As entrepreneurs we often get caught in our own heads about what we want to offer prospects vs. what they really want to buy.
One thing you need to always remember is that in business and sales it’s never about you it’s always about the client or customer.
So how do you create truly offers? Here are two mistakes I often see that you should avoid before creating your offers:
Not Knowing What Your Market Wants
The mistake most people make is that they think they know what people want but the best way to sell is to be as clear as possible.
How do you do that? Simple, you do your market research and you ask.
Let’s take one of my former clients for example. Before working together she was struggling to sell her services. She had a long list of services and packages that looked great on paper but never seemed to sell. Upon working together I quickly noticed that she was offering what she thought her clients would need but not what they wanted.
It may seem like I’m splitting hairs but there’s a big difference. If you are guessing what your clients want or only offering what you want to deliver then you need to stop and start asking what it is they want to buy.
Not Creating Results Based Offers
Let’s face it, we all want and need instant gratification and our clients want the same result when working with us.
It doesn’t matter what type of business you have but the faster you can create a result for a client the happier they will be.
Most clients I start working with aren’t clear about the results based process they offer to clients. I like to call this your signature system. Essentially it’s the process you take people through to get them a result.
Results based offers can only be created once you are clear on the process you’ve taken or can take someone through in order to help them achieve their desired outcome.
The best way to determine your signature system is to clearly identify all the steps in your results based process.
Then once you do you can decide how to create offers that your clients will buy.
Lastly you should decide how to deliver them.
For example, I’m clear about the fastest path to results for my clients and I teach them how to grow their business online. One of the ways I do it is by teaching exactly how I’ve achieved a multiple 1000 person mailing list, filled my practice and mastermind programs all by speaking online.
The exact steps that I took I now teach either in VIP Retreats, my SHINE Mastermind programs or working privately in my coaching programs.
So when it comes down to creating offers make sure you deliver what your clients want and offer them in an attractive way they can’t resist buying.
Comments? I’d love to hear them in the comments below.
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