Last week, I shared with you selling is all about creating a relationship. (Haven’t read part 1 yet? Click here to read it!)
From the moment you create a connection, you are already presenting your offer.
How you communicate.
How you show up.
How much you care for your clients.
It starts right from “hello!”
I also shared that there are 3 questions that will determine the success of your offer… so let’s dive in!
Imagine for the next 90 days, you were to create an additional $10k in your business. You could:
- Sell 1 unit at $10,000
- Sell 2 units at $5,000
- Sell 4 units at $2,500
- Sell 10 units at $1,000
- Sell 100 units at $100
Which of the 1-5 above would feel the easiest? Be honest with yourself.
Now, based on your answer, here are the 3 important questions to answer:
#1 – How many people do I need to sell this offer?
Multiply the number of units from the line you selected by 50.
(Say you picked 10 units at $1,000 as the easiest option, you will multiply 10 x 50 = 500)
The number you get is the number of qualified people you need registered in your sales system. (Assuming a 2% conversion, which is industry standard.)
Ask yourself this: based on where you’re currently at in your business, is this number realistic in the next 90 days?
… And if you don’t have a significantly large audience right now, will you be changing your goal number or the dollar value of your offer?
#2 – How can I make this offer a no-brainer?
One of my favorite sayings goes “People buy when the value of your offer outweighs their fears and objections”
If you’re going to 10x the price of your offer, what would you add to your offer to make it worth that 10x price?
Don’t worry I am not going to tell you to charge that amount, but play with me here. If you were to charge that amount what would you include that you are not currently?
Maybe it’s a done-for-you component, maybe it’s 1:1 time with you, or templates and tools to help them get results faster.
In other words, what additional problems would you need to solve for your client? How else would you show up? What would help guarantee their success?
Imagine you offered that but at your original price point. Knowing you were giving 10x the value of what you’re actually asking in return will skyrocket your belief in your offer and create demand…
#3 – How can I package and monetize my knowledge?
Your knowledge can be packaged in different ways like eBooks, courses, mentorship, or templates.
But keep in mind that what your clients are willing to pay you will be based on how you can solve their problem.
There are 17 different ways you can offer that solution, and the way you present your offer will determine its perceived value and whether people will want to buy! In fact, be excited to buy from you!
Want to get your clients the results they desire and get paid well for it?
Check out my 17 Ways to Monetize Your Knowledge PDF so you can create maximum impact on your clients lives and get paid well for doing it!
