Let’s dig in today on what that answer is and how what you think the answer is, is not actually the truth. One of the biggest things that we see with our HerHQ students is the fact that so many of us feel that our clients need us to offer them every possible option in order for them to want to work with us.
So you may have a services page on your website and you literally have up to 10 different things that you do, in theory, I understand how it feels that the more that you offer, the easier it is for someone to want to work with you, but actually, the opposite happens.
A person makes up to 35,000 decisions a day. In reality, when someone looks at the services that you offer, and you offer 10 or more options, even five or more options…
What actually happens is the opposite of what you would like to happen; instead of them feeling empowered and excited that you can help them in a variety of ways, what they actually feel is overwhelmed.
It’s another decision that they have to make. It’s another thing that they have to sit and think about, and ultimately it will end up being that most people will make no decision at all because the choices are too many. So as you are building your business, the rule of thumb that we have here at HerHQ, are maybe a little bit polar compared to what you have seen elsewhere.
We really want you to focus on having one core thing that you are marketing, that you are selling, that you can align with your dream client.
Now, let me say this: the bigger your business gets, the easier it is to actually have more services, but when you are starting out, it is very critical for you to pick something to sell.
What happens when you focus on one thing to offer? Everything else gets much easier.
The reality is that when you offer too many things, It’s very hard to market. You probably feel this way right now, if you’re watching this and you’re somebody who actively is selling four to eight things, it is difficult to decide to pick, to choose what to focus on.
When you really reduce the scope of what you’re doing, it becomes so much easier to sell, communicate, and articulate the value. This is something that so many people get freaked out about. In reality, what we would rather you do, is have tiers of a single service than have different services all together.
Here’s an example we can walk through together. What that would look like is tier one may have: a B and C included, and tier two at a different price point would have the same A, B and C, but then with D and E added in addition.
So then what you’re doing is for the buyer, you’re making the decision much easier. They’re looking at their two options and saying: “cool, tier 1 and tier 2 are the same, but tier 2 has more options.” That’s much easier than looking at 10 different services that all have different line items, that all have different levels of support.
What we want you to do is to make money with ease, and the way that you do that, especially as a done for you service provider is starting with one offer to sell and mastering selling that one thing.
Truly, as an example, we have a mastermind here at HerHQ where the minimum requirement to join is a hundred thousand dollars a year minimum. Every single one of the women in that container have done this exact process, picked a core offer, focused in, on that offer and only sold that offer.
And they scaled easily because of this focus. So while it may seem totally crazy to limit the things you offer, I promise for both your business and for the buyer, that’s looking at what you do. This is truly the way to break through the noise and to make the money that you want to make, and that you were hoping to make by offering 12 things.
Reduce it. All right. Now, if you’re listening to this, watching this and you feel like how in the actual heck is this possible. Like, I don’t understand. I’d love for you to click on our Foundation’s link below. This is going to have more information on how we can go about crafting the perfect offer for your dream clients.