This post is the third in a series where I’m answering responses to this question:
“What’s your single biggest question about creating a PROFITABLE business doing what you love?”
This is one I got from Lisa R.
“How do I create exciting service “packages” that people will be attracted to and want to purchase.”
image from www.yevillagebutchers.com.uk
I love this question because it’s one that sounds sooooooooooooooo easy but can be brain-killing hard. Why? Because no single formula can help you create an offer that is so YOU, so perfectly matched for your ideal clients, and so easy for your prospects to scream Yes, Yes, Yes in wild abandon. (Don’t you love it when business gets sexy!)
I’ve seen people try to teach how to create a perfect offer and it looks like ordering from a Chinese takeout.
“Take 1 thing from Column A, add in 2 things from Column B, sprinkle in 3 things from Column C and you have a fool proof offer!”
Do you? Or did you just dump a bunch of useless stuff on your client’s lap in the name of “leverage”?
A killer offer doesn’t have to be bulky to be effective. The temptation to throw in the kitchen sink AND a Ginsu knife can be very strong. But resist.
First of all, how well do you know your ideal client? What keeps her up at night? What’s freaking her out Monday morning in traffic or when she gets on her computer or when the kids come home from school?
On a live coaching demo I did on a free call in December, one of my participants was Karen Bierdeman of The Guilt Free Mom. Karen’s ideal client is a Mom who has a pretty damn complicated life: work and/or a business, kids who tend to be high strung or high maintenance, and lots of responsibilities.
An ideal offer for her needs to be time efficient and flexible. She’s not the person to send your 24 CD audio series to supplement 4 one hour coaching calls a month… she can barely have the time to herself to listen to her favorite music.
Having that clear understanding of your ideal client is the first step. Next is really finding what is unbelievably attractive to her. That takes some market research, so start asking people how they like to consume information, whether they like to work in person or in groups, if they like to travel for retreats, etc. Once you get that information, your offers will practically create themselves. When that happens, you’re in for a big cash recalibration.
There’s obviously more to it than that. One of the pillars of my Profitable Essence(tm) approach is Creating the Profitable Offer. It’s going to really depend upon you, your market, and what will make that client scream with joy. But when you find that perfect offer… the heavens open up and the money pours with surprising speed!
What types of offers do you find yourself responding to? What are the deal makers (easy to say yes to ) and what are the deal breakers (easy to say no to)?
Drop a comment below and share your stuff!
About Nancy Marmolejo
