Package Your Product

Present your solution as a product that is guaranteed to work in a specific timeframe with minimal effort and risk

Tactic 1: Craft Your Core Product Offer

In this lesson, you’re going to present your design solution as a product bundle that is guaranteed to work in a specific timeframe with minimal effort and risk for your customer.

Ever heard the story of Picasso and the napkin? Legend has it that Picasso was at a Paris market when an admirer approached and asked if he could do a quick sketch on a paper napkin for her. Picasso politely agreed, promptly created a drawing, and handed back the napkin — but not before asking for a million Francs.

The lady was shocked: “How can you ask for so much? It took you two minutes to draw this!”

“No”, Picasso replied, “It took me 40 years to draw this in two minutes.”

Lesson: You don’t charge for your time, you charge for how much value you’re providing. In this lesson I’m going to show you how to make your design service appear extremely valuable

The Essence of Your Product Offer

When we talk about your “offer” we’re essentially talking about the presentation of your product bundle.

In the last lesson you identified your market and developed solutions to their problems that resulted in a bundle of products.

Now, in this lesson you’re going to put on your business-person hat and present your solution in a way that will have your target market begging to buy it from you.

The core of your offer consists of three elements that are intended to handle a prospects “objections”

Objections are the reasons I prospect decides “not to buy”

The three objections you need to solve for are:

1. Likelihood of achievement: How likely is it I will achieve my desired outcome?
2. Effort required: How much effort will this need from me?
3. Time to success: How long will this take before a return on my investment?

Let’s go through all three of them.

Objection 01: Overcoming the Achievement Objection

Achievement: How does the prospect know they will achieve their desired outcome?

Build confidence in your prospects by proving the effectiveness of your solution.

They’re thinking: “This won’t work for me specifically, I won’t be able to stick with it, external factors will get in my way”

People value certainty. You want to convince them that there is a very likely chance that they will achieve the result they are looking for if they buy your product.

Increasing a prospects conviction that your offer will ‘actually’ work for them will make your offer that much more valuable. In order to do this you need to show some sort of proof.

They want to know that you’ve done this many times before and you’ve got a bullet proof process that will get them the same results you’ve gotten others.

Proof can come in two different formats:

1. Bold Claims: Demonstrate the success rate with claims and testimonial evidence.
• Example: “I’ve helped over 50 people just like you achieve a 25% increase in sales”
2. Client Testimonials: A bold claim coming from someone else.
• Example: “He/she helped me achieve a 25% increase in sales”

Objection 02: Simplifying the Effort Required

Level of effort required: What does it cost your prospect in time and energy to work with you?

Make your offer more appealing by reducing the perceived effort needed from your prospects.

The more friction there is along the way the less value. You want to make it appear that they will have to do almost nothing in order to ensure success.

Clarify the minimal effort needed from clients to achieve desired results. They’re thinking: “What is expected of me? This will probably be too hard, confusing, or I won’t like it.”

Highlight ease of process with specific, relatable examples. You want to get as specific as possible about how easy and hands off it will for them. You can do this again with claims and testimonials.

Decreasing the effort and sacrifice will massively boost the appeal of your offer.

Objection 03: Accelerating Time to Success

Time to success: How long will it take until your prospect achieves success?

The faster you can get them to their desired outcome, the more you can charge.

They’re thinking: “I’m too busy to do this right now, it will take too long to work, it won’t be convenient for me.”

Think hard about how you can reduce the time between a customer buying your product and receiving their desired outcome. One week? Two weeks? Three weeks?

The shorter the amount of time, the more valuable your product is.

If it will take a month or longer, then you want to add milestones to your process that shows them they are on the right path. Like:

• Here’s what you’ll have week one
• Here’s where you’ll have by week two
• Etc…
• Position speed as a key advantage of your product bundle, making it more desirable.

Fast beats everything. People will pay more to have something immediately rather than paying less but having to wait.

Tactic 2: Crafting a Compelling Value Proposition

If you can solve for all of these potential objections, you can create a one sentence pitch that sets up your product offer perfectly to your target market.

It looks something like this:

For example: I help SaaS startups get 25% more customers in 60 days or less without investing in ads using my “5-Step Design Framework”, guaranteed.

See how compelling that is? Imagine being a SaaS founder that’s struggling to get sales and coming across a landing page that says that in the header?

Here’s another one: I help eCommerce websites get 15% more conversions in less than 30 days without overhauling their website using my proven “Product-Page-Optimization-Process”.

Use concrete numbers and guarantees to make the value proposition tangible and compelling.

The more specific the better.

Presenting the Desired Outcome

The desired outcome is an expression of the feelings and experiences your prospects have envisioned in their mind. It’s the gap between their current reality and their dreams.

The goal of your value prop is to accurately depict that dream back to them.

Handling objections is the key: Most value props focus on the “desired outcome” and wonder why they don’t convert prospects into customers. It’s because they’re neglecting the other three components of the value equation, the objections.

Anyone can make a promise of a desired outcome but it doesn’t seem real unless you add some specificity to it.

Most people wont buy your design service because they’re not convinced they will get the results they want, or it will take too long, or it will require too much time and energy from them, or all three.

That’s why you want to add specificity around how likely they are to achieve their goal, how long it will take, and how much effort it will require. It will remove all their objections before they even have time to think of them.

Your One-Sentence Pitch

Make your offer so good people will feel stupid saying no

Now that you have the core of your offer, an offer that is already super compelling, you’re going to use some evergreen human psychology tactics to enhance your offer.

In the next section you’re going to add so much perceived value that if a prospect in your target market finds your website, or your social media profile, they’ll be booking a call with you immediately.

Summary: Package Your Product

There it is, you learned how to enhance your offer by presenting it in a way that stacks value on value.

Bonuses, guarantees, scarcity, urgency, and customization through subscriptions. All of these together put your offer on steroids.

Key Takeaways

• Present your service as a product bundle with a clear process and promised outcome.
• Address key objections: Will it work? How long will it take? How hard is it?
• Build trust with bold claims and testimonials.
• Make the process feel effortless for your client.
• Speed is valuable—shorter timelines increase price and appeal.
• Use a clear, one-sentence pitch to communicate your offer.
• Structure your offer around value, not tasks or deliverables.