One of my clients recently asked:

I can help clients in a lot of ways, but yet my close rate is low – I’d say around 10%. Do you have any suggestions? 

And I was honestly surprised. She’s an awesome client who has a firm that offers forward-thinking services:

• Tax prep and planning
• Accounting and Bookkeeping
• Payroll
• CFO Services
• And more

While she thought she had a closing problem, once we dug into this, we found that it wasn’t her closing that was a problem –- she had an offer problem.

Now, if you’ve never read Alex Hormozi’s $100M Offers: How To Make Offers So Good People Feel Stupid Saying No, order it now. 👈 This very book changed the way I think about offers, and it’s so easy to consume.

What’s the premise of the book?

You have to create an offer that is so good that people feel stupid saying “no.” Your offer is a no-brainer. 

Now, I never recommend selling something cheaply, and the book does not suggest that. In fact, Alex is all about selling high ticket offers. Your goal should be to create an offer that is so compelling and clear that it’s very easy for someone to say “yes” to it.

You Don’t Have a Close Rate Problem. You Have an Offer Problem.

We’ve established that there’s an “offer problem,” and one problem I see with many firms (my client included) is that they try to offer too many services at once. You can’t sell everything at once or offer too many options to a client.

It’s overwhelming, right?

The last thing that you want to leave a prospect wondering is:

1. What’s the right option for me?
2. What’s the value in it for me?
3. What’s the cost of making the wrong decision?

If you leave your client with more questions than they started with, they’ll get analysis paralysis and put off their decision completely.

And this often happens when you offer an array of services. Clients don’t know what they need, where to start, or if they should jump in all the way (i.e. utilize all your services) or just put one foot in (start with one solution). So they stay, trembling on the sideline. 

And your proposals go unaccepted. 

What’s the solution?

Here’s the Solution: Create One Offer to Start With

What’s the best way to transition someone from a prospect to a client? Make it really easy to get started with your services. 

Create one offer for new clients. This offer will be your starting point with new clients. Make it easy to see the value and return they’ll get and make it SUPER easy to get started with this offer.

The goal is to get the client on board. After you’ve won their trust, you can worry about upselling them on other services.

Let’s look at an example. For the client I spoke about earlier, we created a tax planning offer. Her firm will help prospects find at least $15,000 in tax savings. After the client is sold on their tax planning services, they can start evaluating other services – such as accounting, CFO services, etc. We also set up qualification metrics to weed out prospects who would be a poor fit. 

An offer like this is a win-win for everyone.

• Prospects pay a little bit to save A LOT. The value and return are clear. It’s easy for prospects to get started because they don’t have to choose a service. 
• The firm has an easier time closing clients with a clear sales process. They also have an opportunity to deliver a big win right away, which builds trust and makes it easier to upsell those clients over the long term.

I’m curious to know – what’s your $100 million offer? I read all of my replies personally, so let me know!

And, that’s a wrap on this Dear Katie question.

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Now I want to hear from you. Do you have a question? 

Submit it here

Until next time, cheers to your success!

Katie