Episode 54: A Magician Never Reveals Their Tricks... Or Do They?

When you are creating your front end funnel, your tiny offer funnel, you want to be thinking about what is something that is my trick, what is my magician's trick for how I've grown my business differently than somebody else, for how I look at an industry on a whole. Welcome to the Start Tiny podcast. I'm your host, Ali bjork, and in 2019, I launched my first ever tiny offer for $27 and have since generated over $5 million in revenue. After starting an industry wide low ticket revolution, I've been helping other entrepreneurs launch and scale their own tiny offers. And on this podcast, we pull back the curtain on exactly how they're doing it so that you can do it too. What is up, everybody? Welcome back to another episode of the Start Tiny show. And the last, probably two episodes have been more mindset, focus, kind of reframing things as, you know, just experiences that I've had as a coach and in my own life growing a business. But this one is more tactical, more about strategy and how to think about designing your front end offers or your tiny offers as I've trademarked them. And I was having a conversation with a client this week and it was a strategy call. We were talking about tiny offer ideas and going through different options for what they could create and launch and that would attract the most amount of people from their newsfeed. Like a cold, cold traffic attraction strategy. So one thing that popped into my head as we were talking through their different options was the quote of a magician never reveals their tricks, right? Like that's something that we say when we're talking about magicians. Like, I don't know how many times you're talking about magicians in your day to day life, but that's kind of just like an idiom that we say. But I was thinking about it and I was like, well, actually the best tiny offers do reveal the magician's tricks. That is the thing that hooks people in the fastest. So this client that I was talking to specifically, the reason this came into my head is he has done a lot of stage presentations. He's built a really great personal brand for himself. And when he's on stage, he can kind of put feelers out into the audience. And you, whether you speak on real life stages or whether your Instagram stories are your personal stage, there are things that you're going to talk about that people are going to grab onto, they're going to latch onto the thing when you say it. And for him, he's in the real estate niche and he was Talking about something that isn't even really what most people lead with when it comes to real estate niche. Like when you're in real estate and you look around at what other people are talking about, they're talking about lead generation or like, you know, finding off market properties or how to get the best deal or calculators, like, stuff like that. And the idea that we came up with for him, which I'm actually not going to reveal on this podcast because it's that good, is something that no one ever thinks about when it comes to real estate. Like it's not the lead, the typical lead in for what other real estate investors would talk about as like their, you know, like a lead magnet or whatever, like the thing that they're going to put in the front. It's totally different than what anybody else is ever talking about. So when you are creating your front end funnel, your tiny offer funnel, you want to be thinking about what is something that is my trick, what is my magician's trick for how I've grown my business differently than somebody else, for how I look at an industry on a whole. And I'm like, nope, that doesn't work. I do it this way because of X. When you reveal that trick and that's what your tiny offer is, when you're teaching people how to do the thing that you did that is different than what anyone else has done, that's when the tiny offer is going to convert. That's when it's going to stand out. Because at the end of the day, tiny offer funnels are a marketing hook. That's it. It's as simple as that. It's the thing that is in someone's newsfeed that you're paying to put it in their newsfeed that is going to hook their attention. Because it's so different now we can get into the psychology of it on an even deeper level and how to attract the right type of person to buy your tiny offer. Which comes into play when it's like you want to make sure you're creating a time saving tiny offer so that you're attracting people who value their time. When I see people doing tiny offers that are like get 25 courses for $4, you're still going to attract a low ticket, like a typical quote unquote low ticket buyer that is never going to become a high ticket buyer. But we want to focus on attracting mass market. First of all, we want to make sure that we can get as many people as possible to buy your tiny offer, knowing that because of how you've positioned the tiny offer and how you've built the psychology behind the tiny offer that you are going to attract a who values their time more than their money. You're not doing a bundle, you're not doing some like, giant course collaboration. You're not doing something like, you know, it's going to take a million hours for them to go through because that's still the wrong mindset, that's still the wrong person. We want plug and play templates. We want to teach them a new method, we want to teach them a new framework, a new way to think about things. Especially when you're in like the B2B space or B2C space. Excuse me, when you're working with consumers who don't need templates, don't need swipe files, you know, you're not in that like biz op type industry. When you're in relationships or you're in health or whatever. When you're not in a business niche, you have to teach them an entirely