How to create a desirable, believable, realistic offer
Many service businesses struggle to communicate the results they deliver to their clients in the context of a desirable, believable, realistic offer.
This probably means that people who need your service don’t have the information they need to make an informed decision, they are missing out on your service and lacking the results you provide.
Now, imagine you have an offer that is really clear, paints a picture of the results you can achieve in your client’s mind and encourages him to imagine the future working with you…
Sounds too good to be true ?
I used to feel that way too…
Until I ran a product launch for my client solidworkszen.com and found a simple way to create a desirable, believable, realistic offer…
Step 1 : Step into your clients shoes and start to think like your client and tune in to their thought process and the repetitive thoughts that go on in their head…
almost like a conversation that they have with themselves in their head.
Create a survey to check your offer in your market before you launch. (I tend to use Infusionsoft, and survey monkey is a good option when you are starting out).
Step 2 : Start to consider what are your clients problems and what solution you provide. This may be in the form of problems to be solved or goals and aspirations to be achieved. Where does your client want to be in the next 3 months, 6 months, 9 months, 12 months…
Whatever time frame is most relevant to the service you provide…?
Step 3 : Start to frame your offer to fit into your clients world, using your client’s language and illustrating the benefits of working with you
Step 4 : Start to consider how to make your offer important to your client and where you add value to your client
Step 5 : Use this simple checklist to construct your offer.
5.1 Articulate the problems you solve, the solution you provide and your offer, to make your offer desirable
5.2 Articulate the benefits of your offer, and the result you deliver, to make your offer believable
5.3 Create a low price point (or free) offer to give the client an opportunity to try your service, to make your offer realistic
5.4 Use your offer to qualify your prospect by asking the client what they want or need before giving a price to make your offer relevant
5.5 Ask your client to buy or tell him what to do next, to make your offer actionable
Record your offer or write it down keep going through it and test it by reading it out loud and notice if there are any points in the offer where you stutter or you stumble. That’s the point to improve your offer to make it really flow all the way through to the end
I hope you’ll have fun with this start creating your offer for your clients, start packaging it together and test it out with your clients and measure what results you get…