100m offers alex hormozi pdf
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In his book, $100M Offers, Alex Hormozi shows you “how to make offers so good people will feel stupid saying no.” The offer is “the starting point of any conversation to initiate a transaction with a customer.” Alex Hormozi shows you how to make profitable offers by “reliably turning advertising dollars into (enormous) profits using a combination of
pricing, value, guarantees, and naming strategies.” Combining these factors in the right amounts will result in a Grand Slam Offer. “The good news is that in business, you only need to hit one Grand Slam Offer to retire forever.” In Section I of $100M Offers, Alex Hormozi introduces his personal story from debt to success, along with the concept of
the “Grand Slam Offer.” Alex Hormozi begins with his story from Christmas Eve in 2016.
He was on the verge of going broke. But a few days later, he hit a grand slam in early January of 2017. In $100M Offers, Alex Hormozi shares this vital skill of making offers, as it was life-changing for him, and he wants to deliver for you. In Chapter 2 of $100M Offers, Alex Hormozi introduces the concept of the “Grand Slam Offer.” Travis Jones states
that the secret to sales is to “Make people an offer so good they would feel stupid saying no.” Further, to have a business, we need to make our prospects an offer: Offer – “the goods and services you agree to provide, how you accept payment, and the terms of the agreement” Offers start the process of customer acquisition and earning money, and
they can range from nothing to a grand slam: No offer? No business. No life. Bad offer? Negative profit. No business. Miserable life. Decent offer? No profit. Stagnating business. Stagnating life.
Good offer? Some profit. Okay business. Okay life. Grand Slam Offer?
Fantastic profit. Insane business. Freedom. There are two significant issues that most entrepreneurs face: Not Enough Clients Not Enough Cash or excess profit at the end of the month Buy $100M Offers on Amazon In Section II of $100M Offers, Alex Hormozi shows you “How to charge lots of money for stuff.” In Chapter 3 of $100M Offers, Alex
Hormozi illustrates the fundamental problem with commoditization and how Grand Slam Offers solves that. You are either growing or dying, as maintenance is a myth. Therefore, you need to be growing with three simple things: Get More Customers Increase their Average Purchase Value Get Them to Buy More Times The book introduces the
following key business terms: Gross Profit – “the revenue minus the direct cost of servicing an ADDITIONAL customer” Lifetime Value – “the gross profit accrued over the entire lifetime of a customer” Many businesses provide readily available commodities and compete on price, which is a race to the bottom. However, you should sell your products
based on value with a grand slam offer: Grand Slam Offer – “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” This offer gets you out of the pricing war and into a category of one, which results in more customers, at higher ticket prices, for less money. In terms of marketing, you will have: Increased Response Rates Increased Conversion Premium Prices In Chapter 4 of $100M Offers, Alex Hormozi
focuses on finding the correct market to apply our pricing strategies. You should avoid choosing a bad market.
Instead, you can pick a great market with demand by looking at four indicators: Massive Pain: Your prospects must have a desperate need, not want, for your offer. Purchasing Power: Your prospects must afford or access the money needed to buy. Easy to Target: Your audience should be in easy-to-target markets.
Growing: The market should be growing to make things move faster. First, start with the three primary markets resembling the core human pains: Health, Wealth, and Relationships.
Then, find a subgroup in one of these larger markets that is growing, has the buying power, and is easy to target. Ultimately, picking a great market matters much more than your offer strength and persuasion skill: Starving Crowd (market) > Offer Strength > Persuasion Skills Next, you need to commit to a niche until you have found a great offer.
The niches will make you more money as you can charge more for a similar product. In the process of committing, you will try out many offers and failures. Therefore, you must be resilient, as you will eventually succeed. If you find a crazy niche market, take advantage of it. And if you can pair the niche with a Grand Slam Offer, you will probably
never need to work again. In Chapter 5 of $100M Offers, Alex Hormozi advocates that you charge a premium as it allows you to do things no one else can to make your clients successful. Warren Buffet has said, “Price is what you pay. Value is what you get.” Thus, people buy to get a deal for what they are getting (value) is worth more than what they
are giving in exchange for it (price).” When someone perceives the value dipping lower than the price, they stop buying.
