A Simple Framework for Crafting Offers That Convert

Hey there! Thanks for stopping by. I am on a mission to help 10,000 GenX corporate professionals escape the box of the 9-5 grind. Each week I will share news, strategies and tactics to help you take control, find balance and NOT sacrifice your income. Links at the bottom for free resources

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Keep it Simple: The Key to Selling You and Your Service

This is the point in the corporate escape journey that paralyzes a lot of really smart people. We tend to overcomplicate and try to sell everything we do. The key to success is to keep it simple and remember to think about this from the prospect’s perspective. I created a simple 6 step process to help you build and ultimately sell your services.

Step 1: The Problem You Solve

This usually falls into one of two categories, saving the business owner time or money. If you could do both, that would be ideal. You have to make it specific to your area of expertise. Focus on a “need” to solve problem for the owner vs. a nice to solve problem.

For example, as a Fractional Chief of Staff, I focus on helping business owners identify and prioritize growth initiatives. The problem I solve is revenue growth (money) and the speed of growth (time). There is also risk mitigation and that is a combo of time and money.

Step 2: Who You Solve It For

Understanding your audience is crucial and there are riches in the niches. This step involves defining your ideal customer, including their demographics, pain points/problems, and objectives. Knowing who you're solving the problem for allows you to tailor your messaging and solutions to meet their expectations more effectively.

In my Fractional Chief of Staff (FCoS) offer- I target business owners in the $2-$5 million range that are stuck. They need help to grow but not sure how. I could target all businesses over $2m but this allows me to target messaging.

Step 3: How You Solve It Differently

In a competitive market, differentiation is key. This step focuses on how your solution stands out from existing alternatives. Consider what makes your approach unique – it could be your methodology, your personal expertise, the technology you use, or even your customer service philosophy. Highlighting how you solve the problem differently will help you stand out.

FCoS- I highlight my unique corporate background of running every customer facing function during my career. It gives me a unique perspective on how sales-marketing-customer success & service can drive profitable revenue growth.

Step 4: Proof Points - Where You Have Done It

Credibility is essential for winning customer trust, especially for new solo business owners. This step involves showcasing your qualifications, experience, or any previous successes that demonstrate your ability to deliver on your promise. You can absolutely lean on your corporate experience and where and how you did it.

FCoS- I highlighted it above but I also share that I mentored and advised a number of startups outside of corporate.?

Step 5: Value to the Customer - Business Outcomes

Your customers want to know what's in it for them. This step is about articulating the value your offer brings to the table. Focus on the outcomes your customers can expect, such as time saved, increased revenue, improved well-being. Clearly linking the problem you solve to the outcome is important. You want the owner to see what the future looks like if they work with you.

FCoS- I focus on what the business looks like when they are focused on one or two key growth initiatives. Highlighting the cost savings and the time savings by being focused. I also share personal stories from corporate on outcomes of specific programs I managed.

Step 6: Your Competitive Advantage

Lastly, pinpointing your competitive advantage involves identifying the unique blend of attributes that set you apart in the marketplace. This could be your unmatched expertise in a niche area, years of experience, your network, etc..? Your competitive advantage is what makes your offer not just a choice, but the best choice for your target customers.

FCoS- This is where I tie the entire story together including why fractional is a benefit, no ramp of time and you don’t need to be managed. You are a partner. They won’t find this in an agency or full time hire

Final Thoughts

By working through each of these six steps, you can develop a solid foundation for your first offer. Remember, the key to success lies in clearly understanding the problem you solve, knowing your audience, differentiating your solution, proving your capability, demonstrating value, and highlighting your competitive advantage.?

With this framework, you're well on your way to creating an offer that not only meets the needs of your target market but also sets you apart as a go-to provider in your field.

Free Resources

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