You may feel shaky when pitching your product or service.
Maybe you aren’t sure what to propose.
Or something about your offer doesn’t seem quite right.
Perhaps you have been rejected one too many times.
Or you haven’t even tried because there is something off that you can’t quite put your finger on.
Whatever the reason, you are not 100% confident in your offer because something is missing.
Giving your offer a facelift is crucial to have your clients line up to buy from you.
So how do you do this?
Step 1: Understand why people buy.
It is first essential to understand why people buy in the first place.
If you ever walk by a newsstand or flip through television commercials, you may notice a pattern. Beautiful women or men live their best lives with extravagant homes, yachts, or incredible vacations.
They are living the dream luxury lifestyle. You see promises of a magical romance, how to meet your soulmate or a beautiful wedding.
You may see healthy, happy, fit models with the caption “Lose 10 pounds in 30 days”. Or you may see a combination of these. The images and captions are intentional.
There are three main reasons why people buy.
The promise of:
- Money: Making money to create happiness, time freedom, avoiding effort, or saving money
- Sex & Love: Finding love, being sexy, finding romance, or gaining praise
- Health & Happiness: Achieving better health, cleanliness, or hygiene, or escaping mental or physical pain to create pleasure and get more comfort
If you solve at least one of these areas, you will easily make money and gain more clients. Here’s how.
Step 2: Lead with empathy.
Empathy is the ability to identify with or understand your client’s feelings, perspectives, experiences, or motivations and comprehend and share their emotional state.
Fall in love with your ideal client and deeply empathize to create an offer that solves a real problem.
What are your ideal client’s pain points?
Who are they? Get in their shoes by spending time with them.
Be open, ask questions, and listen to develop a true understanding of the significant challenges that your ideal client experiences. It’s essential to understand what your customers are feeling.
How is their daily life? How do they feel? What makes them sad, angry, or happy? What makes them cry? What frustrates them? What keeps them awake at night?
Tap into what they talk to their friends about or secretly want.
What struggles do you hear over and over again?
Most importantly, what is their number one biggest challenge right now?
Market research is an excellent method to understand your ideal client’s fears, desires, and dreams and will give you tremendous insight and clarity.
Step 3: Solve the number one problem.
Imagine you could wave your magic wand. How would you help them get results? What precisely would you do to help them?
Think about the progress your current clients achieve. Can you apply that here?
Your clients may come to you repeatedly to solve specific issues. What are they?
Focusing on your strengths will allow you to build your reputation as an expert, build trust, and ensure that you get the best outcome.
Think about your unique method or area of expertise and where you get your best results with your clients.
Pro Tip: If you struggle to uncover your unique method, ask the source. How do your clients describe your service to other people?
If you are not currently addressing one of their main struggles, what could you do, if anything, to get results in the future? Make sure that your offer solves their pain point.
Once you have determined this, eliminate all of the services that are not your strengths, and create an offer filled with services that clients value and ask for most.
Then, ask yourself whether the challenges are significant and urgent enough to solve. And will they pay for this?
A good indicator is if others make a full-time living selling a similar product or offer; however, that is not always the case.
Remember, someone needs to be a pioneer in a new endeavor.
Most importantly, it’s essential to love your work. What do you love doing? You should love and feel so good about your offer that you know they would be missing out if they did not buy from you.
Step 4: Outline the transformation.
While overcoming their most significant struggle, your ideal client will need to experience shifts and learnings to create a transformation. They start with the challenge at their A point and end their work with you at their B point. What is the change they will go through, and what makes it unique?
Clearly outline their problem and the desired result.
Take time to outline the steps from problem to end goal. What do they need to do, know, or experience to achieve the transformation?
How will they get from their current reality to their envisioned future?
Example:
Start Point A: Can’t fit into a wedding dress.
End Point B: Lose 10 pounds and get in shape.
Brainstorm the steps necessary to achieve the transformation on a sheet of paper. Generate a range of ideas that you will narrow down later.
Reflect on all aspects of the transformation.
What type of format would be most helpful? Video, product, meetings?
How often will they need to meet with you to connect?
Assess the time required to create a transformation and the time between sessions. Include anything required to help achieve the result.
Next, put the items in order so that you know the exact steps they need to take from point A to point B.
Determine your unique methodology that gets your client from A to B. How does your process stand out?
Step 5: Wrap it with a bow.
It is best to have one offer you love to become an expert in your niche.
Start by focusing on one high ticket offer to create consistency for you and your audience. It will be easier and more manageable.
Keep in mind that new offers can take time and may not be successful right away.
Pitching one offer for one year gives you the time needed to build traction until you achieve success.
Before you are ready to launch, conduct Market Research to verify the offer with your client.
Make sure that you are solving a problem in a way that speaks to your client and that it has appropriate pricing.
Always keep in mind that an irresistible offer has:
ROI:
You need to have a good return on investment to make a purchase.
What is the evident transformation that you outlined in Step 4?
Also, make sure that your offer promises more money, sex, love, health, or happiness. Can the offer language be adjusted to help your audience connect to this?
Value vs. price:
Make sure that the problem you solve is significant enough for your ideal client to buy. The value needs to be greater than what they are paying.
After launching your offer, always make sure to adjust as needed. If you need to change the timing, the materials, or the pricing, make sure always to gain feedback and make adjustments to best suit your client’s needs.
Recap:
Creating an irresistible offer that sells is essential to your business’s success. Connecting to your ideal client’s challenges with empathy will allow you to solve their number one problem with an effective transformation.
Last, be sure to have a clear return on investment and provide more value than the price by connecting your result with at least one of the three main reasons people buy money, sex & love, or health & happiness.
Step 1: Understand why people buy.
Step 2: Lead with empathy.
Step 3: Solve the number one problem.
Step 4: Outline the transformation.
Step 5: Wrap it with a bow.
By following these steps, you will have an irresistible offer that sells!
If you need help creating an irresistable offer that sells and are ready to create a step-by-step strategy so you can start seeing results, email me with the word PROGRAM.
I am looking forward to hearing about your success!
Michele x
