If you really want to build a lasting online income stream in your expert business, you need to create irresistible offers that not only have your prospects begging to buy but also give them lasting results.
A great offer is more than a one-off coaching or consulting session with you; it should be set up in multiple ways where a client can purchase access to you over a longer period. Here at the academy we teach a high-ticket offer approach where we solve big problems.
This can be packaged in many ways like 8-12 weeks coaching, set number of workshops being virtual or in person, weekend retreats or events, 12 month coaching offer or even a self study course where you are teaching/coaching them in a hands-off automated way.
The first step is to have your ideal client top of mind when creating your irresistible offer. To be honest this is the part where most coaches and experts fall down because they don’t have that absolute clarity on who they are really serving and not specific enough on the ‘one’ big problem they are solving.
To create your irresistible offer, you have to know your buyer down to a tee, and there are some important things you really need to understand.
You need to be specific of what area of business you are truly specialising in, know your environment and who your competitors are and really understand your niche. The better you understand these three core elements the more likely you are to create an offer that will sell and will get referred around the industry.
Beyond the fundamentals of of understanding you niche, competition and ideal client, you’ll need to understand systems and automation online if you really want your irresistible offer to excel.
Implementing systems in your expert business may seem complex and overwhelming at first, but are the essential building blocks for your offers and here at Wealthy Mind we help you every step of way and in some cases build most of the systems for you.
If you already understand crucial concepts of online marketing, then you will already be familiar with things like sales funnels, email marketing, social media marketing and paid advertising etc. These are the key things you need in place in order to convert your prospects into avid buyers and clients for life.
Long-Term Results and Benefits for Your Client
Since we’re talking about lasting results, it’s only natural that longer-lasting offers/programs produce more revenue for you. They also make the client commit and go a long way toward building a relationship between the two of you, which leads to greater satisfaction and a good opportunity for testimonials or referrals which I elaborate further on below.
When designing your irresistible offer, consider what kind of long-term benefits you can offer someone. How can you help them with your expertise?
You should also consider the length and frequency. One thing to also keep top of mind is that it’s always harder to find a new client over keeping an existing one, so the goal is to always something else to offer them once they have finished their first round of coaching etc with you.
You see, with each solution comes another problem. So keep creating offers to work with your clients on a deeper level.
For example:
If I was to work with a client coaching them on how to create their irresistible offer, I’ll know that once they have crafted that offer and are selling it and working with clients that eventually they will want to automate the process at some point to leverage more time if they want to scale their coaching/expert business.
Therefore, the goal would be for me to create a product or program to take them to that next level and teach them how to create an online course. Speaking of creating courses, I find this free tool called Miro extremely useful for mapping out mine.
Marketing Your Irresistible Offer
When you are marketing anything, especially online it is essential you are very clear and specific about what you are selling. “A confused mind will always say no.”
Learning some copywriting skills will go a long way when it comes to attracting and selling your product, services or offer on the internet. When talking or writing about your irresistible offer, always describe the value it offers to your prospective client and be very clear on the outcome (results) they will achieve through your coaching/consulting etc.
Add curiosity so a prospect is prompted to want to learn more and you can do this by having a compelling title and subtitle to intrigue the buyer and pique their interest. Just as you would a regular service, emphasize the benefits over the features.
Explain to the prospect whether its in written form or verbal, what they’ll be able to achieve once they finish working with you or going through your course etc.
Showcase results from current or previous clients that have worked with you or your company in either video or a written format. Even screenshots of messages work well on social media and the best of all are video testimonials. Try to collect these regularly from your clients as they overcome certain hurdles or gain good results from your coaching or service.
Consider offering incentives to collect these off your clients as well as asking for referrals.
Also, you should tell them specifically what it entails. Mention exactly how many sessions or the exact length of the period of time. This lends you credibility and also helps to set realistic expectations for them.
Every time you talk about your irresistible offer no matter how or where, you have to make sure that you leave a strong call to action. In the online space we call this a CTA and it means that you have to tell your prospect what action you want them to take.