Avoid lowering prices to improve the price-value gap because you will fall into a vicious cycle, and your business will lose money and impact. Instead, you want to improve the gap by raising your price after sufficiently increasing the value to the customer. As a result, the virtuous cycle works for you, and your business profits significantly. Further, you
must have clients fully committed by offering a service where they must pay high enough and take 10X action required to achieve results or solve issues. Higher levels of investment correlate to a higher likelihood of accomplishing the positive outcome. In Section III of $100M Offers, Alex Hormozi shows you how to make something that good people
feel stupid saying no to and are lined up to buy. In Chapter 6 of $100M Offers, Alex Hormozi introduces the value equation. Most entrepreneurs think that charging a lot is wrong, but you should “charge as much money for your products or services as humanly possible.” However, never charge more than what they are worth. You must understand
the details of value to charge the most for your goods and services. Further, you should price them much more than the cost of fulfillment. The Value Equation quantifies the four variables that create the value for any offer: Value is based on the perception of reality. Thus, your prospect must perceive the first two factors increasing and the second
two factors decreasing to perceive value in their mind: The Dream Outcome (Goal: Increase) – “the expression of the feelings and experiences the prospect has envisioned in their mind; the gap between their current reality and their dreams” Perceived Likelihood of Achievement (Goal: Increase) – the probability that the purchase will work and
achieve the result that the prospect is looking for Perceived Time Delay Between Start and Achievement (Goal: Decrease) – “the time between a client buying and receiving the promised benefit;” this driver consists of long-term outcome and short-term experience Perceived Effort & Sacrifice (Goal: Decrease) – “the ancillary costs or other costs
accrued” of effort and sacrifice; supports why “done for you services” are almost always more expensive than “do-it-yourself” In Chapter 7, Alex Hormozi asks you to leave a review of $100M Offers if you have gotten value so far to help reach more people.
“People who help others (with zero expectation) experience higher levels of fulfillment, live longer, and make more money.” And so, “if you introduce something valuable to someone, they associate that value with you.” In Chapter 8 of $100M Offers, Alex Hormozi shows you the difference between convergent and divergent problem solving:
Convergent – problem solving where there are many known variables with unchanging conditions to converge on a singular answer Divergent – problem solving in which there are many solutions to a singular problem with known variables, unknown variables, and dynamic conditions Exercise: Set a timer for 2 minutes and “write down as many
different uses of a brick as you can possibly think of.” This exercise illustrates that “every offer has building blocks, the pieces that when combined make an offer irresistible.” You need to use divergent thinking to determine how to combine the elements to provide value. In Chapter 9 of $100M Offers, Alex Hormozi helps you craft the problems and
solutions of your Grand Slam Offer: Step #1: Identify Dream Outcome: When thinking about the dream outcome, you need to determine what your customer experiences when they arrive at the destination. Step #2: List the Obstacles Encountered: Think of all the problems that prevent them from achieving their outcome or continually reaching it.
Each problem has four negative elements that align with the four value drivers.
Step #3: List the Obstacles as Solutions: Transform our problems into solutions by determining what is needed to solve each problem.
Then, name each of the solutions. In Chapter 10 of $100M Offers, Alex Hormozi helps you tactically determine what you do or provide for your client in your Grand Slam Offer. Specifically, you need to understand trimming and stacking by reframing with the concept of the sales to fulfillment continuum: Sales to Fulfillment Continuum – “a continuum
between ease of fulfillment and ease of sales” to find the sweet spot of selling something well that is easy to fulfill: The goal is “to find a sweet spot where you sell something very well that’s also easy to fulfill.” Alex Hormozi lives by the mantra, “Create flow. Monetize flow. Then add friction:” Create Flow: Generate demand first to validate that what
you have is good. Monetize Flow: Get the prospect to say yes to your offer. Add Friction: Create friction in the marketing or reduce the offer for the same price. “If this is your first Grand Slam Offer, it’s important to over-deliver like crazy,” which generates cash flow. Then, invest the cash flow to create systems and optimize processes to improve
efficiency.
As a result, your offer may not change, but rather the newly implemented systems will provide the same value to clients for significantly fewer resources. Finally, here are the last steps of creating the Grand Slam offer: Step #4: Create Your Solutions Delivery Vehicles (“The How”): Think through every possibility to solve each identified issue in
exchange for money. There are several product delivery “cheat codes” for product variation or enhancement: Attention: What level of personal attention do I want to provide? One-on-one – private and personalized Small group – intimate, small audience but not private One to many – large audience and not private Effort: What level of effort is
expected from them? Do it Yourself (DIY) – the business helps the customer figure it out on their own Done with You (DWY) – the business coaches the customer on how to do it Done for You (DFY) – the company does it for the customer Support: If doing something live, what setting or medium do I want to deliver it in? In-person or support via phone,
email, text, Zoom, chat, etc. Consumption: If doing a recording, how do I want them to consume it? Audio, Video, or Written materials.
