#212 - Are YOU the problem with your offer?

The reason that your offer isn't selling, the reason that your offer isn't quite right, it isn't hitting that hell's yes benchmark standard, which we want, which means it sells with ease every single time you promote it. Quite often, the reason for that is you.

Hello. Hello, everybody. It is Kate here from hello Funnels, and welcome back to the Doing It Online podcast. Now, today I have a question for you. And that question is, are you finding it difficult to sell your online offers, online courses right now? Now, of course, I can't hear you, and this is prerecorded, but my guess, according to people who are dropping in my DMs, according to what we're hearing in our communities, according to what friends and peers and also what we are seeing on occasion in our business, is the answer is tells. Yes, things have gotten slower. Things have gotten harder. Now, for a lot of you, you might be out there right now, like, looking for the solution, trying new tactics, new tricks, binging, people's launch debriefs and everything. Like, they're trying to find, like, what is that magic secret ingredient? And to be honest, for about 90% of you listening right now, the answer isn't your marketing. It's not how you're selling. The answer is probably your offer. And inside this episode today, we're going to talk about why and how to fix it. So let's dive right on in. Okay, guys, so let's talk offers. And let's talk. The kind of embarrassing elephant in the room when it comes to offers is that quite often the reason that your offer isn't selling, the reason that your offer isn't quite right, it isn't hitting that hell's yes benchmark standard, which we want, which means it sells with ease every single time you promote it. Quite often the reason for that is you. Now, I don't want you to take offense with that because what I mean by this is not there's anything wrong with you. It's that actually the offer that you've created doesn't suit you. It doesn't fit you. It's not going to give you what you ultimately want and need. It's not designed around what you are innately just awesome at. It is usually because you've created an offer based off what you've seen other people doing or what someone has told you you should do. And there is that word, every time you hear that word that should be sending red flags. Because anytime someone says you should do something or you say you should do something, that usually requires A little bit more investigation, because that word is a dirty word, but we won't dive into that today. So what we're talking about is offers and how if you have created an offer, if you have built, if you're currently trying to sell an offer and it is not a great fit for you, if it is not really designed to suit you and to highlight what you're best, and that is not just in what your offer is about, like what you are selling, but how you were selling it, how you are marketing it, how it requires you to show up, then that offer is never going to work. And I think the best way for me to explain this, like to properly illustrate is to give you an example. So one of our really, really early on clients, when they came to us, they were trying to sell premium offers. What they had been doing was one to one, they were doing one to one consulting. They were trying to create something a bit more leverage and something that they could sell at a higher price point. Like that was really their goal was like, I want to free up some time and I want to bring in more revenue. So they had been advised by a coach to create like a premium package which is basically just selling a bundle of their one on one sessions and you know, and giving it a cool name and saying that had an outcome, which is, you know, all good advice. You want to give something, productizing your services is a great way to sell it. But the problem was, well, there was a few of them. So first of all, this bundle is premium bundle. I think it's around about three and a half to $4,000. It wasn't a good fit for their target market. So their target market was busy, tired, overworked, overstretched, at home moms. Okay? So there's a few things that when you think about that market is just undeniably true. One, they don't have much time, they don't have much flex flexibility, sorry, in their schedule. Usually they are trying to jam as much stuff as they can into their day and any time for them is limited. And you know, it's probably hard for them to schedule in because every day is probably a bit different. Number two is they generally also don't have a high amount of disposable income. Obviously that's not true of everyone. But if we're looking at that as a target market, like the broadest thing is usually they don't have a huge amount of disposable income because people with, you know, small kids just don't. Usually if they're an at home mom, they're living off one salary, they're trying to support extra miles and kids are expensive. This is something I've realized myself. Again, they don't have a huge amount of disposable income, they don't have a huge amount of time. And the other thing, the other thing which is just the reality of that market is that when they do have some spare time and they do have some spare money, do you know how they spend it on generally not themselves. Okay, so they generally spend it on their families, on their kids. So coming to them first of all with an offer that is like a rather large investment and a big chunk of time was always going to be a hard sell. It was always going to be a hard sell for them. So that's the first piece of the puzzle. The key here to a great offer is it needs to be a fit for your market, like a Hell's yes for your market. And it also needs to be a Hell's yes for you. And so normally when people are looking at their offers, they normally stop at the market piece. They normally design around what is going to be a good fit for their market. Well, some people don't even do that step. But the first step of trying to, to fix or try and design a really good offer is looking at the market. What do they want? How much time do they have? How much do they want to invest, how much are they happy to spend? How do they want to learn? Or how do they want to get this outcome? Like are they at a stage of their lives where they've got lots of free time and they'd rather spend a lot of time like in there doing it themselves, learning? Or are they at a stage of their lives where they don't have any and they'd rather spend money to get someone to do most of it for them? So all of that stuff is great. And obviously this offer here was not ticking any of those boxes to start with. But the second problem, and this was actually probably, I personally think the bigger one, was that the offer also didn't fit her and her goals. So she was really burnt out, she was really tired and exhausted. Yes, she wanted more revenue in her business, but she also wanted more space and more time. And the offer that she had created with the price point and the way it was delivered meant that first of all she had to do sales calls. You know, caveat there. You don't have to do sales calls, this price point. But when she came to us, that was the assumption that was what she was doing. So she believes she had to do sales calls, which takes a lot of time, wasn't something she enjoyed and wasn't something she was