This is why no one is buying your offer (and how to fix it)

People attach so much personal worth to pricing. I had a conversation with one of our clients. She was like, yeah, but it has to be profitable for us. I'm like, yes, but it also has to sell. Otherwise you have no profit. We always recommend going a little bit cheaper when you're first selling a new offer so you can get some runs on the board, right? And then you can increase the price over time. But most people go, oh, I'm worth more. They charge really high, they sell none. And then they just delay the growth of their business by six months because they get all heady about why it's not selling. If you just go a little bit cheaper, a ton of people, you get the momentum. People are talking about your program. It's just win, win, win, win, win. But people attach so much personal worth to pricing. It's just a. It's a losing game.

Welcome to episode 105 of the Success School podcast. Today we're talking about why your offers aren't selling and what you can do about it. Super pumped for this one. 105. We are getting up there in the episode. Steph, how you feeling?

Post 100. I feel like they're just going to stack really quickly. I feel like we're going to be at a thousand in no time.

Yeah, we're going to be full Joe Rogan spec jre. Let's go. Tom Segura's on next.

How many episodes?

2,000.

That's insane. That is such a commitment. Shout out to Joe Rogan. Hey, what's the personal update from you?

So my personal update, we have been on the hiring many consultants, taking advice from everyone root in the last couple of months and we made a commitment a couple weekends ago and I did want to talk about this is like you stop taking advice from everyone else and heaps of sources because nothing against consultants or taking advice from other people, but no one knows your business like you do. And we've been doing this long enough that we can kind of work our way out of any problem or situation that we're in. And I kind of thought to myself is like I'm constantly giving out my power on marketing and taking all this different strategy and whatnot from other people and I just need to own it and like bring it in for us.

Let's talk about this because there's a difference between getting advice in the startup phases and then like what you're talking about now because we've had to use and we have directly taken incredible advice to get to this point. However, there comes A point where you have to listen in, not out. Talk me through that. How do you know the point? When does that point count? When do you think it mattered for us?

So I think where this goes wrong is you're just constantly implementing other people's strategies. And we've had a. Obviously a winning formula for a very long time. And I just thought from this next level, you know, like zero to seven figures or, you know, a couple of million, it's been really cool just to follow someone else's rule book, which is great, but I kind of know what was working for us and I just need to stick to that.

Yeah, for sure. I think, like, sometimes with the consultants that we bring in, they kind of push their own agenda. But what we've realized is that often those agendas don't work in our company. And it's because there's a difference in values, there's a difference in markets they've worked in before. And so it's been really interesting to do this. But, yeah, you're a genius at marketing, so we definitely shouldn't be getting external advice on that. My personal update is that I've actually been. Guys, I have been getting trolled so badly recently and it's been really close to home. And so I've been incredibly heartbroken because one of the people that I, you know, love and care about most has been trolling me the hardest. That's my husband. Ah, you have been trolling me.

Have I?

Yes. Guys, you may know that another new hobby that we have started exploring has been cycling. We have started cycling and Tim very generously went and bought me a brand new bike because I didn't have a bike. So he had one and I didn't have one. So he went and got me one one day so we could go cycling together more. And he brought it home and he was like, I was driving around everywhere because I didn't want to get you, like a pink bike because pink's so girly. And we're not in that. We're not in that phase of our life anymore.

So lame.

And so he came home with this yellow and black bumblebee from Transformers style bike. And I loved it. I don't. It looks sick. Amazing. It's brand new. It looks so nice. Thank you so much. Very generous. Took it out cycling, had a lovely time. Got a bit of a sore bum, as you usually do. And then we came home and I sent a photo to my very best friend who as you guys, if you follow her on social media, her name is Brianna, she is a cycle enthusiast, so she was very excited. But then she pointed out that I had a boy's bike. And I said to Tim, tim, did you buy me a boy's bike? And he was like, yeah. And I was like, why? And you said, yeah, it's got better resale value because you're not going to use it. And I'm going to have to sell it.

Yeah.

Which is just an absolute troll. Thank you.

