[Video] Get more sales by creating your signature sales offer (Ep12)

If you're anything like many of the solopreneurs I've had the pleasure to work with, the mere mention of the sales process might just send a shiver down your spine. It's hardly surprising, really. After spending years honing your craft, the thought of then having to sell your services, discuss money, and ensure you’re paid fairly can feel daunting. It’s a common predicament – you’re not alone in this. But what if I told you it doesn’t have to be this way? What if having a signature sales offer removed a lot of the uncertainty?
Jump to section
Video version
Timecodes (video and audio versions)
Audio | Video | Description |
---|---|---|
00:22 | 00:05 | Introduction to Offers in the Sales Process |
01:36 | 01:23 | Pricing Your Services and Getting Paid |
18:32 | 18:15 | Crafting Your Signature Offer |
29:42 | 28:52 | Following Up on Your Sales Offer |
33:29 | 32:33 | Wrap Up and Show Notes |
Imagine transforming this daunting process into one that’s both confident and professional, a journey that not only respects the value you bring to the table but also ensures you’re paid fairly for it. It’s about creating a seamless experience that allows you to deliver your service with the same passion and excellence you've always had, but this time, without the nagging worries of the business side of things. This transformation is not just possible; it's within your grasp.
There's a process you can follow to address this step-by-step. From deciding what to charge and choosing the right payment mechanisms to crafting that signature offer and mastering the art of follow-up – let's explore these crucial steps together.
How to decide what to charge and ensure you get paid
In the realm of pricing advice, the echo of "price on value" resonates strongly. However, for us solopreneurs, there's a dimension often overlooked – our energy. Let's take a moment to consider not just the financial value of our expertise but the energy expenditure it demands.
Figuring out what to charge: beyond the advice of gurus
When we tackle projects that push us to the brink of our capabilities, requiring extensive research and constant innovation, the energy required can be immense. While intellectually stimulating, this approach is not only mentally draining but also limits the number of clients we can effectively serve. The constant need to operate at the edge of our expertise not only caps our potential revenue but also risks our wellbeing.
On the flip side, focusing on services that, while challenging for our clients, are within our comfortable grasp allows us to serve more clients with less 'energy drain'. These are the tasks we can perform repeatedly, where the solutions come naturally to us. This doesn't mean shying away from growth or challenges but recognizing the importance of balancing them against our capacity to maintain energy and enthusiasm for our work.
Choosing the right payment mechanisms
In a world where technology offers solutions at nearly every turn, choosing the right payment mechanism is crucial. It's about more than just convenience; it's about streamlining your processes to ensure you get paid quickly and securely. Consider integrating technology that allows for payments via direct debit, electronic transfers, or online card payments. These mechanisms not only save you time but also offer your clients the ease and flexibility they appreciate.
Setting clear and fair payment terms
The clarity of your payment terms can make or break the trust between you and your clients. It's about setting expectations right from the get-go. Transparent payment terms, clear timelines for payment, and a straightforward process for resolving disputes not only protect you but also provide your clients with peace of mind. It's not just about getting paid on time; it's about fostering a professional relationship built on mutual respect and understanding.
Creating your signature offer and getting agreement on it
When creating a proposal, think of your client as the hero of their own story and yourself as the guide who will help them overcome their challenges. Start by acknowledging the challenges they face. What obstacles are in their path? How do these challenges affect their journey? This understanding sets the scene for how your service can assist.
How to craft a compelling proposal
Next, illustrate how you will guide them. Outline the journey you'll take together, highlighting key milestones and the benefits of each step. This isn't about the specific tasks you'll perform but about the transformation your client will experience. The clearer their journey appears, the more confident your client will feel in taking those steps with you as their guide.
Finally, focus on the transformation. What does success look like for your client, and how will their situation improve? Use success stories and testimonials to show the positive change you've facilitated for others. This not only validates your expertise but also empowers your client, helping them see the potential for their own transformation.
