Value Stacking

·19 min·1 clip

Bob Heilig reveals why price isn't the real reason people say no to your offer.

In episode 392 of the Your Virtual Upline Podcast, host Bob Heilig shares a strategy called 'value stacking' from a recent Black Friday workshop. He begins by addressing common struggles in network marketing: making sales, getting recruits, and differentiating offers. Bob challenges the assumption that price is the main factor in buying decisions, stating it's often an excuse. He defines value as what people think they'll get, contrasting it with price. Bob notes that in the current economy, consumers are more discerning and have higher expectations, moving away from transactional selling. He introduces transformational selling, which focuses on value and requires more skill. Bob breaks value into two types: perceived value (before purchase) and actual value (after purchase), emphasizing they are connected. He quantifies that a product is at best 25% of the total value offered, with process—like delivery and support—making up the remaining 75%. Bob explains process-related problems, such as lack of accountability in weight loss, which are often bigger barriers than product issues. He advises designing a clear process to address these problems and highlighting it in offers. Bob demonstrates value stacking by itemizing additional services, like health assessments or community access, and assigning monetary value to them. He provides examples across industries: weight loss, makeup, essential oils, non-toxic products, and wine. Bob suggests using urgency, scarcity, and creative resources to enhance value. He concludes by encouraging listeners to implement the strategy to improve sales.

As heard by us

Value stacking makes customer support part of the offer, not an afterthought.

Value Stacking looks at a familiar sales challenge for network marketers: when many sellers are offering similar products, product claims alone may not be enough. The episode uses weight loss to show why the surrounding offer matters.

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Want to make a similar offer feel more valuable by showing the support customers get after they buy?

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