How to create an amazing offer (that sells itself)
Creating an offer that entices your potential customers can be a daunting task. It's a necessary skill to master if you want to increase your sales and revenue by converting prospects into paying customers.
It's all well and good to create fantastic content and enticing lead magnets that drive customers to your website and email list. But once you have successfully done that and captured the attention of your ideal customer, you must present an incredible offer that entices them to take action and ultimately spend money with you.
In the end, it's all about providing a solution to your ideal customer's pain points and problems.
You can consider it as an exchange rather than a sale, and consider how you can facilitate that exchange.
In this blog, we’ll explore what to base your offer on, what tangible outcomes you should provide with your offer and finally the price/duration/process of your offer
STEP ONE:
Start by asking yourself.. what top of mind problem do your ideal clients face now?
You need to know and completely understand the first and most pressing top-of-mind problem, of your ideal clients.
Why?
Because this problem, the top-of-mind one, is keeping them awake at night and they are in so much pain that when you market to it, they will pay top-dollar for you to stop it.
Because they are conscious of this problem, and it’s all they think about when they finally see marketing that is focused on it, they start to feel relief.
Now, in order to answer this question succinctly, you’re going to have to have created a detailed client profile. Assuming this has been the case and you know exactly what triggers them
Remember The top-of-mind problem more than likely will be in one of the following five categories: health, identity, wealth, relationships and life balance.
STEP TWO:
Ask yourself what can I provide them that will offer a complete solution to this first, top-of-mind problem?
You want to list out every possible way that you can provide them with a complete solution to this one, top-of-mind problem… Disclaimer, this will involve a lot of brainstorming and research.
Once you have decided on these solutions, you want to make sure these solutions (i.e. your offer) are tangible & urgent.
Tangible means that your ideal client doesn’t have to think too hard about what it means (can your clients see and touch it?).
Urgent means that it has to address a pain point that hurts (it’s one that they have had enough dealing with)
STEP THREE:
This is where the magic starts. The creation of your signature offer is made up of a) Length B) Price.
1. Decide on the length of your program.
You don’t have to have a 6 or 12 month 1:1 offer. If you’re just starting out, it could be a 3-month commitment. It’s just long enough for them to start getting some results, and then you can increase the length of your 1:1 offer.
Within the time they are committing to working with you, you then have to decide how frequently you will meet. For example, if you have a 3-month coaching program, you might meet 10 times (which is almost weekly).
2. Decide on the price of your program.
The investment is what you’re going to ask clients to pay for your program.
Remember that you can always raise your rates. What you decide on now is not permanent. It’s more important that you pick an investment that’s believable for you to say so you can start working with paying clients.
My strong caution to you is to avoid charging per session and instead create a package.
For example, if you’re a health coach, you don’t want to have clients paying you $50 per session. If you’re only meeting with them for 10 sessions, that’s only $500 total. Because in coaching, it’s more than just the session time they have with you!
Creating an offer isn't always as simple as these 3 core steps. You must understand your target audience's pain points, build a relationship with your list, and add value to your offer.
Preparation is essential, as is timing, so devote yourself to creating an offer that will sell itself!
We're here to help if you need it, so get in touch and let's see how we can help you make better offers and sell more.