The sales guy was like, how much do you want to spend? And I was like, I, like, probably top 750. She's not even going to use it. And he kind of goes back. He was like, oh, how much do you love your wife? And I was like, bro, I'm a salesperson. Like, don't try this shit on me. It's like, I love her a lot, but I know she's not going to fucking use it. Yeah. And I'm going to have to resell this thing, so give me the least lame color possible. They were like, pink, green, baby blue. I was like, fudge that shit. Like, what do you have? And he was like, I've got that black and yellow one. And I was like, dude, all right, Bumblebee is going to have to do. And I was. I was like, dude, can you spray paint it? Like, we just go all black.

He just. Yeah, Tim just wanted all black.

Yeah. A black bike. Is that so fucking hard to get? I couldn't get one anywhere.

Hilarious. So now I have a boy's bike. And you know what? I'm going to prove to you that I'm going to use it, and then you can go and buy me a girl's bike.

How was your first ride?

It was actually so nice. Although. No, it is nice. Guys, one thing you should know about being married to Tim is that everything is a competition. So as soon as we started cycling, I was like, this is so leisurely. And Tim's like, just takes off. And I'm like, no, we're supposed to.

I was in first gear.

We're supposed to do this together. But obviously, Tim's got.

Steph's idea of cycling is us holding hands, cycling down the road, like, having some real fucking cutesy thing. That's not reality, baby. No, everything's a competition. You gotta fight for what you want in life.

Literally.

I got home and it's the win.

I got home and I passed out. I, like, couldn't get up for, like, 40 minutes. I was so tired.

All right, guys, today we're talking about offers and why they're not selling exactly how to fix it. So if your DMs are quiet and your audiences are buying, there's a high chance you're making some of these mistakes. We're going to talk you through how to fix it. But before we get into that, guys, I'm going to talk to you about, let's say, our best program that we've ever built. Obviously our Mastermind is incredible and amazing, but we've refined that over time. So it's like our fourth variation of the Mastermind. Today we're talking about the accelerator and it was kind of like a one and done like really good program for us. So essentially, essentially what the accelerator is, it's a 90 day, I would say, handhold program where we walk you through and the goal of it is we're going to help you add $10,000 a month or we'll work with you for free until we do. It is essentially split into four different sections. So we're going to refine your offer. We're going to build a sales system, we're going to build a marketing system that's warm and cold marketing. And then we also got a client success system in there. We have a client success manager. We'll walk you through IT. You get 5:1 on ones, you get weekly accountability, KPIs, all the good stuff that comes with the coaching program and it's all jam packed into 90 days. So it's amaz. This is honestly such an incredible program. Our clients have been winning. What was Kieran? He signed like eight clients in his second or third week.

Honestly, every single person at the. So we ran it as a beta, got some people in so we could just test run it, make sure it was working and we knew it would work, but we wanted proof, obviously. And every single person in their first 30 days started making money. But 50% of people who joined in the beta made back the full investment in their first 30 days, which is wild. So Andrew's gone From I think 15k a month up to $49,000 a month. We're not even at 50, 50 days at the moment. Into the program. Kiran signed 9 pay in full clients. It's probably up to way more than that now, like 12 or 15. Like it's honestly just been moving so quickly. Every single person in there is getting results because of the handheld nature. It's like we are going to drag you to the finish line. We're going to make sure that you get the result so that we don't have to work with you. For free until we do. And ultimately, like, we had to put our money where our mouth is and I'm really proud of what we built.

So if you guys want more information on that, go to our website, makemoreprofit.com and then there's the accelerator tab. We've got a video on there which fully explains the process, start to finish. If you guys want to check that out after that, book a scale session with our team and we can take you through that.

So let's dive into our main topic, why your offers aren't selling and how to fix it. So Tim, kick us off with number one, why are people's offers not selling?

Number one is you are solving the wrong problem. So if your audience doesn't see their problem as urgent or they need to solve it straight away, they won't buy it. Usually where most people go wrong with making offers is they think their audience's problems are different to what their audience's problems actually are. And when you start working with a demographic or a niche for quite a long time, you start to hear the problems, the messages, what they're saying in their words, all that type of stuff, you start to really get a good understanding of what they actually want solved. And sometimes when you get into coaching or consulting or services or whatever it is, you think your audience has a specific problem, the actual problem that they want solved is completely different. So a good way to solve this is start to chat with your best clients and see what their main or their top three problems are, what are the commonalities between the top five of them, and then you want to solve that problem in an urgent manner. Usually this is something that's time bound. So as we just went on this pitch on accelerator before this, all coaches or service providers or whatever, they want to make more money. So we promise more money in 90 days, okay. And then we have a guarantee on top of it. So that's an urgent thing. Everyone wants more money.

