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

by Alex Hormozi

As entrepreneurs, we make bets everyday.

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

The world needs more entrepreneurs. It needs more fighters. It needs more magic. And that’s what I’m sharing with you ― magic.

“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.”

it is far better to have understood why you failed than to be ignorant of why you succeeded.

“Think different.” STEVE JOBS

“Grow or Die” is a core tenet at our companies. We believe every person, every company, and every organism is either growing or dying. Maintenance is a myth.

So, then,what does it take to grow? Thankfully, just three simple things: Get more customers Increase their average purchase value Get them to buy more times

Net profit is what’s left over after all expenses are paid, not just the direct costs of fulfillment.

Having a Grand Slam offer makes it almost impossible to lose.

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

a Grand Slam Offer. 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.

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.

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.

“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)

That’s the power of picking the right market.

Your market matters.

We are not trying to create demand. We are trying to channel it.

The degree of the pain will be proportional to the price you will be able to charge (more on this in the Value Equation chapter). 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 problem for us to solve and charge money for our solution.

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

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

your audience needs to be able to afford the service you’re charging them for.

you want to make sure you can target your ideal audience easily.

Riches Are In The Niches

Simply put, niching down will make you far more money.

You want to be ‘the guy’ who services ‘this type of person’ or solves ‘this type of problem.’

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

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.

“Charge as high a price as you can say out loud without cracking a smile.” DAN KENNEDY

The reason people buy anything is to get a deal. They believe what they are getting (VALUE) is worth more than what they are giving in exchange for it (PRICE).

Warren Buffet said, “Price is what you pay. Value is what you get.”

Dan Kennedy said, “There is no strategic benefit to being the second cheapest in the marketplace, but there is for being the most expensive.”

So the goal of our Grand Slam Offer will be to get more people to say yes at a higher price by increasing our value to price discrepancy.

we will raise our price only after we have sufficiently i...

(think buying $100,000 of value for $10,000). It’s ‘mon...

We are not trying to stay barely above water.

People want to buy expensive things.

Those who pay the most, pay the most attention.

First and foremost, charge a premium. It will allow you to do things no one else can to make your clients successful.

The truth is that 99 percent of businesses need to raise their prices to grow, not lower them.

Profit is oxygen. It fuels the fire of growth.

That being said, anyone can raise their prices, but only a select few can charge these rates and get people to say yes.

The reality is that, yes, you should never charge more than your product is worth. But you should charge far more for your product and services than it costs to fulfill it.

That is the power of value. It unleashes unlimited pricing and profit power to scale your company.

The Value Equation. Once you see it, you can never unsee it.

The Grand Slam Offer only becomes valuable once the prospect perceives the increase in likelihood of achievement, perceives the decrease in time delay, and perceives the decrease in effort and sacrifice.

business owners, it is up to us to communicate these value drivers with clarity to increase the prospect’s perception of these realities.