Episode 001: If you keep hearing NO, listen to this

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It’s hard getting that NO when you send the offer for your services. In today’s episode, I am sharing four areas to focus on in order to audit your offer and improve your conversion rates.

Here are the highlights…

Creating confidence in your price point (01:47)

Highlighting features & benefits (05:08)

Providing social proof (06:16)

Eliminating booking friction (07:29)

Review the Transcript:

We’ve all been disappointed when a potential client says no after receiving our offer. But this is just a natural part of the selling process, because you and your offer are not and should not be for everyone. 

Today, I want to talk about a common reaction I see when people hear no multiple times.

“I am thinking of lowering my price…”

My soul cries a little when I see this type of post and I see it often several Facebook groups I am in. If we were in person I would love to reach out and shake the you while saying “the price point is rarely the issue”.

Because even if I look at your sales page and think “no one has paid them that much for that service” it isn’t that I think your price is too high, it is usually I think your offer isn’t aligned with the price.  

I want to say this again… this is not the same as thinking your price is too high or unattainable.

There are four areas we will focus on to audit your offer and make sure it is aligned.

1. The price point. You have wiggle room, but really this should be set based on your business numbers and not what you feel the service is worth or what someone is willing to pay.  That is a REALLY slippery slope and if you choose a price point based on either of those criteria you are setting yourself up to not be profitable and thriving.

   So how do we calculate the price point? This could be its very own podcast episode y’all, but this requires you to know the bigger numbers: personal expenses, business expenses, and the cost of goods sold for that specific service. Then you determine how long this service takes to complete and how many hours you want to work each week or month, this will help you determine realistically the maximum number of clients you have room to book.  This is KEY to keep you profitable and not overwhelmed with client work.

2. Features & Benefits. This section needs to be clear, concise, and solve the problem they are currently having.  If someone looks at your sales page and it still isn’t clear exactly what you will do for them and what the deliverables are, you will get a no regardless of your price point. 

   For example, my Dubsado VIP Day. My current 2-day process includes one day of strategy and one day of implementation. On the day of strategy you get one strategy call 3-4 hours so we can do a deep dive into your business so I am clear on your customer journey and deliverables and then I work on mapping out all the workflows that will move your customer from inquiry to delivery.  I list each asset we need (emails, forms, external links) as well as each workflow trigger and action, identifying it at automated or manual. Those are my features/deliverables but I highlight that allows them to have the perfect balance of automated actions without needing any knowledge of Dubsado or requiring them to actually having their process mapped out.  I do that for them so they will be confident using the system after implementation.  That’s the benefit of hiring ME. 

   Does your offer highlight both features and benefits? Is it clear what each of your time commitments to the process are?

3. Social proof. While the number of assets varies in each setup, I do have information on the range of how many workflows, emails, proposals, questionnaires, etc… I have done in various setups as needed.  I have testimonials on my website + on the sales page that address common objections and issues my potential clients are currently experiencing.

   Does your sales page instill confidence that you have delivered this offer to others that were happy with your services?  Did you solve your previous client’s problem and the potential problem this lead might currently have?

4. Eliminating booking friction. Sometimes guys you get a no because you haven’t made it easy for them to say yes and actually book. Is your process automated? Once you have presented the offer can they take the next step on their own or do they need to check back in with you?  A CRM proposal process will help you allow them to complete the entire process without any additional steps from you, but in the absence of this process, I highly recommend you present them with ALL the necessary steps and links so that there is no more back and forth to get their booking confirmed.

A next natural question you have may be, “Colie do I NEED a sales page”? I am definitely biased here, because I think having a website/sales page makes your offer more professional, cuts down on misconceptions in what the offer is, and how they can accept. It also helps YOU be consistent in your offer and leaves less room for modifications and negotiations. While there is nothing wrong with customizing an offer as needed, if you are doing this each and every time you are wasting a lot of brain space and it also becomes more difficult to deliver a consistent experience and deliverables to your clients.

So what is the next step?

If you haven’t audited your business numbers to have confidence in your price point, start there. But then I highly encourage you to review the rest of the offer to make sure it is clear and concise for the potential customer.  If you have any business besties ask them to review it to see if there are any areas that are unclear. 

I hope this helps make your offer AMAZING and you have the confidence to hear a no and not run back to the drawing board to try to make your offer more appealing to that one person.

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MENTIONED IN THIS EPISODE

CRM Blueprint

VIP Services

Dubsado (use COLIEJAMES for 30% off your first payment)