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This is Sharan Trivata. Welcome back to the Business School podcast. And in this episode I'm going to break down for you the single most important way to change inconsistent sales in your business. And that is to change inconsistent marketing. And the best part is I'm going to reduce the effort, reduce your stress and actually make it so that your clients and your customers actually want you to sell to them. Think about that. Your clients and your customers actually want you to sell to them. This technique is called the weekly offer system. I'm going to break it down by step for you, starting right now.
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One thing is for certain, just because it's tried and true doesn't mean it's working right now. So the big question is this. Where can you learn what is working right now? The strategies, the tactics, the psychology and.
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The exact how to how to grow.
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Your business, how to blow up your.
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Personal brand and supercharge your personal growth.
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That is the question and this podcast will give you the answer. My name is Sharan Srivatha and welcome to Business School.
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So what if one small change in your marketing could deliver consistent sales, increase customer loyalty and make your brand truly unforgettable? That's exactly what a weekly offer can do for your business. And the main reason is this. Entrepreneurs struggle with erratic sales and marketing results and often a lack of clarity. Clear strategy to drive like consistent results in revenue. And the weekly offer is a super simple way, super powerful way to create urgency, engage customers and stabilize your sales. In fact, it's like getting permission from your customers to actually sell to them. Think about it. It's like getting permission from your customers to actually sell, sell to them, which is insanely powerful if you, if you.
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Think about it overall, right?
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So what to expect in this? I'm going to break this down in a couple sections. One, the strategy behind the weekly offer. Two examples of how a bunch of successful brands use it. And number three, a little step by step process on how to actually create it and make it all work. So let's actually jump right into it. So here's the power of the weekly offer. If you've not heard this quote before, it's a pretty cool one. Says success in sales is about creating urgency and delivering value consistently. Right? That's essentially all it is. Sales is. You engineer progress, you create urgency and you deliver value. Create urgency and you deliver value. Otherwise we as humans won't take any action at any given time. And I will tell you this stat. Most businesses see a where time sensitive promotions create like a 30% increase in conversions. Cool, right? Like essentially all we're saying is if I put some scarcity on top of it, if I put a time based promotion on it, I see a 30% increase in conversion. That's insane. For doing the same exact thing, you get a 30% increase in conversions. And here's a cool story. Crumbl Cookies. Crumbl Cookies if you're not familiar with, you should go check out Crumbl C R U M B L cookies grew from one single store to 600, 100 plus locations in just a few years by introducing this new cookie flavors every week. And their scarcity model is it's a scarcity meets novelty, right? So every single week it's crumble actually tells you that you they've got this new cookies of the week. It's like six cookies. And I know this because we order it, it's like six cookies and it's launched just for that week. It's a special for that week. Their videos on social media, their emails get like millions of opens every single week. It's like their customers, which is me, actually want them to market to us, which is absolutely amazing. And then they return weekly and weekly and weekly. And since it's weekly, you don't feel like you're overindulging. It's not like a cup of coffee where you have it every day, it's weekly. So you don't even feel like you're overindulging. But it's always top of mind. And if you miss one week, you give yourself permission to do it the next week. Which is insane. Right? So that's why the weekly offer is really powerful. So you actually offer something every single week in your business. So let's talk about why. So number two, why weekly offers close more sales? It's got three, three big reasons, right? Reason number one, consistency of our marketing builds trust. Because a lot of times what people do is that they'll just throw out a piece of marketing and you may not even know whether that chiropractor or that dentist or that pizza store or that pub is still going to be there or that real estate agent is still going to be in business. You have no idea. But when you consistently market it builds trust, it's predictable and it tells your consumer, hey, I'm here. Whether you're here or not here, whether you're ready or not ready, I'm here. And so when they always stay in the right place and they're just waiting for the right time to happen. So number two, when you do the weekly offer. Even though you're not putting any urgency around it, it feels like there's a limited time offer and that urgency drives action. Like we saw that businesses see a 30% increase in conversion when there is a time sensitive offer. So it encourages customers to do something either now or like watch for it in the future. And third engagement, right? Like you're looking at this, this deal of the week or the pizza of the week or the cookie of the week. And it creates this engagement and it also allows you to be a welcome guest and not a sneaky pest, right? And so you're a welcome guest in their inbox, you're a welcome guest in their text messages because you get this weekly offer and they want to see what this weekly offer is, which is cool. I've seen various versions of this offer being done. And so if you're a coaching or consulting, you may do a discount of the week, where you discount your hour power or something like that. Or if you're selling products, you may do a product of the week or with maybe free shipping. Or if you're a real estate, you would do a deal of the week, which makes a lot of sense, right? So a lot of times people will ask me, hey Sharon, so I'm a local pizza store and like I can't really do a deal of the week. Yes you can. Your deal of the week becomes a pizza of the week and literally your pizza of the week. Hey, this week we're offering, you know, pepperoni and jalapenos, whatever