Whether it be an ad, social media post, live video or recorded video make sure you tell them to click a link or button, or book a discovery call with you, watch your video, read your book etc etc
Be specific about what you want them to do and what action you want them to take.
Pricing Your Value Packed Offer
The best way to price a package/offer is to look at your income goals. Decide how much you want or need to earn in what time frame, and price your irresistible offer accordingly. If the price you come up with seems too expensive in your mind and you’re not comfortable or confident saying your price to prospects, here are some things to remember:
- You are pricing your irresistible offer on the results (outcome) you deliver for your client. When they are a prospect, they are facing a particular problem that you know how to solve for them. What they’re buying isn’t just the course or program, but the results and changes it will deliver in their life or business. If you are solving a big life or business problem then how much is that worth to them? Actually it can be worth a lot.
- Keep in mind the value of your product/service/offer and the expertise behind it and what sets you apart. Every single coach or expert has their own unique set of skills, expertise, knowledge and experience that they bring to the table. Your prospect cannot find YOU and your unique powers anywhere else. This gives you the competitive edge over your competition.
- Be excited about the offer yourself. When you’re energetic and excited about your own offer, you’ll find it much easier to communicate this to your prospects.
Finally, keep in mind that you can always go back and adjust your price later. If you find that people aren’t buying, it means you’ve priced it too high, you need to ramp up your marketing or you haven’t conveyed enough value to your prospect. Often when people don’t buy, it’s generally because they haven’t seen the value in the offer.
It’s very common actually for coaches and experts to undervalue their offers mainly because their mindset hasn’t caught up with their pricing.
This is why, as a coach or expert you need to be continually upgrading your mindset and working on your personal growth as you grow your business. This will help enable the mind shifts that are required as you step up to each new level, overcome fear and the obstacles that get thrown at us day to day as we scale.
Create Your Own Framework
Here at the academy, we teach you how you can build your own framework which is a structure for your own coaching model. Essentially, we teach you how you can take your ideas and turn them into your own Intellectual Property.
This framework will make up your signature system or in part and become an integral part of your identity and brand. It will communicate who you are as an expert, give you a unique edge and make you stand out from any other coach or expert out there.
You are NOT creating a whole new coaching process, that has already been established but what you are doing is to structure a way to step into your own coaching super powers.
As educators with expertise in adult learning principles, we teach you how to build your own framework that will speak to your future clients about who you are as an expert and the problems you will solve. Your coaching model will help others see what it is that you do and it helps them understand better what you do in a visual way.
It’s a powerful process, to get people from where they are to where they want to be. It’s also about moving people from good to great.
A framework offers structure and an outline for both the coaching conversation and the overall coaching journey – whether it is a few sessions, 3 months, 6 months to a year or more. However, although frameworks (models) create a system within which a coach and client work, it is imperative to note that frameworks are not experienced as either prescriptive or rigid.
The coaching conversation is about the client, not the coach. If the framework is too prescriptive, it means the coach has their own agenda to fulfill, rather than attempting to understand the clients issues.
Your framework will help prospects find you by offering a specific solution or support for specific challenges. It will integrate with your existing experience, knowledge and skills and reflect your passions and purpose. Your framework will showcase your beliefs, your personality and your values completely unique to YOU. Coaches or experts will often have their framework trademarked so nobody else can copy.
Your framework will go hand in hand with your selected niche and you’ll give your own methodology a name. Be aware that your framework will be used throughout the overall coaching journey, therefore the names of your packages/courses/irresistible offers can be different. Your can also create more than one framework in your coaching/expert business.
Serving, Not Selling
By offering a high-ticket offer, you’re not just lining your pocket with a steady stream of income. You’re offering a unique solution to your prospect. You’d be doing them a disservice if you didn’t help them work on their problems over the long-term with an offer like this.
When you come from a place of serving or giving, you are showing your client that you really care about them as a person and have an invested interest in the results they get. When you focus on serving, the income automatically becomes a by-product of the value you are delivering.
You can never give too much value as this will cycle back around into your business with quality referrals and testimonials.
