Are You Making These Mistakes With Your Core Offer?
The easiest way to get clients is to first have something to sell, and I believe everyone needs a core offer -- something that is their main package or product -- that is what they’re really driving people toward all the time and build all their other offers around.
In my business, my core offer has been my one-on-one coaching. It’s my favorite way to help people, and it’s the deep support I love offering which also means it’s the bulk of my income.
But when it comes to core offers, I see lots of newer entrepreneurs make some simple mistakes that could be costly for their businesses -- and their confidence along the way. So I wanted to share 5 common hiccups I see and how to fix them.
Mistake #1: You don't have a core offer.
So this may be obvious, but at least at the start of my business, I was really afraid to create something, put a price tag on it, and put a fun name on it. Even now in my business, often I forget to do one of these key things when it comes to making a really clear offer. You want to make sure that your offer has a great name and has a results-oriented, bullet-points description of what's included. And, of course, it has a price tag.
Along with this one, we can’t be afraid to market it. It’s okay to make it fun and sexy and attractive because this is an offer that's great and will serve well. If you know you can deliver, then there’s no shame in marketing it beautifully.
Mistake #2: You don’t love the offer or your business.
Your niche and business model need to be at the crossroads between your strengths and what you love and what your clients really need. If you hit in that sweet spot, you should have something that will sell.
Now, this doesn’t mean you will always love your packages or even your business. But I do think you should love it 80% of the time. If you don’t, something might need to change. Because if you don’t love it, no one else will either.
Mistake #3: You haven’t validated the offer.
There is a difference between what people want and what they will pay for. We need to give ourselves permission to be strategic about what we offer in addition to loving it. So how do we find out if it’s something someone will pay for?
The first way is to see if others who are successful are offering it. This is a simple way to validate the offer, but my personal favorite is to actually talk to people about it. These don’t have to be high pressure conversations. You can run this by people in connection calls, market research calls, or other types of connecting with people.
It’s in doing that we see what people are really struggling with and if we need to make any tweaks to what we’re doing, or we might find we were right on the money and now we have a group of people to potentially pre-sell to!
Mistake #4: You’re not mentioning it anywhere and everywhere.
Truthfully, one of the biggest disservices you do for your audience is not to sell to them because people are better off on the other side of your offer. That means we can’t be afraid to share it with them in a bolder way. Not just a little PS in an email or a page on our website no one ever sees, but actually tell people about it wherever we show up.
And if you're like me, you love giving value away for free. You love helping you love serving in your personal life. You love being dependable, and you're someone that's generous and kind and heart-centered. Continue to do that … and also invite and also let people know how they can work with you in a paid capacity really clearly and how it will benefit them in their lives.
Mistake #5: You're not selling in order.
There needs to be a clear map of how you walk people from stranger to paying customer. The core offer is just one of the pieces of your client journey. You also need a few others to make sure you don’t have any gaps in the process.
For example, you need a visibility plan to start a relationship, a freebie to invite them closer and solve a problem, a community to continue nurturing them, and a transition offer to give them a better experience with you before they go into the main paid offers.
It takes a little bit of mapping out a process that works or even reverse engineering the process from before, but by having it all in writing you’ll know exactly where the process breaks down and where you need to start to fill your client roster.
Once you solve those mistakes, you’ll have a dazzling core offer that serves and sells more easily -- which means your business can thrive in your unique way and you’re making the impact you were meant to make all along.
Which one of these areas do you want to improve to make more sales?