Why 'Guru Offers' k*ll your agency

Most of the time when gurus sell an offer, there is a huge gap in status between the prospect and the guru, and the offer is basically:

“live my lifestyle and be like me”

Even when it seems like a B2B offer and they aren’t flexing lambo, it’s really just a statusy-flex style offer in a different way.

If you try and sell a ‘Guru Offer’ to a B2B client, you will be quickly put in your place.

For how much information there is about how to make a ‘no brainer offer’ - a lot of it is still done poorly.

I don’t blame Hormozi, I do blame gurus.

Most people teach ‘guru’ style offers that only work when you have a YouTube audience or you rely on referrals.

They don’t work in the real world. They live in Mr Beast world.

Before we talk about exactly how to create a great offer, let me get this fundamental truth out of the way.

When you are selling to referrals and people who already know you, you don’t even need an offer. 

If someone needs a landing page, and they are in your network, you can just say:

“I make landing pages, you want one?”

And they will close for $2500.

If you want to scale your business, you cannot rely on referrals because you eventually run out of people who know who you are.

The problem there is, when you are selling your services to strangers you need an ‘offer.’

Your service is not a good offer. 

EG if your ‘offer’ is:

• “I will make you a landing page” 

• “I will write emails for you”

• “I will run your paid ads”

You can only sell that to people who already know you, and who already want that thing.

Strangers don’t care if you do paid ads.

They are thinking:

“That’s great you do paid ads, but what do I get? What is the outcome? Why should I care?”

The solution here is to determine an outcome you can get for the prospect, for example:

• Landing pages: 10% better conversion rate

• Emails: 30% more conversion rate from email

• Paid ads: 10% lower Cost Per Acquisition

Then focus on getting them to believe it will happen using a guarantee, social proof, and a good sales process.

People worry about being ‘commoditized’ but every service is a commodity until it’s turned into an offer.

A commodity is defined as ‘a useful thing.’ So yeah, paid ads are useful, but what do I get?

If I can get a lower cost per acquisition, that is a desirable outcome which makes it a better offer than just paid ads.

You don’t have to change your service in any way, you just have to create an offer.

That is what Angus did, and he went from 6k/mo to 60k/mo in 6 months.

Just released a podcast interview with him here (link).

We talk about how to stand out, what he did at each stage, and focus.

Enjoy.

Leo