amazing at. I don't think she was convert, she was converting like 1 in 10. So that's ten 45 minute calls to try and get one client who's then going to take another ten hours in your calendar. Can you see why she would not be very excited about going out there and promoting this offer? She didn't want people like deep down, even though she wanted the revenue in her bank account, deep down, she didn't want to have to do that process. She didn't want to have to do those calls. She didn't want to then, once she made a sale, have to deliver. So this was two things banging up against each other. So it was just never going to work that well. And those two factors combined was why she wasn't selling. So peeling back that and looking at that. And I want you to sort of put that lens on your own offers because this is your business, right? Like you started your business for whatever reasons, whatever your wise, everyone's going to be slightly different. But for most people it's because you want to be able to do work that you love. You want about having more flexibility of time. You want to be able to sort of like work when and where you want and you want to be able to enjoy your life and earn enough money to do that. And so if your offers, first of all, like, if they're not a market fit, that's bad. But if they're also not a fit for you, what usually happens in this scenario is someone will go, my offer's not working. My offer's not working. Okay, you look at the market fit, you tweak some stuff there and then sales start coming in and then it gets to a point where it will slow and it will stop because you are starting to resent your offer. You cannot get excited about going out there and talking about it and sharing it and selling it and marketing it. And if you've had an offer for a while and you are finding that right now that the sales have slowed, market, economic side of things aside, if there is something in you that's going, you know what, I don't really actually want to sell this offer anymore. I am feeling resentful of how I'm having to show up, what I'm having to do to either to market it, to sell it, to deliver it. I'm not feeling like I'm getting a fair and equal exchange like the, the revenue you're getting back, the energy you're getting back, the enjoyment you're getting back from delivering that offer is not feeling worth what you're putting in. If you are in that point, you are not going to be able to sell for the long term. Sure, you might be able to sell for a couple of months, even a year or so, but you are going to hit a wall eventually. And I think so many people are there right now. They've set up a business, they've set up a course or a program or something that was based off what they should be doing. What someone else told them was going to be the right thing for them. And it's not a match for you. It's not a match for how you like to show up. Maybe you're an introvert and you've set up something that requires you to be going out there and putting yourself out there and speaking to people and just having your cup emptied way too much on way too regular a basis. So this is why, like, one of the very first things we do anytime we work with our clients, the very first thing we do is we call it the design phase. And in that phase we ask, like, what do you want? How do you like showing up? How do you like to sell? Let's make your offer fit that. Because when it does, and this is what happened with this client when we made the tweaks. So we made the tweaks to find that happy medium between what her clients ultimately wanted, like how much they wanted to spend, how much, how they actually wanted to learn, like what worked for them, and also what worked for her. And by making that adjustment within a couple of months, she went from selling one or two a month and spending, you know, 10 plus hours a month, if not more on sales, calls and then delivery, to creating a totally leveraged program. Yes. At a lower price, which I'll just put a caveat here. Lowering your price is not always the answer like it was in this case, but it's not always. But she was then able to sell like 20 a week of this much lower time effort on her as well program. And the clients loved it. It allowed them to be more flexible. They weren't having to put 10 hours worth of calls in their calendar either. And it was a win win. And it just worked. And it's still works. It still works even in this environment because it is the right fit for her and it is the right fit for her market. So that is really what I want you to take away. And what I want you to think about today and if you're sitting there going, oh my gosh, this sounds like me, I feel like I have got this offer and it's just not right. Something in it is not right and I need some help. Then I have something for you. We are. And I haven't done this in a really long time, guys, because I am an introvert and I know what suits me. But I feel, I'm feeling really cold to do this right now because we are doing a live online event. It's going to be kicking off on the 12th of June Pacific time, which is the 13th of June for all the Aussies. It's going to be a three day live paid event, but the tickets are only $9. Okay. So we want people who are going to actually show up, are going to actually participate, which is why it's not free. And also because I don't think I could give it away for free and that would feel bad. But we want to make it really accessible. So the tickets are just $9. And on day two, we are going to be going through the offers and I'm actually going to be sharing for the first time our offer audit, which is a process that we take our clients through that is going to help you to see exactly what you need to change in your offer. To make it a house. Yes, to make it a good fit for you and a good fit for your audience. So the live event is called Unfuck with the Live. I don't know if I'm going to have to bleep this out to be able to publish this episode. I just really liked the name. It is going to help you. It's three days. We're going to show you how to set up Unfuck with marketing, Unfuck with Will offers and Unfuck with with the bull selling. And then there's a bonus day for anyone who gets a VIP ticket where we're going to show you how to set up your Unfuck with Will finances as well. So super value packed, guys. As you know, that is what we do here. We love to give anyone listening to this, you're already in our programs. Don't worry guys, you get it for free as you always do. Make sure if you want to come check this out and see the details. If you want to get your ticket, which you absolutely will, this is going to be great. Then head to hellofunnels.com forward/live. There'll be links below. Grab your ticket, make sure you block it out in your calendar. Don't stress if it's, you know, for everyone listening, who's in the uk, who's in Europe, who's like, oh, my gosh, is the middle of the night for me. Don't worry, guys, you'll be able to watch the replays, but get your ticket. You do not want to miss out on this. It's going to be great. And we're going to, as I said, three days with a bonus fourth day for anyone who gets a VIP ticket. And anyone who also gets that VIP ticket will have a chance to do some hot seating with me live as well. It's going to be amazing. I can't wait. Head to hellofunnels Co live. Grab your ticket and I will see you there. Bye.