While creating new products, packages, and services is hugely important to your sales and profit potential, there often comes a point when you need to pause the creative urge and re-evaluate what you’ve already created.
I am speaking from experience (and maybe channeling a little Brad in this post.) I love to create new content; it’s easy and fun for me but not always a profitable use of my time. We end up with too many resources scattered around the marketplace plus a frustrated Brad who can’t create a system around my insane productivity or my penchant for launching bright ideas at the last minute.
Hint: Productivity does not equal profitability!
That’s one reason we created a quick survey to find out more about what you want to hear from us. You know what the most popular topic is so far? Business systems for creatives! If that’s NOT what you want to learn more about, please go take our quick 2-minute survey here: https://www.surveymonkey.com/r/Z9T89B9.
You would think offering your clients a smorgasbord of products and services would make you more money, right?
Put yourself in your new client’s mindset for a moment. She is looking for a specific solution to a specific problem. If you can solve that problem for her, she’ll likely say yes to what you are offering.
However, if you say to her, “I can solve all your problems!” she will feel overwhelmed and unclear. A confused mind cannot buy.
You have to make it easy for your clients to understand exactly what it is that you can do for them.
The Secret to Re-Evaluating What You Are Selling
The secret to re-evaluating your services and products to make sure what you are offering is aligned with what your clients want (and are willing to pay for) is: be crystal clear about your customer’s journey and what they need to succeed at each step of that journey from where they are right now to where they long to be.
Align your products and services with her journey. And if you have products or services that aren’t a match, ditch them! They are taking up mental space, time and energy as well as potential marketing dollars if you are trying to sell her something she doesn’t really want (even if you know she needs it.)
Our tendency is to create products or services that
a. we get excited about or
b. we “think” our clients need or
c. we just throw something out there and hope someone will buy.
Never make assumptions about what your clients need. Instead, you have to literally get inside your customer’s head and look at life from their perspective.
• Where are they right now?
• What solution are they actively seeking?
• What’s keeping them awake at night?
And once you sell them one product or service that will solve that specific problem, ask yourself:
• “What else is she looking for?”
• “What can I give her for free that will add phenomenal value to her experience with me, keep her loyal and make her turn to me for solutions first?”
• “After this product or service, what does she need next?”
If you didn’t listen to our podcast this week on aligning your products and services with your client’s journey, be sure to listen here. We show how to take this concept and use it to create a sales funnel that will have people begging for more.
I personally love drawing it out with my clients and helping them to visualize that journey and then review what they already have created that is a match as well as noticing what gaps in their products or services would best support their clients.
Stop wasting time and leaking money in your business by trying to sell too much or sell products and services that aren’t a match for your current ideal clients.
Re-evaluating your products and services will help you tighten up your sales process, stop wasting money promoting stuff that won’t sell, and ultimately increase your income by offering only the perfect products and services to support your perfect clients.