> Clients Problems ⇒ Solutions ⇒ Offer Stack. _
The value you bring to your customers can be defined by a simple fraction:
$$ {Value \space = \space \frac{Dream\ Outcome \space \times \space Perceived\ likelihood\ of\ achievement}{Time\ delay\ to\ outcome \space \times \space Effort\ \&\ sacrifice}} $$
<aside> 🏆 Dream Outcome
It’s the dream they’re trying to make come true. The dream outcome must synthetically catalyze their wildest fantasies.
Objective: Maximize this parameter.
</aside>
<aside> 👌 Perceived likelihood of achievement
This variable represents their perception of the probability of achieving their dream outcome. It’s how humans assess risk and their chances of success based on intuition and emotions.
Objective: Maximize this parameter.
</aside>
<aside> ⏳ Time delay to outcome
It’s the perceived delay between the start of the actions required to achieve the dream outcome and its realization.
Objective: Minimize this parameter.
</aside>
<aside> 🏋️♂️ Effort & sacrifice
These are the perceived efforts and sacrifices directly linked to the actions required to achieve the dream outcome.
Objective: Minimize this parameter.
</aside>
The result of this fraction represents the way we evaluate a situation.
The greater the result, the more likely we are to carry out the actions leading to achieving our dream outcome. In other words, the greater the perceived value, the more likely I will accept the deal.
This formula enables us to understand the value a human perceives in taking action or making any choice.
It can even help us predict the actions of most humans when faced with a dilemma. It allows us to understand why Uber Eats wins in a single steel cage match against a 2-hour cooking session.
This formula works with anything, and we’re proving it:
We apply the formula.
90% of people will kiss their life partner before going to the bathroom to do the big job.
Kissing represents almost zero effort and sacrifice and a time delay to outcome of one microsecond. The dream outcome of kissing (making your relationship last) is far superior to that of pooping (feeling good in your body for a few hours).
That’s why almost everyone chooses this order of priorities.
Now, if your partner was in the next house, would you go and kiss him/her first?
I’m not sure.
We apply the formula.
90% of people will go to the bathroom and poop before having sex.
Sex involves less effort and sacrifice if we go to the bathroom before making love.
That’s why everyone chooses this order of priorities.
Now, if a pill made your urge to go to the bathroom disappear entirely for 20 minutes, would you go first?
I’m not sure.