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Crafting a Powerful Offer

Crafting a Powerful Offer

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 Is it cliche to use the phrase “powerful offer”? I think it can be. When we hear the phrase, it feels a bit mysterious and aspirational. In order to demystify what makes an offer powerful, let’s break it down.  An offer is presenting people with the option to say yes or no your solution for solving a specific problem. Many people believe that a powerful offer is one that gets a yes at the end, and while I don’t disagree, let’s take a pause. That standard can create a lot of pressure. How does it make you feel when you think a powerful offer requires a yes? Getting on a call with that outcome in mind can drive behaviors that goes one of two ways: it can make you feel like you need to be somewhat pushy on the call or since most of us avoid that feeling at all costs, it can make you feel apprehensive and your offer will feel very bland and almost forgettable as a result. In order to remedy this, we have to think of a powerful offer differently in order to create one that doesn’t make you feel nervous and freaked out when you are talking to potential clients and allows you to bring the energy you want to the call.  The best way to approach how you think about a powerful offer is to remove the pressure and allow some space in between the offer and the sale. Today I am going to focus on three components involved when you are talking to a potential client: there’s the offer itself, there’s you, and the potential buyer.  When you are an effective communicator and the buyer is a qualified lead and the benefits of the offer are clear, chances of having the desired results are exponentially higher.  Breaking down the roles of each component helps to put the pieces in its proper place, which means that you can remove the uncertainty of not knowing where to focus or what to change when you want to uplevel your offer.  Today we are going to unpack three components of the powerful offer by focusing on how effectively you communicate, how clear the promise and delivery is of the solution, and how to create and talk to qualified leads. When you improve each of these, the sum total will create a more powerful offer.  Your ability to connect with the client is foundational to the ease of the conversation. This is why we worry about being pushy, but remember, you are operating from self-interest if you are advocating for the client’s results. I want to take a minute to talk about the balance between your likeability and your willingness to advocate for their desired result.  Let’s start with your likeability. This is an easy one. You are very likeable. You want to help people because you care about the quality of their lives. Of all the sales calls I’ve reviewed, not a single one involved a coach that wasn’t likeable and lovely. Coaches, by nature, want to connect and help others. You want people to trust you and know that you have their back and they should.  However, if you’ve ever felt that being likeable and trustworthy are the main things you need to win people over, you are putting yourself in a vulnerable and precarious position.  A powerful offer is more than you being your amazing self that people like, trust, and connect with. It is important to connect with this deeply because otherwise, you will make offers mean a deeper level of personalization, which is what can make sales feel so uncomfortable and scary. If getting a “no” feels like a rejection of not just your services, but of you and who you are, you will want to be aware of this so that you can de-personalize it.  The other downside is that the overdesire of being likeable means not asking the tougher, more challenging questions.  Taking the focus away from making this a personal interaction and understanding it’s a combination of being your likeable self PLUS a clear offer, a qualified buyer, and effective communication, will ultimately lead to your desired results.  Now that we’ve set the stage, let’s break down the three components for crafting your powerful offer.   A clear promise and delivery  You want to be very clear on the promise and delivery of your solution. It starts with your own clarity on what you do, why you do it and how it’s a benefit to your client. The most important thing when talking to a potential client is that you want to be sold on your own service. Know exactly what makes you and your service different and why it’s the best option for your ideal client. I want to assure you that you DO have unique value to offer. If you think there’s nothing that special about you or that “All I have is coaching tools”, you are selling yourself short on a personal level. It’s not about your experience, it’s about what you want to create for the client.  Think about what it is that makes you unique and different from other coaches and packages. Some of the differentiators can include your approach, your beliefs, how you use coaching tools, your values, the way you...
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