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Offer sign

I work with many entrepreneurs on something called an “offer ladder.”  This is a variety of offers available for sale in your business for people at different levels of awareness about you and your brand. There are some very, very, very successful business owners who only offer 1 or 2 things for sale and are well known for that thing.  For a lot of us in the first years of business, we need to have offers for sale that allow clients to buy at different levels of know, like, and trust about us.

 

offer ladder

 

 

 

Offer ladder : Know, Like, and Trust

To be honest, I hadn’t heard about the “know, like, and trust” factor in business until I took Entre Money Coach online.  My business was heavily referral-based. There was a level of trust built in when I met with clients for the first time. Honestly, I still love building organically and getting clients by referral. The reality is that often that strategy isn’t really enough to grow the business as big as we want. It is important to relate to our audience at different levels as they get to know us.  

 

What do I mean? I have worked with several entrepreneurs that had offers for their audiences starting at several thousand dollars. They did not have anything else aside from that. The offers they had also created had a commitment of 3-6 months. Not to mention the monthly payments that were the size of car payments. They did make a few sales here and there, but the issue was the client journey. It took too long to make the sale. It’s nice to see $3,000/$6,000 programs. But it’s challenging if you only do it every few months.

 

 

 

Offer LADDER : Price Points

Those price points and time commitments feel like a relationship, don’t they? So, one of the things we worked on together in our sessions was to create something at a lower price point and time commitment for their audience. This way, if someone wanted to work with my client, but not on a long-term basis, they now could. Some quick ideas can include a power hour session or a few hour session that solves a particular problem.  Having this live offer to work with you for a few hours can be a great entry point for your audience to buy from you sooner.

 

I see some online service entrepreneurs create their lower-priced entry point with online courses, but I think having a live offer available so someone can learn about your approach and process can be beneficial. The first step to creating your offer is to define very clearly the problem you can solve in a short period of time. Can you help solve a sales problem or a copywriting issue on a sales page? How about creating a quarterly plan for something? A bonus to the quarterly offer is that you can have repeat business every three months if the client loves the result.

 

 

 

AUTHOR’S NOTES:

If you don’t have an entry-level offer for clients to get a “little bite” chance to work with you, consider creating one. As with everything else you do, the result is the key. Start from your audience’s most pressing problems and find the one that you can solve in a shorter live session.

 

Need help with your offer ladder? Ready to make more money and keep more profit in only six weeks? The Profit Accelerator is open! Visit https://entremoneycoach.com/accelerator for all the details.

 

 

 

Creating your signature offer is one way you can be sure you reach the right audience and hone your message. One that you will be known for.  One that people will seek you out for.  Your signature can be a course, program, flavor, color, packaging, template, the sky is the limit. 

 

No matter your business or industry, your voice, your values, and your point of view are unique to you. Your message will resonate with some people, and not with others. And that’s just fine.

 

Creating Your Signature Offer

 

The one thing about creating your signature offer is that it needs to be on-brand. It needs to be cohesive with your voice, message, image, and values. Make sure you know these things for yourself before you start creating your signature offer. To start crafting your signature offer, answer the questions below.

 

 

 

What do you want to be known for?

 

It’s the Profit Accelerator for me. The programs, the (upcoming) podcast, the book, all of it. I want to be the go-to for entrepreneurs who want to make more money and keep more profit by starting with their numbers. I know profit creates impact and I want small business owners to have a tremendous impact in their communities and in society.

 

 

 

 

What change or transformation do you want your clients to have through your signature thing?

 

I want people to be empowered with their money. Confident in making financial decisions. I want them to walk away from my signature Profit Accelerator experience with positive permanent changes that make entrepreneurship better for them. You need to be very, very clear about what your clients will experience through your signature thing. Your answers in this step will help you define the actual offer in the next step.

 

 

 

 

What’s the best format for your clients to get that change?

 

In the program I created, it is a hybrid between 1:1 sessions and group coaching for a six to twelve-week timeframe with the singular goal of generating revenue and keeping the profit. For some of you, it will be a course, whether online or live. For others, it will be with your products. You know your audience, make sure you are meeting them where they are so you can help them get to where they want to be.

 

 

 

 

What feels good for you to deliver?

 

The final question has to do with alignment. Your signature offer must represent you and you must feel good delivering it to the world.  If you are not a webinar and PowerPoint person, you can’t force your signature offer into that format. Really think about this. The way you deliver your signature thing is the way people will remember you.

 

There are still two weeks left for 2020, why not take a little time and create the thing you want to be known for in 2021. Daydream a bit if you need to. Visualize it, feel it, and outline whatever you need to in order to bring your signature thing to the world in 2021.

 

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