I'd love to quickly touch on this. Like a lot of our clients struggle with sales, right? And I mean, in general, a lot of entrepreneurs struggle with sales because most people haven't been in sales roles previously. They have no idea how to sell and they have stuff around selling that feel it's icky, salesy, they have money, shit, all the things, right? And yet if we went out and we advertised a program that was specifically to optimize your sales for the same market that we sell to, they would be not interested. We would hear crickets. And we have done this before. Lead magnets that are out sales, we hear crickets. Workshops that are about sales, we hear crickets. If it's about sales specifically, it's in like how to run a sales call or how to optimize more sales. Nothing. Because most of our audience think that their problem is marketing. They think that their problem is marketing. We eventually show them their problem is actually sales through looking at their KPIs and showing them the data and all those sorts of things. But if we were just marketing the offer on sales and wondering why it wasn't selling, it's because we haven't done enough research to realize then listening that they actually think their problem is marketing. So let's give them what they want and then show them that this is actually the problem. Number two is that it's too vague. So I think this is a mix of lazy and scared. That's the reason why things are vague. Lazy because I just don't know how to define this and I just can't be bothered trying to figure this out. So I'm just going to say something vague. Like I do women's empowerment coaching, right? And then the scared part is they actually don't want to say what it is that they do or they're too scared to niche because they're scared that there's not going to be enough people. I'll give you an example. One of the ladies in our program, her name is Corey, I love her niche because she just generates leads on autopilot every single week because she is a counselor. She could have gone into anything and she could have done women's empowerment. But she's specifically a counselor for daughters of alcoholics, which is the most niche of niche of niche. And it works all the time. And I think that most entrepreneurs, when they're not selling offers, it's because they're just way too vague. So know I help dads feel confident or I am an empowerment coach for women, or I'll help you grow your business. If you get specific language and share specific outcomes, you will start selling your offer again.

Number three is your offer doesn't feel worth it. And what I mean by that is the value that your audience perceives this offer is worth is not in line with the actual price of it. And I think a lot of the time where this comes wrong is this whole narrative of like, you're worth it, charge more, you're amazing, it's worth it. This is life changing. But if your audience or your niche can't see the value in it, they're not going to purchase it. So it has to feel like a slam dunk. If you really nail the offer, people on sales calls should be like, yes, fuck yes, this is me every day of the week. And if they're not, it has something to do with the offer and you need to make it more valuable. I have talked about this on the podcast previously, but I'm going to guess that a lot of people have forgot it. We're going to talk about the Van west or pricing model. So you want to ask your audience four questions or your ideal client. At what price is way too expensive? At what price is this expensive? But I'm interested, at what price is this good value? And. And then what price is this too cheap that this feels like a scam? Then you want to average the four, and then you're going to have a good idea if your offer is worth it or not and your audience is going to purchase it rather than just picking a number like angel numbers 333-666-9999, 3333. It shouldn't be random. This should be scientific. Guys, your offer needs to be valuable, not just some fucking number that you pluck out of the universe.

Yes. I had a conversation with one of my clients this morning and she was like, yeah, but it has to be profitable for us. I'm like, yes, but it also has to sell. Otherwise you have no profit. Like, it's like, there's a business, so you make no money. Like, we always recommend going a little bit cheaper when you're first selling a new offer so you can get some runs on the board, right? And then you can increase the price over time. But most people go, oh, I'm worth more. It's too. It's super high value. They charge really high. They sell none. And then they just delay the growth of their business by six months because they get all heady about why it's not selling. And I. Oh, like, no one wants to pay me. And it sets you back way more. As if you just go a little bit cheaper. Sell a ton of people, you get the momentum. It's amazing. People are talking about your program. It's just, win, win, win, win, win. But people attached so much personal work worth to pricing. It's just a. It's a losing game.

Can I give you an unfiltered opinion on this?

Yes.

