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A podcast where you join me (Colie) as I chat about what it takes to grow a sustainable + profitable business.
CRM Guru, Family Filmmaker, and Host of the Business-First Creatives podcast. I help creative service providers grow and streamline their businesses using Dubsado.
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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.
Creating confidence in your price point (01:47)
Highlighting features & benefits (05:08)
Providing social proof (06:16)
Eliminating booking friction (07:29)
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.
There are four areas we will focus on to audit your offer and make sure it is aligned.
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.
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?
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?
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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