Why You May Not Be Where You Want To Be: Your Offer

You're listening to the PT Profit Podcast. Today, in this short mini series, we are looking at the third most probable reason why your business is struggling. Are you ready? Let's dive in.

Hi, I'm Beverly Simpson, former fitness manager turned online personal training business owner. And this podcast is where smart fitness professionals, including trainers and clinicians, discover how to increase client performance in movement, package and position their products and services and get out of their own way so that they can increase their revenue to live a life that they love without sleazy sales. Welcome to the PT Profit Podcast.

What's up coach? Thank you so much for pushing play on another episode of the PT Profit Podcast. I'm your host, Beverly Simpson. And welcome back to another one of the short Real Talk episodes where I'm sharing with you some common reasons why your business might be struggling. What to look at. And I'm pulling back the curtain of what we've been doing inside of BE Simpson Fitness, what I've been experiencing. So let's go ahead and dive in now. Of course, I'm batching these podcast episodes right now, so I haven't been able to share any of the feedback that we have been hearing about the episodes, but I'd love to hear from you. How have you been enjoying these Real Talk episodes? Please feel free to screenshot this episode. Tag me on socials at B. Simpson Fitness so I can can celebrate you. I love to hear your takeaways, questions. I love hearing from you. So please share with me. What have you been loving or disliking about these Real Talk episodes? So let's just go ahead and dive in. With that said, so the third most common reason why you might not be seeing the success that you want is your offer. And now with the offer. Okay, now this is not just your programs, your memberships, your templates, your your do it yourself programs. An offer is the full experience of how you take someone who's in a problem to where they want to be, not what they need, but where they want. And it's going to be a combination of giving them what they need, but mostly just give them what they want. There are seven main components of how we really put together this offer that is really truly irresistible. So irresistible that it sells itself. Now, we've all heard of the 8020 rule when in the context of food and nutrition, it also applies inside of business. And the 8020 rule in business is that 80, the 80% is the offer itself to the person who wants it. So if we really want to break it down 40% is the offer itself and 40% is, is who that offers for. Because think about it, look at the grocery store. The grocery store just literally puts up food and there's a real fancy tricky messaging, marketing, NLP and fancy language to sell an avocado. It's either you want the avocado or you don't. And if this place doesn't have it, are you, do you put your name on a wait list? No. And half the time when you put the right offer to the right person at the right time, you're not going to need. People don't really want to be on wait lists. You don't have to build momentum up like that in the way that we have been traditionally told and, and sold on. Because really in my case, if I'm serving my champagne clients, they have a problem and they want it sold now and they're not waiting three months for you to build no like and trust so that until you know, to get the Problem solved. So 40% is the offer itself. 40% is who this offers for. And then the other 20 is where the majority of people spend their time on their websites. Their About Me page. Is my Instagram agreeable and is in my script beautiful. And all the things that I'm not saying that they don't matter just in terms of the level of priority. I'm not spending my, I'm not focusing on that. I'm not prioritizing that. I am prioritizing the offer offer and communicating the right offer to the right person at the right time. That is what's going to get you to multiple six figures. I, I would even put my heart behind the fact that that's what's going to take you to get to seven figures. That's what's going to take you to get to eight figures is identify the people in the in a problem and then sell them the transformation with the solution you provide. That's, that's it, that's what we do. And now it's not all has to all be educational. But think about it. There is a transformation when it's entertaining, taking them, you know, transporting them. So if you've got something that is entertaining, if you've got something that's, that's, you know, product based and beauty based, for example. It's, there's still a transformation. It's not just like body transformation going from where someone's in a problem to where they want to be. Whether it's just hey, I need something, I need to, you know, need something for to decorate My neck for this party, I'm going out. That's technically a transformation. That's what we're doing in the offer. And so it starts with communicating the promise, solving the problem to get to the outcome. That's it, the way and how you do it, which is going to maximize leverage without sacrificing client results. So this is not just about how can I, you know, make more and work less. It's about using the time that you're already using more efficiently and, and maximizing leverage without sacrificing client results. And then the price, and we've talked a lot about the price. We want to make sure that the investment or, and the perceived value is 10 times worth the asking investment measured against the consequence and cost of not getting started. That's what we're doing. And then when you can back it up, when you can guarantee it, this is what will provide certainty, the certainty that your clients need in order for them to say yes to themselves. It's certainty. And then once they're certain, once they feel like, yeah, I can do it, then we're going to need to layer in the urgency. Urgency is, is either inner or external. And most people rely on external urgencies, deadlines, and it's not that those are bad. We need a deadline. We need, we need a sense of urgency and a reason to make a buying decision. The buying decision is either going to be yes right now or no, not yet, but it's still a buying decision. And then our inner urgency is what's at stake, what's the consequence? What's the cost? What are you saying yes to? Most people don't want to, to, you know, they, they won't. You know, they're worried about being that, that sleazy person that won't take no for an answer. But then they don't get to the no. You got to get to the no, get them to say no. For me, the way that I operate my business is that it is my responsibility to help you until you tell me that you don't want my help until you specifically say I'm not interested. But for me, you are in my world for a reason and I'm going to help you. It is my responsibility to help you until you tell me that it's not. And then when we can layer in some scarcity, some, hey, limited spots, when we can increase some fomo, this is going to increase the desire for this offer. And then when we can layer in the context of because, why you created this, tell us, give us the reason. This comes from a concept of Robert Cialdini's of influence, as he he explains how. How when people have a reason, they are more likely to say yes, even if the reason doesn't make sense, was referring to people were cutting in line. Someone was doing a study on cutting in line to make copies. And people were more likely to let people cut without pain when they had a reason, even if the reason was as simple as, hey, can I cut because I need to make copies. But in addition to layering in the context of why you created this, this is how you separate yourself from the market space. Because it is you. It is how you transcend from the fourth level of market space saturation and into the fifth layer of market sophistication, where you become one in a layer of. In a. In a market of 1. Which means that the context of you, the reason why you created this, which is completely 100,000% yours, you, you are the niche. And when you can communicate that to the right person at the right time, you're good. Now, half the time people have a really hard time like, is it the offer or is it, you know, what is it? And it really comes down to the data. Nine times out of ten, most people do not have the seven main components all dialed in. And then we need them tested against volume. People will say, no one likes my offer. Well, how many people saw it too? How can you say that? How do you know that? And it really comes down to the data dialing in those seven main components and then the data measured against the volume of a subset of at least 50 to 100 people. And then when that happens, I'm going to look at it. So hopefully this helped you today. If you have any questions and you want help with this, then book your cost and profit plan where we will help you identify where the holes are inside of your business. We'll help you come up with a plan so that you can make the impact and income that you want to make. I'll catch you on the next episode.

Thank you for listening to the PT Process podcast. If you like this episode, chances are your friends will too. So it would be a huge service to us if you would please leave us a review and share with your friends on your social media channels. When you leave us a review, be sure to take a screenshot of it and email that screenshot to my team atinfo simpson fitness.com and we'll send you a very special Instagram podcast that will show you how to create compelling content so that your ideal clients come to you, and you go from wanting clients to a wait list of clients ready for your services. Thank you so much for listening, and we'll see you on the next episode.