The simplicity of an order form
For more straightforward services, an order form provides an efficient route to engagement. It simplifies the decision-making process for clients who are ready to start their journey. While the form should be straightforward, ensure it includes detailed descriptions of services, pricing, and any relevant terms. This clarity builds trust and sets the foundation for a successful partnership.
The one-page ‘schedule of work’ explained
For services requiring a bespoke approach, a one-page ‘schedule of work’ offers the perfect balance. It outlines the initial steps of the journey—like a client interview, plan creation, and an introductory workshop—setting the stage for a personalised service. This document clearly delineates the inputs from both you and your client, as well as the anticipated outcomes, making it easier for clients to see the path ahead and commit to it.
The art of following up when a sale doesn’t immediately close
Mastering the follow-up without seeming desperate
To enrich the follow-up, consider sending a guided screen recording of your proposal or schedule of work. Utilising software like Loom, Zoom, or Vimeo allows you to create a personal connection while highlighting the main aspects of your offer. This method not only brings a personal touch to your communication but also enables you to succinctly address any potential questions or concerns they might have, showcasing once more the value they stand to gain.
Keeping the conversation going
Should the initial personalised video not lead to a decision, it's crucial to maintain a gentle yet engaging presence. A subsequent message, perhaps a week later, could remind them of your discussion, enriched with another short video or a piece of content that adds value to their decision-making process. This is also an opportune time to mention any scheduling considerations or limited availability, subtly nudging them towards making a decision without exerting undue pressure.
Wrapping up
As experts passionate about our fields, diving into the world of sales can often feel like navigating unfamiliar territory, especially without formal sales training. But here's the good news: by embracing structured processes and focusing on simplicity, we can make the sales journey more manageable and repeatable. This approach not only reduces the pressure we might feel but also allows us to concentrate on what truly matters – delivering exceptional value to our clients without depleting our energy or veering away from methods that ensure great outcomes.
Remember, the goal isn't just to close a sale; it's to build enduring relationships based on trust and mutual success. With every step we take, we have the opportunity to refine our sales process, making it more intuitive and aligned with our strengths as solopreneurs.
If you're ready to streamline your approach and focus on adding maximum value for your clients, I invite you to explore a customised marketing plan designed to fit your unique needs. Start your journey toward a more efficient and effective sales process today by visiting soloprenyear.com/marketing-plan. Together, let's turn every offer into an opportunity to achieve remarkable results.
Questions for you to consider
- How can you effectively structure an offer to ensure clarity and transparency for both the client and yourself?
- What are some red flags that might indicate a client isn't a good fit, and how should you handle such situations?
- Why is follow-up critical after a sales meeting, and what are some creative follow-up strategies you could use?
- How can sending a video explainer enhance the connection with a potential client post-meeting?
- What are the advantages of maintaining communication with potential clients through newsletters, and how often should you send them?
- How does adopting a process-driven approach to sales alleviate pressure and increase efficiency for solo entrepreneurs?
- What techniques can be employed to avoid the curse of expertise when addressing the challenge of communicating expertise without overwhelming the client?
- In what ways can solo business owners effectively manage their time and energy to maximise their impact on clients?
- Discuss the merits of different payment methods and their impact on streamlining business operations for a solo entrepreneur.
- How important is it to standardise some services while offering bespoke solutions, and how can you balance the two to cater to a diverse clientele?
Take aways to action
- Tailor Your Sales Offer: After a meeting with a potential client, be strategic in how you present your offer. It should be well-structured, typically including a proposal, an order form, and a schedule of work. However, refrain from presenting an offer if the client doesn’t seem like a good fit; always prioritise quality and alignment over making a sale.
- Follow-Up Effectively: Post-sales meeting, follow up with a video explainer to help the potential client better understand your offer. If there’s no response, send a gentle reminder after a week. Maintain a connection with ongoing newsletters, keeping them informed and engaged, enhancing the chances of future collaboration.
- Implement a Systematic Sales Process: To ease the stress of sales conversations, develop and stick to a process-driven approach. This not only helps in setting clear expectations but also leads to consistent positive outcomes, thereby increasing client satisfaction and the likelihood of gaining referrals.
About
Gareth Everson