it may be. So now you get a pizza of the week and it always continuously shows up. Now the best part about this is you'll figure out what your best sellers are and you can rerun your winners and that drives more sales because people always want their favorite thing on a deal, which is insanely powerful. My friend is actually a watch broker and he started this thing called a watch of the week because he trades in high end watches. And instead of actually telling people, hey, I've got this watch for sale, he's like, hey, you know, my friend Sharon has this watch that he'd like to sell. It's an Omega that was worn by James Bond. By the way, if you want all the details, hit reply and I'll get you all the details. Now when he gets replies to his emails, those are all perfect candidates because they started a conversation and we know that all conversion happens in conversation, right? So that's the examples around it. So let's talk about how to build like a quick Deal of the week, you want, you first want an offer that sounds like a deal of the week. It needs to sound like a pizza of the week or a client of the week or a deal of the week or a cookie of the week. They need to know what it is and of the week you have to do that. And it may sound like you don't want to do that. You won't probably want to come up with a cute name. Don't do it. Because you don't want the consumer and your customer and your client to think. You just want to say, oh, this is the deal of the week. This is the home of the week, this is the pizza of the week, this is the fruit of the week, this is the client of the week. This is a class of the week, whatever, right? And so when they know that you're built, the framing of that offer is way more important than the content of the offer. I'll say again, the framing of the offer is way more important than the content of the offer. Because please, I, I'm all, I'm assuming that you're really good at what you do and you're not going to send out crap to people. I, we know, we understand that. Right. So your job is to come up with something that you do and deliver cookie, pizza, deal, client, and you need to put it at the week after it. Right? So you need to figure out what that is because that ingrains in people's minds that you are the person that is always working in this overall. The second thing is you could create some urgency. You could not, you could say, hey, there's only, here's the deal of the week. It's, you know, it's two medium, two topping pizzas for $11.99. I just sell one of these and you can say only first 50 families only. Right? You could do that if you'd like, or you could just leave that running and then do the next deal of the week. You don't have to do the same deal every week. You can change it up a little bit. Third, I tell you this, you have to build some kind of consistency, in essence cadence around it. If you're going to send out your deal the week every Wednesday, you're going to send out a deal the week come, hello, high water, every single Wednesday. And I would use direct communication. I would not just post it on social media. I would use direct text or direct email or even a door knocking flyer or something like that. Because when someone gets a thing for them, they actually act on the thing for them. And as opposed to it being stuck in a scroll based environment like social media, it still works. But you want the deal of the week in that function. A quick heads up if, if you're an entrepreneur, business owner or executive, listen up. If you don't have a virtual assistant team or offshore team yet, you're doing it the hard way. Look, I've hired 11 plus virtual assistants just in the last two years just on Tron brand. And since then my brand has over five times 500%. No exaggeration, I used to do everything myself or pay bloated US salaries. But hiring offshore has been a total game changer. So here's the deal. Finding a great VA honestly is not that easy. Vetting, interviewing, onboarding, it's a lot. That's why I work with assistantly. They handle all of it. Job descriptions, head hunting, interviews, onboarding, even setting you up for success. The whole shebang. You get three to four top tier candidates to choose from super quick and they don't stop until you're set up for success. I work with assistantly. My network works with assistantly. And if you're serious about growing and scaling your business, you should work with assistantly too. Check them out@hireyourunicorn.com hireyourunicorn.com let's get back to the show. Last but not least, I would make the delivery of this as easy as possible. So for a lot of the folks that I, you know, I advise and the companies I advise, I explain to them that you want to do a lot of these deal of the week ideas with the simplest possible thing. Because I'll tell you, the reason that we're doing it is not to drive sales. The reason we're doing that is to get hand raises, right? Especially in services. If you're a coach or a consultant, or you have professional services, etc. You just want to get a hand raised. So your job is not to sell something. Your job is to just get a reply, get a response. You can get in conversation. Now how do you get in conversation? You ensure that your messages are not distracting. You don't need pretty looking email, you don't need great graphics. When you're writing one of these, you want to write just like text and a few bullet points so that they can read it while they're scanning email, whether they're driving or they're on the throne, or whether they're being distracted or like, you know, checking email under their desk, whatever it may they need, like quickly react to it. So you want the easiest direct possible method because anything that you make fancy you, two things happen. Number one, it may get stuck in spam filters. It may look like marketing so they don't react to it. Or number two, you're creating more effort on your part to actually deliver this thing on a weekly basis. If I had to write an email on a weekly basis, it would take me maybe five minutes and I could pre schedule every single week for the next four weeks and do it on a monthly basis so I don't miss the cadence associated with it. So that's why this is really important. Do not overthink this. I would do an all text email, all text text message. Do not overthink the graphics. Mention the deal so they reply so you can get in conversation. Because all conversion happens in conversation. All right, so number one objection that I get from people, hey, Sharon, what happens if I run out of ideas? Just run out of ideas. I can't do another deal. Well, you don't have to do another deal. You want to do your ideas that are in the field of what you already do. So for example, if you're a real estate agent, you want to do a deal of the week because it's not that you need to have a deal, you