Speed & Convenience: How quickly do we want to reply?
On what days and hours? All-day (24/7), Workday (9-5), Time frame (within 5 minutes, 1 hour, or 1 day) 10x Test: What would I provide if my customers paid me 10x my price (or $100,000)? 1/10th Test: How can I ensure a successful outcome if they paid me 1/10th of the price? Step #5a: Trim Down the Possibilities: From your huge list of
possibilities, determine those that provide the highest value to the customer while having the lowest cost to the business. Remove the high cost and low value items, followed by the low cost and low value items. The remaining items should be (1) low cost, high value, and (2) high cost, high value. Step #5b: Stack to Configure the Most Value: Combine
the high value items together to create the ultimate high value deliverable. This Grand Slam Offer is unique, “differentiated, and unable to be compared to anything else in the marketplace.” Buy $100M Offers on Amazon In Section IV of $100M Offers, Alex Hormozi shows you “How to make your offer so good they feel stupid saying no.” In Chapter 11
of $100M Offers, Alex Hormozi discusses how to enhance the offer by understanding human psychology and habits. Naval Ravikant has said that “Desire is a contract you make with yourself to be unhappy until you get what you want,” as it follows that: “People want what they can’t have. People want what other people want. People want things only a
select few have access to.” Essentially, all marketing exists to influence the supply and demand curve: Therefore, you can enhance your core offer by doing the following: Increase demand or desire with persuasive communication Decrease or delay satisfying the desires by selling fewer units If you provide zero supply or desire, you will not make
money and repel people. But, conversely, if you satisfy all the demands, you will kill your golden goose and eventually not make money. The result is engaging in a “Delicate Dance of Desire” between supply and demand to “sell the same products for more money than you otherwise could, and in higher volumes, than you otherwise would (over a
longer time horizon).” Until now, the book has focused on the internal aspects of the offer. For more on marketing, check out the book, The 1-Page Marketing Plan (book summary) by Allan Dib. The following chapters discuss the outside factors that position the product in your prospect’s mind, including scarcity, urgency, bonuses, guarantees, and
naming. In a transaction, “the person who needs the exchange less always has the upper hand.” In Chapter 12 of $100M Offers, Alex Hormozi shows you how to “use scarcity to decrease supply to raise prices (and indirectly increase demand through perceived exclusiveness):” Scarcity – the “fear of missing out” or the psychological lever of limiting
the “supply or quantity of products or services that are available for purchase” Scarcity works as the “fear of loss is stronger than the desire for gain.” Therefore, so you can influence prospects to take action and purchase your offer with the following types of scarcity: Limited Supply of Seats/Slots Limited Supply of Bonuses Never Available Again
Physical Goods: Produce limited releases of flavors, colors, designs, sizes, etc. You must sell out consistently with each release to effectively create scarcity. Also, let everyone know that you sold out as social proof to get everyone to value it. Services: Limit the number of clients to cap capacity or create cadence: Total Business Cap – “only accepting X
clients at this level of service (on-going)” Growth Rate Cap – “only accepting X clients per time period (on-going)” Cohort Cap – “only accepting X clients per class or cohort” Honesty: The most ethical and easiest scarcity strategy is honesty. Simply let people know how close you are to the cap or selling out, which creates social proof. In Chapter 13 of
$100M Offers, Alex Hormozi shows you how to “use urgency to increase demand by decreasing the action threshold of a prospect.” Scarcity and urgency are frequently used together, but “scarcity is a function of quantity, while urgency is a function of time:” Urgency – the psychological lever of limiting timing and establishing deadlines for the
products or services that are available for purchase; implement the following four methods: Rolling Cohorts – accepting clients in a limited buying window per time period Rolling Seasonal Urgency – accepting clients during a season with a deadline to buy Promotional or Pricing Urgency – “using your actual offer or promotion or pricing structure as
the thing they could miss out on” Exploding Opportunity – “occasionally exposing the prospect to an arbitrage opportunity with a ticking time clock” In Chapter 14 of $100M Offers, Alex Hormozi shows you how to “use bonuses to increase demand (and increase perceived exclusivity).” The main takeaway is that “a single offer is less valuable than the
same offer broken into its component parts and stacked as bonuses:” Bonus – an addition to the core offer that “increases the prospect’s price-to-value discrepancy by increasing the value delivering instead of cutting the price” The price is anchored to the core offer, and when selling 1-on-1, you should ask for the sale first. Then, offer the bonuses to
grow the discrepancy such that it becomes irresistible and compels the prospect to buy.