So I hear this all the time and, like, I love that you just brought that up, but some people are like, yeah, it has to be profitable for me. I'm like, you just Run a shitty business. Like, you can increase the time, you can use AI, you can make it more profitable, you can give less, you can be faster at your job and then make it profitable as well. It's because people are, like, a lot of the times, inefficient business owners. That's why their offers aren't profitable.

Yeah. Well, also, like, are you tracking the numbers?

Yeah.

How do you actually know. Yeah, yeah, yeah. For sure. The next one is no urgency or scarcity. Look, I think that this works specifically when you're running limited time offers. I think fake urgency and fake scarcity. I get a little bit caught up with this because we don't do fake urgency or fake scarcity. Like, we just. We don't play that game. But if we're running an offer, like we ran a beta offer for the accelerator, and when that offer ended, it ended. And people tried to come in afterwards at the beta offer prize, and we said no. So I think that it's just about being really upfront with you. We were running a beta offer. We advertised it for a week. If you got in and you paid a deposit within that week you were in, and you locked in the reduced rate. Right. Because of that, we locked in a lot of people really quickly in a short amount of time. So when you are running a beta offer, or if you're running like a special birthday offer, or you're making more offers, which is what we spoke about in this episode and also the last episode, making sure that you're actually putting the amount of people you can handle. Because realistically, most people can't handle that many people. Like, most of our clients could handle five to 10 more clients before their business was like, whoa, that's a lot. We've got to figure some stuff out, you know? And so if you have a natural scarcity or like a natural capacity limit, say, hey, I've only got eight spots left. Say it. Let them know you've only got eight spots left. If you are running an offer, put an end time on it and then don't extend it. Okay? Like, keep it as the end time. You can extend it for a day or two. That's it.

Maximum number five is you are selling too softly and you are not giving yourself enough opportunity to sell people. So I hear this quite often, and people don't want to do sales calls because they feel like they're wasting their time when they're probably not that good at sales or they're not following a structure. But you need to give yourself as many opportunities as possible to sell people business. And the growth of any company is about cash flow and cash flow is made from sales. So you need to almost like fully believe in what you do and sell a little bit harder and be a little bit more hungry for it. And the best sales method for us is sales calls. And we think everyone should be doing sales calls. You need to give yourself opportunity to do that. Then you need to sell harder. When you're on them on this.

We've had this discussion recently. A lot of people like, oh yeah, I don't want to do sales calls. And I'm like, girlfriend. You are. And sorry, it is usually a girlfriend, sometimes it is a boyfriend, but more often than not it is a girlfriend. It's not a boyfriend, and it's certainly not a boyfriend. But you are in the business of relationships. If you are in a service based business, you're a coach, you're a consultant, you run an agency, you're a website design business, you're in the business of building relationships. You're not an e commerce product, you're not a digital product, an online digital product. You are a service. And the way that you get clients is by building relationships. And the fastest way to build a relationship is to get on the bloody phone with somebody. Because unless you're out there networking like a mofo and seeing people every single day, every single week, all the time, you're not making enough connections and relationships. And if you're not making enough connections and relationships, your business won't grow. So you're saying that you don't want to get on sales calls. That just tells me that you're not interested in building relationships with the people that you are expecting to buy from you. And if you can't give them half an hour of your day, then why the hell should they give you $10,000 of their money?

Business is a long game, guys. You have to build relationships with people. It's like we've been doing this podcast now, 105 episodes, and this is just loading up the piggy bank. Sales calls are the same thing. You're just investing in your future growth and future cashflow in your business.

Number six of why your offers aren't selling and how to fix it. And you kind of touched on this just before is around confidence. And I'm just gonna scale it back. Like, I think the reason that our clients get such incredible results in the accelerator is because they build a new offer, they've had the feedback that it's good, they go to market with the Right. Price point. Because we're pretty good at that, because we figured it out over the last few years, and they get results immediately. So confidence builds. When we launched the accelerator, for me personally, I was like, oh, my gosh. Like, this is the first time that we'd ever had a guarantee like this before. And I was like, gosh, I hope we can do it. Like, I was confident that we could, but I really hoped that we could. And so we brought some people into our beta office so that we could prove to ourselves that we could and that it was true and that it worked. And now that I know that, I'm, like, dead confident that this is the best thing ever. Right? And you'd be crazy not to come into this program. But it's really important that you have that confidence in your business, and if you don't have that confidence in your service, then you need to build that confidence. If you haven't got enough people through it, you need to get some people through it. If you haven't tried getting a guarantee or an outcome, you have to try getting it. But if you don't believe in your offer, if you're not 100% convicted that it's great and perfect and the exact right next step for your ideal client, then they're not going to believe it either.