just think it's a deal. So you go out to the current homes of the market, either on market or off market, on the MLS or off the mls and you say, cool, what home do I think would be a good find? What home do I think may sell in the next, you know, two, three weeks? What home do I think you know, a lot of buyers are interested in right now? What home do I think is unique and good for its value? It doesn't matter what this. You're just picking one because you have unlimited inventory to pick from. So you don't. You should not overthink this process. That's why a cookie of the week is like they're making new flavors every week so you don't to come up with new things. A client of the week is really good. You can even abstract one of your clients so you don't have to say, hey, my client, John. And in parentheses you say hey, preserving his name for anonymity. Just tell this truth about your client so now you don't have to come up with new offers. You're doing the same thing over and over. You want it to be mund is important. It just needs to be fresh and consistent. But mundane is important. If a, if a CPA or an attorney starts doing things like, you know, start sending recipes or start sending like a drink of the week. That makes no sense. Right? That would be ultra strange. Right? So you don't want to do like case law of the week, like no one wants. When I wake up in the morning, I'm not excited that my attorney is going to send me some case law. That's why I hire him or her. What I need to know is how I can benefit from that. So you can say, hey, tax benefit in the new case law, that's a good idea of the week or tax benefit of the week. Right. That's really powerful. But you want to get a weekly offer because it keeps people on top of mind. Also, when people get a deal of the week or a weekly offer, they'll forward it to other people, which gives you a brand recognition, which you will never get any other time. So I wanted to make sure you heard this, is that every single one of us needs to have a weekly offer system into our business. If you don't have it right now, you should think about a what do you deliver? Like, what benefit do you deliver?
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Right.
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What benefit do you deliver? Or what product or service do you deliver? Like, if you are a fitness coach, right, you can essentially say, you know, weight loss tip of the week is very simple. Right, or client of the week. Right. For a coaching client or a deal of the week for a property, you want to come up with that and then you want to set the cadence of when you're going to send it, and you want to send it every single time at that case. Let me give you the secret in all of this. You may say, well, Sharon, if that's the case, why would anybody respond to me? Or why would anybody click on the email? How I like to do it is I like to withhold one small piece of information in my weekly offer email. So if you're doing a deal of the week and you're talking about a property, you just withhold the address, right? And you say, if you're interested, just reply and I'll get you all the details. What that means is now the consumer who's interested, call it 5, 10% of your database, hits reply and ask, say, hey, what's the address on this property? And now you're in conversation and we know that all conversion happens in conversation. Or you're selling weight loss and you're a weight loss coach and you can say, hey, if you want this exact plan, just reply and I'll send it to you. Because now they reply and then you know the only person that replies wants this result. So you can actually have the conversation. Instead of just thinking about it as marketing, think about it as a marketing piece that starts a conversation. That is the weekly offer. Because all conversion happens in conversation. So the question for you is this. What do you need to start a weekly offer? It doesn't matter if you're a brick and mortar business. It doesn't matter if you're a professional service. It doesn't matter if you're a coach or a consultant. It doesn't matter if you're a cookie company or a pizza store. It doesn't matter if you're a real estate agent or a pool contractor. Your job is to find a way to do a something of the week and send it every single week. And once you do that, you will be permanently seared in people's minds that they're going to get that from you. And the best part is this. You are going to start to become a welcome guest, not a sneaky pest. Meaning your clients are going to give you permission to market to them and sell to them on a weekly basis. That is the most powerful gift that you can get. Imagine your customers and your clients giving you permission to sell to them every single week. And that is the weekly offer. Once you start doing this, you may see a few people start to unsubscribe. That's very normal because they were unsubscribed anyway. So let the unsubscription process start. You probably will lose 15 to 20% of your list over the next, you know, three to six months. They were supposed to fall off because they're not interested in your stuff. And then you start to build a good list. And now everyone that comes out and sees your cadence and they realize the only way to get a hold of you is through conversation, because all conversion happens in conversation. Make sure you have an offer of the week. Hey, by the way, if you like this, do me a favor. Can you just screenshot this and post it on social and tag me saying you liked it? Because I have no idea if this benefited you you. And if you tell me you like this, then I can make more like this for you. Also for the deal, the week, analysis, et cetera. I'll put all my free trainings down in the show notes so you can grab them whenever you want as I break down, step by step, how to do this with exact examples so you can do this for yourself as well. So please do me a favor. If you like this, take a screenshot and tag me and I will catch you on the next one. Or maybe you'll see my weekly offer.
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Hey Charon, I have a cool gift for you since you like this podcast. I actually have an ultra super secret private podcast that I make just for my partner companies and the CEOs and influencers that I advise. It's called 10K Wisdom because I try to wrap $10,000 worth of value in every single episode in just under 10 minutes. That's why it's called 10K Wisdom. It's raw, it's real, it's got no intro or outro or anything like that. It's just straight to the point and to the insights. Since you like this podcast, I think you will like that. So for the first time I'm making it available to you. Just go to 10kwisdom.com the number 10kwisdom.com and my team will activate it for you as my gift. Go to 10kwisdom.com I'll see you there.