Additionally, there are a few keys when offering bonuses: Always offer them a bonus. Give each bonus a unique name with the benefit contained in the title. Tell them (a) how it relates to their issue; (b) what it is; (c) how you discovered it or created it; and (d) how it explicitly improves their lives or provides value. Prove that each bonus provides value
using stats, case studies, or personal anecdotes. Paint a vivid mental picture of their future life and the benefits of using the bonus. Assign a price to each bonus and justify it.
Provide tools and checklists rather than additional training as they are more valuable.
Each bonus should address a specific concern or obstacle in the prospect’s mind. Bonuses can solve a next or future problem before the prospect even encounters it. Ensure that each bonus expands the price to value discrepancy of the entire offer. Enhance bonus value by adding scarcity and urgency to the bonus themselves. Further, you can partner
with other businesses to provide you with their high-value goods and services as a part of your bonuses.” In exchange, they will get exposure to your clients for free or provide you with additional revenue from affiliate marketing. The most significant objection to any sale of a good or service is the risk that it will not work for a prospect. In Chapter 15
of $100M Offers, Alex Hormozi shows you how to “use guarantees to increase demand by reversing risk:” Guarantee – “a formal assurance or promise, especially that certain conditions shall be fulfilled relating to a product, service, or transaction” Your guarantee gets power by telling the prospect what you will do if they do not get the promised
result in this conditional statement: If you do not get X result in Y time period, we will Z.” There are four types of guarantees: Unconditional – the strongest guarantee that allows customers to pay to try the product or service to see if they like it and get a refund if they don’t like it “No Questions Asked” Refund – simple but risky as it holds you
accountable Satisfaction-Based Refund – triggers when a prospect is unsatisfied with service Conditional – a guarantee with “terms and conditions;” can incorporate the key actions someone needs to take to get the successful outcome Outsized Refund – additional money back attached to doing the work to qualify Service – provide work that is free of
charge until X result is achieved Modified Service – grant another period Y of service or access free of charge Credit-Based – provide a refund in the form of a credit toward your other offers Personal Service – work with client one-on-one for free until X result is achieved Hotel + Airfare Perks – reimburse your product with hotel and airfare if no value
Wage-Payment – pay their hourly rate if they don’t get value from your session Release of Service – cancel the contract free of charge if they stop getting value Delayed Second Payment – stop 2nd payment until the first outcome is reached First Outcome – pay ancillary costs until they reach their first outcome Anti-Guarantee – a non-guarantee that
explicitly states “all sales are final” with a creative reason for why Implied Guarantees – a performance-based offer based on trust and transparency Performance – pay $X per sale, show, or milestone Revenue-Share – pay X% of top-line revenue or X% of revenue growth Profit-Share – pay X% of profit or X% of Gross Profit Ratchets – pay X% if over Y
revenue or profit Bonuses/Triggers – pay X when Y event occurs Hormozi prefers “selling service-based guarantees or setting up performance partnerships.” Also, you can create your own one from your prospect’s biggest fears, pain, and obstacles. Further, stack guarantees to show your seriousness about their outcome. Lastly, despite guarantees
being effective, people who specially buy based on them tend to be worse clients. “Over time, offers fatigue; and in local markets, they fatigue even faster.” In Chapter 16 of $100M Offers, Alex Hormozi shows you how to “use names to re-stimulate demand and expand awareness of your offer to your target audience.” “We must appropriately name
our offer to attract the right avatar to our business.” You can rename your offer to get leads repeatedly using the five parts of the MAGIC formula: Make a Magnetic Reason Why: Start with a word or phrase that provides a strong reason for running the promotion or presentation. Announce Your Avatar: Broadcast specifically “who you are looking for
and who you are not looking for as a client.” Give Them a Goal: Elaborate upon the dream outcome for your prospect to achieve. Indicate a Time Interval: Specify the expected period for the client to achieve their dream results. Complete with a Container Word: Wrap up the offer as “a bundle of lots of things put together” with a container word. Note
that you only need to use three to five components in naming your product or service. This amount will allow you to distinguish yourself from the competition. Further, you can create variations when the market offers fatigues: Change the creative elements or images in your adds Change the body copy in your ads Change the headline or the
“wrapper” of your offer Change the duration of your offer Change the enhancer or free/discounted component of your offer Change the monetization structure, the series of offers, and the associated price points In Section V of $100M Offers, Alex Hormozi discusses “How to make this happen in the real world.” Finally, after many years of ups and
downs, Alex Hormozi made his first $100K in March of 2017. “It was the beginning of the next chapter in his life as a business person and entrepreneur,” so do not give up and keep moving forward. In the $100M Offers, Alex Hormozi teaches you “how to make offers so good people will feel stupid saying no.” Specifically, he shows you how to set
pricing, make your offer valuable, break your services into several individual parts, and enhance it using psychology.