In 2024, I didn't miss a single sales call, and Steph was like, how the fuck do you do that? Honestly, I get on the sales and I'm like, this will 100% work for you if you do the work in brackets. But that belief and that confidence in what we do and how we do it, people are sold. They were like, this guy fucking believes that I'm signing up to this thing.

And all those people got results.

Number seven is you don't show enough proof. Usually that comes from not having enough proof, and that can come from just pricing your offer too high. I posted a story the other week on my Facebook and Instagram, essentially how I started a gym and. And filled in a pool with my dad. We made a concrete slab. I put some Astroturf down, got a squat rack, and then I was doing $1 PT sessions. Why was I doing $1 PT sessions? It wasn't because it was angel numbers or I thought I was worth more. I'm better than that. I'm better than $1 sessions. I had a fucking master's degree and I was doing $1 PT sessions. But it's because I wanted to get proof. And as soon as I had proof, I built a Seven figure gym straight after that. So you need to get proof, and then when you get proof, you got to show it. In the fitness example, we always used to do before and afters because we were showing the proof. In business coaching, we always do screenshots of, hey, made $10,000 in your program or seven clients or whatever it is, because people need to see proof. This is like one of the most underrated things. You just need to show proof on what you do and the results you get with your clients, and it's far more believable. All right, we're going to get into Listener question today is from Morgan. My offer looks good on paper, but no one's buying. What am I missing? What do you think, Steph?

It could be heaps of things to be fair, but so fucking vague. Yeah, it's pretty vague, but that's okay. Morgan, if you're listening, I appreciate you. Thank you for submitting your question. The thing I would first of all look at is what problem is this solving and for who and are they willing to pay for? So, you know, a lot of the times it's like, we can see that there's a problem, especially like coaches that are new to the market. You know, the reason you got into coaching is because you can see that the world is hurting most of the time. You can see that there are problems, that people are suffering and. And you want to be able to help more people. Right? But sometimes from our advanced perspective of running like a $3 million business, you know, we can kind of forget what someone's suffering with at the $5,000 market or the things that they're going through because, you know, we haven't been there for a long time. And so sometimes. Sometimes it can be very easy for you, Morgan, to say, hey, I think that you've got this problem and I want to help you solve it. But they're down here like, I don't have that problem. I can barely make ends meet. I'm freaking the frick out, you know? So I think it's about really making sure that you are speaking specifically to the problem they have and that your offer clearly solves a problem they're willing to pay for. So I'm going to say it again. Your offer solves a problem that they're willing to pay for. Tim, what do you reckon?

I'm going to give you more of a tactical move here. So we finished up our one on one program the other month, Inner Circle, and. And a bunch of them would reach out and they would say, hey, My offer's not selling. And I was like, sweet, show me your KPIs. And it wasn't an offer or marketing problem, it was a sales problem. So what I want you to do, Morgan, is just look at your numbers. So how many leads are you getting a week? How many turn into a call? How many calls showed up and then how many sold? And if you're not closing, at least 50% of calls that actually show up. It's not a marketing problem, it's a sales issue. And then the other thing on top of that is how to validate an offer is you want to get three people in your audience and you've got to push your audience hard and advertise this hard that say yes to your offer. That's how you validate and know that the offer has legs on it. Okay, so have you sold three people? Yes or no? So I'm just going to get into a quick 60 second recap of this episode. Solve one painful, urgent problem. Number two is make the outcome clear and specific. Number three is stack real value, not just vague buzzwords.

Number four, guys, you've got to add urgency and make real offers. So make it scarce, use the time bound, use your capacity limits. Number five is boost your own belief before you sell it. Number six is share proof weekly and.

Just get proof in general, guys, just make more offers. Speaking of that, I'm going to make you an offer right now that if you send me a message on Instagram, I'm going to give you something very special. Let me know how the episode was so I can screenshot it and say, this podcast is amazing. Other than that, guys, if you got some value from this and you're new around here, hit that subscribe button. We love having you on.

See you next week.