The Bottom Line

Read time: 3.5 minutes.​
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Hey Reader,

Let’s talk about a concept that can shake up the way you think about making offers and closing deals. It’s not a new idea, but it’s incredibly powerful when used right: "results in advance"—getting paid after you’ve delivered results.

This concept has been championed by marketing legends like Dean Jackson and Joe Polish, and it got me thinking: What if you structured your offers so people only paid once they got a result? It’s a bold move, but when done right, it can eliminate sales resistance and get prospects to lean in.

The Massage Chair Moment: A Real-Life Preview

Let me take you back to a trip I was on in the Caribbean. I was walking to the beach when a lady offering massages approached me. I wasn’t in the mood, so I brushed her off. Then she said, “Hey, free five-minute massage!” Well, I couldn’t argue with free, so I gave it a shot.

Of course, the five minutes were amazing, and I ended up booking a full 90-minute session. And it didn’t stop there—most of the people I was with also went for the free preview and later paid for the full experience.

Had she just said, “Book a 90-minute massage for X amount,” I probably would’ve walked away. But by giving me a taste—a preview—I was hooked.

The Power of a Preview in Business

Here’s the thing: We’re all much more likely to invest in something once we’ve had a taste of it. Think about how you wouldn’t buy a car without test driving it, or a house without walking through it.

This same concept can apply to your business, whether you’re in coaching, consulting, or running a done-for-you service. Offering a preview experience allows prospects to get a feel for what it’s like to work with you before making a full commitment.

Real-World Examples: Try Before You Buy

A good friend of mine, Taki Moore, uses this strategy for his $18K mastermind. His pitch? “Your first mastermind is on us.” He allows people to join their first Mastermind at no cost, allowing potential clients to attend two days of a three-day mastermind. On the third day, which is for current clients only, prospects watch from the sidelines, giving them a taste without full access.

It’s genius because, after two days of immersing themselves in the experience and rubbing shoulders with current members, it’s hard for them to walk away without signing up. The preview speaks for itself.

This concept works across industries, but you’ve got to figure out how to apply it to your business.

Bringing It Home: A 5K VIP Getaway That Sells

Here’s another great example from Perry Belcher. He recently sent out an email offering a preview of his mastermind, Driven. The offer? For $5K, you get an all-expenses-paid trip to Cancun, complete with luxury accommodations, yacht trips, and VIP networking—all for a fraction of the cost of joining the actual mastermind.

The kicker? If you love the experience, you can join the full mastermind. If not, no worries—you still get an epic vacation.

The email was short, to the point, and incredibly effective. It was basically, “Try this. If you like it, great. If not, no harm done.”

The results? A huge percentage of people who take him up on that offer will probably end up joining because they’ve already experienced the value. It’s a no-brainer.

How Can You Use This in Your Business?

Think about how you can apply this "preview" or “try before you buy” concept in your own business. Whether you’re offering coaching, consulting, or any other high-ticket service, there’s a way to give prospects a taste of what you offer before asking them to make a full commitment.

Some ideas:

• Coaching/Consulting: Offer prospects a chance to join a live coaching call before they sign up for your full program. Let them see the value firsthand.
• Done-for-You Services: Provide a mini-project or first phase for free or at a reduced rate. If they love it, they’ll want to keep going.
• Workshops/Masterminds: Host a free or low-cost “first session” where potential clients can experience what it’s like to be part of your community before making a bigger commitment.

You might even want to take it a step further with something like a refundable deposit. For example, after your initial call or consultation, offer a demo or trial period and ask for a small deposit to confirm their spot, which is fully refundable if they decide not to continue.

Eliminate Sales Resistance with Results in Advance

The beauty of this model is that it helps eliminate sales resistance. Instead of pushing for a sale upfront, you’re saying, “Come experience what I have to offer first. If you like it, we can move forward. If not, no hard feelings.”

This approach not only gives you a chance to showcase your value, but it also builds trust with your prospects. After all, if you’re confident enough to let them try before they buy, it signals that you’re certain your offer delivers results.

Wrapping It Up

So, here’s your takeaway for today: Consider offering a preview experience in your sales process. It could be as simple as giving prospects access to a live call, offering a discounted mini-project, or inviting them to attend a portion of your mastermind.

Think about how you can give potential clients a taste of what you do, and watch how it breaks down resistance and helps close more deals.

All the best

Nic “Preview” Kusmich

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P.S. Watch my latest YouTube video "How To Create Direct Content For Ideal Prospects" HERE​

P.P.S. Ready For More Calls On Your Calendar?
The best way I can help you is by showing you how to get more QUALIFIED sales leads, at much lower costs, without using an old, outdated traditional funnel... Interested? Learn more here → https://scale.nicholaskusmich.com/fast-track

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