How to build an offer your customers cannot refuse!

1. The Mafia Offer How to Presell
Your Product at
80%Conversion Rate
...no horse heads involved J
By @Jesterman & @VladBlagi
Big thanks to @ASH MAURYA !

2. startups/ innovations / products
9 out of 10
HOW DO YOU KNOW IF
YOURS WILL SUCCEED?

3. L
The Bad News:
YOU
DON’T!

4. THERE IS A DIFFERENCE BETWEEN
WHAT PEOPLE SAY
AND WHAT THEY DO
Not even if you
have interviewed
your customers

5. J
The Good News:
THERE IS A
SYSTEMATIC WAY TO
FIND OUT, WITH A HIGH
DEGREE OF CERTAINTY

6. YOU DON’T EVEN
HAVE TO BUILD A
PRODUCT TO START
SELLING IT
What if
I told you

7. The framework is called
The Mafia Offer
AND IF DONE
RIGHT, IT
CONVERTS AT
80%

8. Yep, you read that right
SAY YES…
AND BUY!4OUT OF 5

9. Ash Maurya
Credit
Ash is a serial entrepreneur and
the best selling author of Running Lean
Want to create
YOUR OWN
mafia offer?
Check out Ash’s FREE
3-part video course:
j.mp/Mafia-Course

10. steps to build your own
Mafia Offer6

11. Must…
have...
BEER!
Nail the
problem

12. Do 20 Problem Interviews
A 1st problem is…
Does this resonate with you?
How do you deal with it today?
Is it a must-have?...

13. Search for
patterns

14. Deliver a compelling
demo2

15. Do 30 Solution Interviews
This is how our solution looks today
(screen per problem).
Which of the screens resonated the most?
Which could you live without? Are there
any additional features you think are
missing?

16. Central activity: DEMO
Don’t start development yet! Build a
MINIMAL demo that visually
demonstrates the solution (to your
customer’s problems), NOT a
working prototype.

17. People might start asking for the price and when will it
be available… This is a
Buying signal

18. But
Wait!
A buying signal does not
necessarily result in a sale!
You need to take this a
STEP FURTHER

19. DESIRE
Build
3

20. Try a mix of these irresistible
MARKETING TECHNIQUES
Social Proof Personal Authority
Prizing Scarcity

21. PRICE
Explicitly anchor the
4

22. Learn from the master. When
Steve Jobs announced the
price of iPad, he has first
compared it to a notebook
($999). The iPad was
introduced at “JUST” $499

23. $200 is less than 4 hours of development time
(spent on a home brew system)

24. BIG PROMISE
Make a
5…you intend on keeping

25. CONCIERGE MODEL
Close interactions with first
customers mean you are not
only selling your product. You
are actually selling your
expertise in the form of
consultancy. To the customer,
this consultancy, combined
with the software product is
surely worth way more than
$200/month. For you, the
consultancy is necessary to
ensure that the product you are
building matches the
expectations of your customers.

26. RAISE IT!
Don’t lower the signup friction,
6

27. Thoroughly QUALIFY
who you allow to be
in your first set of
customers – don’t just
let anyone in.
Avoid that people
sign up, only to be
asking their money
back after 30 days.

28. IN PRACTICE
How to get started and put this

29. Ash is a serial entrepreneur and
the best selling author of Running Lean
If you missed Ash
Maurya’s workshop
Do Not Despair
Ash has made his new
material available online
for FREE
(only until 25th of May!)
j.mp/Mafia-Course