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Is It Smart To Focus On One Offer?
June 2nd, 2009 by Kendall
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I hear it all of the time. People ask me, “Kendall, I’m giving a teleseminar and I want to offer participants their choice of a coaching program, a teleseminar training series or an ebook. Which one should I mention first?”
Understandably, it’s a woman’s nature to offer lots of choices because in our hearts we want people to get exactly what they want.
Problem is, by offering so many choices, we overwhelm our listeners, making it preferable for them to say, “Let me think about it” instead of “Yes, sign me up!”
Yes, it’s tempting to say, “But Kendall, HOW do I know which is the one right choice to offer in my preview teleseminar?”
Let me share with you a simple way for you to decide which is the right offer to make to your audience, each time, every time.
Take my Platinum Plus client, Karen Knowler, for example. Karen is THE leader in raw food coaching, menu planning, certifying other raw food coaches, speaking, writing, bringing raw food to t.v. in England, you name it. If it has to do with raw, you’ll find Karen leading the way.
As a highly creative women, Karen found herself in the common dilemma of trying to decide which ONE offer she would make on a teleseminar where she had nearly 2,000 people registered.
I asked her this one key question:
“Karen, as a result of this teleseminar, what is your PRIMARY outcome?”
Her goal was to launch a new 4-month coaching program combining the benefits of raw food eating with transforming a person’s life and lifestyle.
The minute I heard that, I knew she had a winner. I coached her as to WHY reaching her outcome was so important to her. She passionately explained why her new program could make an amazing difference for people.
Then it was my turn. I explained to her that by giving multiple offers she was diluting her passion. By offering too many choices she was making it easy for people to make no choice. Which would mean she wouldn’t be able to serve anyone in the way that she wanted to.
Karen is smart and saw the wisdom in my coaching. The results? She not only filled her program, she had so many people scrambling to get a spot she immediately opened up — and filled — a second group, bringing in nearly 6-in figures in just ONE month!
(To learn more about Karen and how she runs her multi 6-figure raw food business, click here for an exclusive audio interview I did with her earlier this spring).
Make It Easy For Your Peeps To Say “Yes” With A Single Offer
Marketing isn’t a one shot deal. It’s an ongoing opportunity for you to offer your ideas, packaged into programs, products and services. Just remember that in the long run, making one offer at a time will help you create the ultimate outcome you desire, which is to help more people and to put more money into your purse!
Posted in Money and Mindset • • Subscribe to this feed
Tags: marketing, marketing strategies, money, teleseminar, women entrepreneurs
Thank you Kendall, that was great and timely. I’m hosting a INTRO teleseminar tomorrow to launch a group coaching program and that was VERY helpful. I was feeling anxious about not giving people more options. Looking forward to meeting you at the CMMS training. I’m so EXCITED!!!
Comment by Ije — June 2, 2009 @ 1:26 pm
Kendall –
This is excellent advice — and not only for which product to promote on a teleseminar.
We all need to remember that we should make it easy for a potential client/customer to say yes to us. And too many choices or too much information gets in the way of people saying yes.
Phyllis
http://www.Twitter.com/ZimblerMiller
Comment by Phyllis Zimbler Miller — June 2, 2009 @ 1:35 pm
That is a great post. Just last week I tried something new with my ezine and only linked out to one product. Well, I tripled the usual amount of sales I make
Comment by Marcia Francois — June 2, 2009 @ 2:28 pm
Kendall,
Great advice to make it easy for our peeps to say yes. How can an overwhelmed mind make a choice? This reduces it to yes or no, instead of yes or no multiple times. We need to become outcome-oriented!
thx,
G.
Comment by Giulietta — June 2, 2009 @ 2:55 pm
The following two tips made a great impact:
1. Giving multiple offers was diluting her passion.
2. Offering too many choices was making it easy for people to make NO choice
Thanks
Comment by Lalitha Brahma — June 2, 2009 @ 5:45 pm
Oh! by the way, our prayers for you to get well soon.
Comment by Lalitha Brahma — June 2, 2009 @ 5:46 pm
Thanks, Kendall! This removes all the overwhelm…. Sweet!!
Nurse that wrist well, Sweetie - glad you got some good TLC via your Platinums!
Comment by Sheryl Brown — June 3, 2009 @ 2:32 am
I needed to read this. I am going to be offering a free teleclass with the goal to promote a paid one. I’m still new at this and have to remind myself!
Comment by Paula @ Stuff 2b Organized — June 3, 2009 @ 7:44 am
This was a really timely post as I’m currently looking at developing some further services - also totally agree that too much choice can cause people to choose nothing. However, I’ve found that some people who are new to coaching sometimes like a ’stepping stone’ approach - esp until they get to know you - so it’s good to have a range of options within your overall marketing funnel, but promote one product or service if running a campaign and make this as targeted as possible. Horses for courses type thing - pardon the pun!
Thanks this was a great reminder today!
Tamsin/nudgeme
Comment by nudgeme — June 3, 2009 @ 10:25 am
Great advice Kendall! A good reminder to stay focused and not dilute our passion.
Comment by Jan Marie Dore, The Women Entrepreneurs' Success Coach — June 3, 2009 @ 10:56 am
Great Article Kendall. I loved the point you made about making an offer that’s attached to your passion. Thanks.
Joy Chudacoff
Smart Women Smart Solutions
Comment by Joy — June 11, 2009 @ 7:46 am
Awesome article! I offered a laundry list of services when I started my VA business, I didn’t want to miss out on any potential clients. But once I was brave enough to narrow my services, I began to connect with the people who needed my services.
Comment by Agnes Ikotun — June 15, 2009 @ 10:30 am