It is one of the best business books out there! So, I hope you are inspired to get your own copy of the 100 million dollar book, $100M Offers, or check out his website, Acquisiton.com. For further reading on offers, check out The Irresistible Offer (book summary) by Mark Joyner. Buy $100M Offers on Amazon I took home more in a year than the CEOs
of McDonald’s, IKEA, Ford, Motorola, and Yahoo….combined….as a kid in my twenties….using the $100M Offer method. It works. And it will work for you. The room was pitch black. My shoes stuck to a floor covered in dried soda and crushed bits of candy. My nostrils were full with the smell of stale popcorn. We had showed up too late to get good
seats and ended up pressed near the front of the theater. Just a few rows in front of me, the movie’s blazing projection occupied my entire field of view. In the reflected glow, I could see the outlines of Leila’s family’s faces. They may as well have been hypnotized. I envied them. They sat, entranced, soaking in their paid time off for Christmas. Must be
nice. Anybody else would have missed it but Leila, my girlfriend at the time, knew me too well. Anybody else would have thought I was watching the movie, but Leila could tell I was staring blankly at the screen, my eyes not tracking the movie. My face was pale. My cheekbones and jawline appeared gaunt. Weeks of chronic stress had killed my
appetite. I was 23 years old and, to quote Ruth from Ozark, I didn’t know “shit about fuck.” But there I was, in a Las Vegas penthouse hotel room along with ten business owners learning about marketing and sales… in my most-fashionable “beast mode” t-shirt (a shirt I had gotten for free, and one of the five shirts I owned at the time). Truthfully, I
was anxious, self-conscious, and thought I was making a huge mistake. I had paid $3,000 of money I didn’t have to get a seat at the table.
I knew I needed to learn. Everyone there had a business . . . except me. I was planning on starting one, a gym. TJ, the organizer, had multiple successful businesses. While going over the agenda, I remember he made an off-hand comment about making $1,000,000 that year. One.
Million. Dollars. I was spellbound. I wanna be like this guy.
I’ll do anything. The problem was, I didn’t know what any of them were talking about. KPIs? CPLs? Conversion rates? My head was spinning as I pretended like I knew what they were talking about. But I didn’t, and I’m bad at pretending. I had missed a FaceTime call from my father the day before. I didn’t have anything on my agenda for the morning.
So I creakily got up, slid into a hoodie and some sweats, and walked into the hotel hallway to call him back. After the initial pleasantries, he immediately dove into why he was calling — parental concern. “I saw the picture you posted of all your clients . . . ” he said, but in an unusually concerned tone. “I thought the event was for all your highestpaying clients? I didn’t know it was a big event. It looked like you had a thousand people there!” Alone in the hallway and struggling to shake the heavy weight of exhaustion still, I tried to gauge where his concern was coming from and what he was getting at.
I had explained this all to him already.
“It was only for our highest-level clients, that wasn’t all our clients,” I said. “Just the ones who pay $42,000 a year . . . our Gym Lords, like I told you.” “Every single person in that picture paid you $42,000?” He sounded almost frightened at the idea. I want to be abundantly clear: the goal should be to charge as much money for your products or
services as humanly possible. I’m talking heinous amounts of money. That being said, anyone can raise their prices, but only a select few can charge these rates and get people to say yes. From this point forward, you must abandon any notion you have about “what’s fair.” Every enormous company in the world charges you money for things that cost
them nothing.
It costs pennies for the phone company to add an additional user, except they don’t mind charging you hundreds per month for access. It costs pennies to manufacture pharmaceutical drugs, but they don’t mind charging hundreds of dollars a month for it. Media companies charge advertisers a king’s ransom for your eyeballs, and it costs them next to
nothing to get you to like kitten photos on social media. You need to have a big discrepancy between what something costs you and what you charge for it. It is the only way to be unreasonably successful. Download EPUB Download PDF Suggested Expert Secrets The Psychology of Money