a harder time getting responses from ads because all their marketing looks the same as everyone else's. Note: It all looks the same because they are all making the same offer. You pay us to work. We do work. Maybe you get results from that work. Maybe you don’t.

We want to make an offer that’s so different that you can skip the awkward explanation of why your product is different from everyone else’s (which, if they have to ask, then they are probably too ignorant to understand the explanation) and instead just have the offer do that work for you. That’s the Grand Slam Offer way.

Pay one time. (No recurring fee. No retainer.) Just cover ad spend. I’ll generate leads and work your leads for you. And only pay me if people show up. And I’ll guarantee you get 20 people in your first month, or you get your next month free. I’ll also provide all the best practices from the other businesses like yours. Daily sales coaching for your staff Tested scripts Tested price points and offers to swipe and deploy Sales recordings

“The seed that fell on good soil represents those who truly hear and understand God’s word and produce a harvest of thirty, sixty, or even a hundred times as much as had been planted!” MATTHEW 13:23 (NLT)

The professor smiled and replied, “A starving crowd.”

In order to sell anything, you need demand. We are not trying to create demand. We are trying to channel it. That is a very important distinction. If you don’t have a market for your offer, nothing that follows will work. This entire book sits atop the assumption that you have at least a “normal” market, which I define as a market that is growing at the same rate as the marketplace and that has common unmet needs that fall into one of three categories: improved health, increased wealth, or improved relationships.

The degree of the pain will be proportional to the price you will be able to charge

When they hear the solution to their pain, and inversely, what their life would look like without this pain, they should be drawn to your solution.

I have a saying I use to train sales teams, “The pain is the pitch.” If you can articulate the pain a prospect is feeling accurately, they will almost always buy what you are offering. A prospect must have a painful ...

The point of good writing is for the reader to understand.

The point of good persuasion is for the prospect to feel understood.

mailing lists, social media groups, channels they all watch, etc.

This point is tactical. It is reality, not theoretical. For instance, you may want to serve rich doctors. But if your ads are being displayed to nursing students, your offer will fall on deaf ears, no matter how good it is. Main point: you want to make sure you can target your ideal audience easily. (Clarifying point - there is no issue wanting to serve rich doctors, they are easy to find. This is just illustrative that your promotions must be served to the right audience). 4) Growing

There are three main markets that will always exist: Health, Wealth, and Relationships.

That is the idea. Think about what you are good at in regards to health, wealth, and relationships. Then think about who might value your service the most (is in the most pain), has the buying power to pay what you want (money), and can be found easily (targeting).

Starving Crowd (market) > Offer Strength > Persuasion Skills

If you are in a normal market and have a Grand Slam Offer (great), you can make tons of money even if you’re bad at persuasion. This is most people reading this book. That’s why I wrote it — to help you maximize your success by learning to really build a Grand Slam Offer.

You must stick with whatever you pick long enough to have trial and error. You will fail. In fact, you will fail until you succeed. But you will fail far longer if you keep changing who you market to, because you must start over from the beginning each time. So, pick then commit.

in order to maintain product focus, and high converting messaging, knowing exactly who the product was for was a game changer. It helped us know exactly who we were speaking to at all times.

‘I solve this type of problem for this specific type of person in this unique counter-intuitive way that reverses their deepest fear.”

Second, once you pick, commit to it until you figure it out.

If you try one hundred offers, I promise you will succeed. Most people never try anything. Others fail once, then give up. It takes resilience to succeed. Stop personalizing! It’s not about you! If your offer doesn’t work, it doesn’t mean you suck. It means your offer sucks. Big difference. You only suck if you stop trying. So, try again. You’ll never become world class if you stop after a failed attempt.

So have this skill set — the ability to accurately assess markets by taking into account pain, money, targeting, and growth — in your back pocket so that when lightning strikes, you can make sure it strikes twice.