The Value Equation

Value = (Dream Outcome × Perceived Likelihood) / (Time Delay × Effort & Sacrifice)

• Dream Outcome:
  • The result they truly want (Leads, Revenue, Time Savings)
• Perceived Likelihood of Achievement:
  • Do they believe you can deliver? (Proof, Case Studies)
• Time Delay:
  • How long before they see results? (Faster = Better)
• Effort & Sacrifice:
  • How much work do they have to do? (Less = More Value)

Balancing the Equation:

• No proof? Lower risk and cost.
• Long delivery time? Reduce complexity.
• High effort? Make the result more valuable.

The 4 Pillars of an Irresistible Offer

1. Clear Problem Solved:
   • Real pain points, not just services.
2. Proven System or Process:
   • Show a structured method, not just tasks.
3. Pricing & Terms Match Proof:
   • No results yet? Lower the upfront cost.
4. Taking On the Risk:
   • Make them feel safe saying yes.
   • Refunds, free setup, or pay-per-result.

Early on, the goal is proof, not profit.

What’s Working Right Now

• Done-for-You (DFY) offers are dominating.
  • Results feel easy and low-risk.
  • Clients want solutions — not tasks.