3d ago (edited) in Sales and Marketing
Creating A Clear and Compelling Offer
After meeting with many of you in strategy calls, I noticed that several of you have multiple offers in play. While having options can seem like a good strategy, it can actually dilute your impact. My top advice? Single out the one offer that’s truly compelling and focus on making it shine. Make that core offer the focus on your one-pagers and website home page.
I know it's tempting to try to cover all the bases—but this can backfire. Too many options make it hard for clients to see the value you bring. Here’s how to keep your offers clear and help clients quickly understand what you do.
1. Start with Your Core Solution
Identify the main problem you solve that most clients face. This is your core offer. Ask yourself, “What is the one thing clients would happily pay me for?” Focus your primary offer on solving this key issue.
2. Streamline and Simplify
If you already have multiple offers, take a close look at each one. Ask yourself if every offer is necessary. Could some be combined? Are any too similar? Keep only the offers that are truly unique and valuable.
3. Test for Value
Try out each of your offers with potential clients to see what sticks. Which offer gets the most interest? Which one brings in the best feedback? Let client responses guide you to the offer that solves their biggest pain points.
4. Pick a “Signature” Offer
Once you find the most effective solution, make it your main offer—the one you talk about first and promote most. Think of this as your “signature” offer. It’s the offer that represents the core of what you do and creates the strongest impact for clients.
5. Limit Additional Offers
If you still want to offer more than one solution, make sure each additional offer is distinct. For example, if your core offer is a lead-generation system, an add-on could be a short training on social media outreach. Each offer should fill a unique need.
6. Be Consistent in Messaging
Talk about your offers in a way that keeps your message clear. If you have three offers, mention them only when relevant—don’t list them all at once. Stick to the main offer most of the time, and bring up other options only when they’re a better fit for the client’s needs.
Final Tip: Ask Yourself, “Does This Add Value?”
Before adding or keeping an offer, ask yourself: does this add value, or does it distract? When in doubt, keep it simple. A single, powerful offer is often stronger than several average ones.
By focusing on one core solution and only adding offers that add clear value, you’ll avoid clouding your client’s perception and keep your services easy to understand.
One more thing!
Please reach out if you need help developing your core offer and getting in front of decision makers. That's what I'm here for!
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Creating A Clear and Compelling Offer
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