new way to think about things because that's going to reframe and it's going to give them a quick win and it's going to create reciprocity in their brain where they're like, holy moly. They just. I like, blew my mind. And now I see things in a whole new light. I'm going to keep learning from this person, I'm going to keep following this person because, you know, I'm so grateful that they taught me this thing. So a magician never reveals their tricks unless it's to sell a tiny offer. Because when you can bottle up your secret sauce, like tiny offers for me, right? Like, I had success by creating a tiny offer. I launched a. It was a $27 calendar with 365 ideas for live streams. I wasn't actually doing live streams at the time. I was. I created this concept. I knew it was what people needed. I had studied the market long enough to know that if I compiled this methodology, if you will, of doing a daily livestream, three and a half minutes a day was the hook for me. Like, you're going to book out your business by doing a 3 1/2 minute livestream every single day. That's all it takes. It was simple, it was easy. I had saved them a ton of time. I taught them a new methodology and it was. That's the reason why that offer on its own went on to sell a million dollars in 10 months, right? So that was also the thing that people cornered me in a way they were like, how did you sell this? Like teach me how you built this offer. Teach me how you built this funnel. And then the tiny offer became my magician's trick of this is how I grew my coaching program, this is how I grew my mastermind, how I grew my business. Like this is how I get all these leads and make, you know, millions of dollars. The tiny offer is my magician's trick that I reveal in my tiny offers. So when you think about your own methodology and a lot of people that I coach are heart centered. Like they don't want to over promise, they don't want to try to be in this industry of like everything is getting more and more sensationalized in marketing and like I'm gonna help you make a million dollars in two days, I'm gonna make a trillion dollars and blah blah days. Like people keep trying to one up each other and that's created this industry wide, I don't know thing of people over promising and, and a lot of doubt coming in from the consumer side and a lot of just disbelief and plus people have bought stuff and they haven't used it. So now their trust in themselves has decreased. So there's a lot of things that we're up against in this coaching industry mindset wise and trust and just, just there's a lot of, you know, stuff hitting the fan that, that tiny offers really do circumvent. So when people are finding lower attendance on their live webinars or they're running three day challenges, five day challenges and people aren't showing up and they're not coming back for day two, they're not coming back for day three, it's because the pattern interrupt has become the pattern. And people know what's going to happen on webinars. They know that around the 30 or 40 minute mark it's going to shift into a pitch. They know that it's going to be false value offered on day one, two, blah blah, blah of a challenge. People aren't making time for it because they understand what's happening and they know that they're, they're distrusting the amount of value that's going to come from these previously really well orchestrated webinars or challenges. They're just not working as well because of the sensationalism of the marketing. So what we have to shift is offering real value inside of tiny offers and thinking through what is the thing that changed everything for me? What is the aha moment, what was my realization, what was my thing that I implemented that changes everything. There was A client that I had way back in the real early days of tiny offers, who she is now doing fantastic. And when I look at her, what she's built like, I'm beyond impressed. Her name is Melissa Ricker and she was one of my last one on one coaching clients before I shifted more into like digital product and group coaching and more the agency model that we have going on right now and what we did for her. She had previously tried to create a couple different low ticket offers that didn't really hit or didn't really attract the right people into her list. And I talked through, you know, what's working well for you, what have you done? Like, what's your secret sauce? What's your unique selling proposition? You know, the USP that they talk about in marketing so often and what she ended up finding back then, and it might be different now, I think she's talking about quizzes now from what I've seen. But back then it was her Facebook group. Like, her Facebook group was her secret sauce. That was the thing that she had built up. That was where she was launching these challenges that she was running and it was killing it for her. So we had to bottle up her, her knowledge of what had worked for her. And that was the magician's trick that she put into a tiny offer. She made her tiny offer all about how to run a Facebook group that converts. So think about that for yourself. Like, what is the thing that has been your secret sauce so far? And if you're like, well, I don't have a thing, or like, I haven't. I remember in the early days and maybe this is true for you, I remember being like, I just need a thing. Like I looked at people who were killing it in the industry, like the industry leaders, the thought leaders. Like back then it was, well, it hasn't changed a whole lot. I guess it was like Amy Porterfield had courses, D. McLaren had memberships, Russell had funnels. You know, it's like everybody had a thing. Like, and I just wanted to find my thing. I was like, once I, once I uncover the thing, then I'll be able to do everything else. And