Welcome to part 2 of this month’s series on how to book your first or next four-figures! Last week we talked about setting the financial goal and this week we are going to dive into creating your offer.
When it comes to creating an offer that will help you hit your four-figures there are a few key things to consider along with some strategic approaches you can take.
The first thing we want to do is look at the financial goal you set last week as well as what you currently have in place to sell in your business.
For example, if you decided you want to make $1,000 let’s look at what you currently have in place in order to do that.
Financial Goal: $1,000
Current offerings: $50-$100
Let’s assume you currently offer things priced between $50-$100. Let’s take the $100 offer and say you made it your goal to sell that to hit your four-figures. The basic math tells us that you would need to sell 10 of those offers in order for you to hit your financial goal. I want you to ask yourself if that feels doable to you?
No matter what your answer might be here are my strategies when it comes to creating the offer that will help you hit four-figures:
The financial goal
Yes, we just talked about this but as you work through this strategy I want you to look at it again. Look at your financial goal and get crystal clear on it and on the fact that this is the number you are trying to hit.
The client goal
The next thing I want you to do is decide on what the # of clients is that you can and want to book that is DOABLE. Again, I’m not asking you to stretch yourself thin here because if you do you will just make it more challenging for you to hit that goal. We want it to be easy. So the trick here is to pick a number that feels easy and doable and make that your client goal.
The simple math
Now that you know what your financial goal is and what your client goal is I want you to do the simple math of dividing the financial goal by the client goal to see what number you get.
Financial goal/Client goal=Price of offer
Now that you know what your numbers look like you can build an offer around the price point you now know you need to charge that is DOABLE in order to hit your four-figures.
Let me walk you through this process.
If you know your offer needs to cost $200 and you want to book 5 clients I want you to ask yourself the following questions:
What do I currently sell I can turn into an offer at that price point?
How can I create and deliver the value that will be equal to the price point?
What offer can I create that will serve those 5 clients well and help me hit my financial goal?
The key things I want to focus on here is that I want you create your offer based on value and not quantity. Think quality over quantity here. I don’t want you spreading yourself thin to serve these 5 clients and then not having the room to grow from here. Focus on delivering a RESULT through your offer and the simplest way to do that vs. just cramming a ton of things into an offer thinking that equates to the price point.
Let me give you a practical example. Let’s say you’re a health coach and for the $200 price point you want to offer a customized month long work out and meal plan for someone for the price of $200. You decide that the way it will work is you will have them fill out a questionnaire and based on their responses create a 30 day workout routine and meal plan calendar for them. You know that it feels doable to offer that and book 5 clients and deliver the value and all you have to do is put together the questionnaire for them to fill out and then have a template for the workout routine and calendar you customize for each client. That’s it. That’s all you have to do and it is absolutely worth $200.
Where I see people go wrong here is that they then feel the need to offer this and that with their offer to make it seem valuable. The value is the result you’re going to deliver which is a customized 30 day workout and meal plan and you’re doing exactly that while keeping it simple for both you and your clients. There’s no need to add unnecessary bells and whistles. The value is the result so decide what that result is going to be and then the steps to help them get there.
Creating your offer doesn’t have to be complicated. Follow these steps, do the math and create something valuable based on the result. Next week I’ll be diving into how to market your offer so make sure to join me then!