Core Concepts & Value Equation pt. 1
The primary goal of a One-Page Offer Document is to get a “yes” without a sales call by pre-answering ____________.
objections
The four core building blocks of a “Mega-Offer” are: Niche, Pain Point, Offer, and ____________.
Angle
Setting price based primarily on what competitors charge is called ____________ pricing.
competitive
In the Porsche Method of tiering, showing the most expensive option first aims to ____________ the brand as premium.
anchor
“Only 50 spots available” is an example of creating ____________.
scarcity
The Value Equation is:
Value = (Dream Outcome × Perceived Likelihood) / (____________ × Effort/Sacrifice).
Time Delay
A clearly defined Niche should be based primarily on psychographics like desires, fears, and ____________.
identity
The pricing strategy that involves setting a high initial price and lowering it over time is called ____________.
skimming
Decoy Pricing works by introducing a less attractive third option to make a ____________ option look better.
target
“Sale ends tonight at midnight!” is an example of creating ____________.
urgency
A “Dream Outcome” in marketing refers to the ultimate, emotional ____________ the customer desires.
end-goal
The Angle in a Mega-Offer is the unique mechanism or ____________ that makes the offer different.
story
Pricing based on the perceived value to the customer is known as ____________ pricing.
value-based
In a three-tiered offer, the middle (“Better”) tier is often designed to be the perceived “____________” and most popular choice.
sweet spot
A guarantee that promises a refund and extra help if performance goals aren’t met is called a ____________ guarantee.
performance-based
To increase the Perceived Likelihood in the Value Equation, a marketer should use customer testimonials and ____________.
case studies
An effective offer is typically a ____________ package that delivers a complete solution.
bundled
A streaming service offering $5/month for the first year to attract users is an example of ____________ pricing.
penetration
The main risk of Cost-Plus Pricing is that it ignores what the customer is willing to ____________.
pay
A powerful guarantee works by transferring ____________ from the customer to the business.
risk
A “Money-Back Guarantee” most directly impacts the ____________ component of the Value Equation.
Perceived Likelihood
The “Two Levers of Conversion” are: increasing perceived value and reducing perceived ____________.
risk
The “Good, Better, Best” pricing model works because it caters to different customer ____________ and maximizes value capture.
segments
An effective bonus has high-perceived value to the customer and low ____________ to the business.
cost
In the Jab, Jab, Jab, Right Hook framework, the “Right Hook” must contain a clear Call to ____________ (CTA).
action