I, like, I put so much effort into like racking my brain for the thing and I just punished myself mentally because I didn't have a thing. And it like hurt my value and it hurt my confidence in what, what I could even provide in the market. I remember that feeling of hopelessness and like, ah, this is missing. And if I could figure out this thing that's missing. And I had my thing, then my business would be successful. And to some extent, like, once I figured out tiny offers were my thing, or once, you know, people started demanding that tiny offers be my thing, honestly, it did help my confidence, and it did help me show up in a different way and continue building my business on that framework. But it was a lot of mental. A mental game for me, because then I felt like I could show up, and then I had something to talk about consistently. So if you're. If you don't have your. Your magician's trick yet, you know, it doesn't mean you can't build something that's super valuable. You just. You're in. In the process of figuring out it out, and you will figure it out by just continuing to take action. And there's a reason I painted. If you guys ever watched that soccer show that. Now, I can't think of the name, but they have the sign over the door that says Believe. The only thing that's coming to my brain is Ron Burgundy, and that definitely not it. So I'm gonna have to edit this out, but whatever. Either way, it's a bright yellow sign, and it says Believe on it. I painted my very own version of that, and I hung it in my office because there is a whole lot of hope and belief that has to go into building a business, but there's a lot of shame sometimes that comes into maybe not knowing what your thing is yet. So that's. That could be like a whole other episode, honestly. But the point of this episode is trying to figure out what is your unique selling proposition. And that's what you bottle up. That's what you put into a tiny offer, and that's what you build the assets around. So if your tiny offer, your unique selling proposition, your hook, your magician's trick, those are all ways to think about it. So you. You figure out, what have I done differently than other people? What do I believe to be the case that's different than other people? When I look at businesses, like, what is the judgy voice that's in my head that's like, oh, they should do it this way, not that way. For me, it's tiny offers, right? I see people running challenges and webinars and complaining about their conversion rates, and I'm like, well, dude, you just need a tiny offer. If you're doing it this way, it'd be easier. So whatever your thing is, that's what you bottle up. That's what you put into plug and play as much as possible as you can, whether that's a workshop that you're, you know, if you're in the B2C industry, it's like a workshop that you're building. You know, it could be templates, swipe files. If you are in more of a business opportunity type niche, it can be a new way of thinking about things that you usually when I build a tiny offer, it's like one main piece. It's like the hook is the main piece of the product. The main belief that you're trying to shift for people, the main thing that you're trying to teach them, the thing that's different than anybody else is doing it. That's what you run ads to. Those are the headlines that you write. Those are the, you know, the marketing hooks that you put on the top of the page. The bold claim that also meets the trophy that your buyer is after. You know, you have to find that happy medium, especially when it comes to copywriting. That's like the biggest thing that gets these offers to convert is writing very good direct response copy. So, so you, you build that belief in them and then once they're in your business, then you can teach them what other products you have available and lay out the other levels of support. But they're not even going to get there unless you can meet them with a thing that they think they need and also matching up to what your secret sauce is. And I think that's where the best tiny offers really come to fruition is when you can find that happy medium between what they think they want and what you are have identified as your secret sauce. And then you use the copy to convince them and show them that you know, I think Russell Brunson talks about it a lot as the big domino. Like if you can identify the big domino belief, like what is that main belief that you need to knock down that if you are the only one who can provide that big domino belief, then all the competitors are irrelevant and then they have to give you money, I think is how Russell Brunson says it. So anyway, that is the, that's how I think about it. Start really digging into what your magician's trick could be and, and that will make it a whole lot easier for you to start identifying your top of the funnel, your tiny offer and build all your marketing messaging and your customer journey around that. So I hope you enjoyed this episode and I will see you on the next recording of the Start Tiny show. Thanks. Bye. Thank you so much for listening to another episode of the Start Tiny podcast. I hope you enjoyed it and you can check out our show Notes, which will have links to all of the things we discuss. And of course, if you have any questions for me or you want to tell me what you loved about the episode or anything that stood out, I would love if you'd send me an Instagram message over at Alibjerg. That's where I hang out the most. And if you're interested in learning more about implementing tiny offers inside of your business, make sure to check out the START Tiny Society, our membership for tiny offers and all things digital marketing. Don't be a stranger. I'll see you inside of the START Tiny Society society or over on Instagram.