Make More Offers. Make More Money

Now you’ve got  better idea of how everything looks, what your niche and service is, what funnel is best for your idea (if indeed you use end up using a funnel at all), and how to get customers and clients through the door – it’s time to actually formulate and create an offer. 

Now again, like most of the steps there’s always more ways to skin a cat. And again, just like our funnel and getting clients guides, there’s a simple way and more complex ways to create an offer. 

Create an Offer: The Simple Way

For most people, myself in included, the ‘Simple Offer’ is usually the only step you’ll need to take. 

So, what does it look like? 

Well, it’s simple really 🙂 

You offer your service to a business or customer for $XXX and then outsource that piece of work for $XX dollars. Then, bank the profit. 

That’s it really. And, for most of us that’s perfectly fine. 

However there is another way to do this and that’s what this post is going to delve into…

How To Create a Better Offer That Sells More

For some (well, actually A LOT, but you just have to dig a bit deeper) drop servicing ideas you’re going to need what is more commonly described as a ‘compelling’ offer. 

So what the heck is a ‘compelling’ offer?

It’s an offer you make to your customer (whether that’s a business or an individual) that’s so irresitble that they have no other option but to choose you over your competitors. 

It can really mean the difference between putting food on the table and well, having nothing. 

So what does this look like? Well, again how long is a piece of string? It depends. 

It depends on;

  • The service you are offering
  • Who you are selling too
  • What is expected in your market vs what nobody else is providing
  • And, whether or not your getting eyeballs on your service or not.

I mean, without people seeing what you have to offer in the first place, it’s going to be pretty hard to make any sales. But, what about if your contacting businesses, your on Upwork every day, you’ve got a great website et up targetting keywords for your srvice but you’re just not making any sales? 

This my friend, might be the time you upgrade your offer…

The best process I’ve seen on creating an ‘irresistible offer’ comes from DigitalMarketer.com. So using that as an example and changing it slightly to make it relevent for your drop servicing business here’s the step to creating an offer that sells – period.

 

How To Create an Offer That Gets More Clients

STEP #1: Identify and Write Down Your Service

So by now after going through the ‘Finding Your Niche’ and idenitfy your service you should already have this clear in your mind. 

Example: 

MY SERVICE IS: A translation service for English to Thai (or vice-versa) 

 

STEP #2: Write Down Your Price

So now you’ve got the service written down it’s time to price it up. Again, depending on the service and audience you’re looking to target price points will differ. 

If you’ve got competitors in your space (which you most likely will) try gage what they are offering to inspire some ideas for your offer. Again, staright out copying them might, but also, it might not. 

If you’re adding something on top or in addition to your offer you might price it differently. If you’re quality of service is better you might price it differently and if you’re going for for a budget market again, your pricing may differ. 

Example: 

MY SERVICE IS: A translation service for English to Thai (or vice versa)

THE PRICE IS: $99 for 500 words of translation

 

STEP # 3: Give Pricing Options

 

Now, we’re taking the offer up a notch. This is especially useful for higher priced services.

There are different ways in which to offer pricing differences such as; monthly vs annual and full payment upfront vs monthly installments. 

It’s recommended to test this though different pricing strategies and maybe you won’t need one. But, for this example I’m going to add one.

Example

MY SERVICE IS: A translation service for English to Thai(or vice versa

THE PRICE IS: $99 for 500 words of translation

PAYMENT TERMS: $9.99 deposit – rest to paid on completion of project

 

STEP # 4: Add a Discount

You’ve seen them everywhere. From your local shop down the road to the online world. Discounts can be seen and made anywhere someone is selling a product or service. 

And while you may think they are running dry – everyone likes a good bargain. 

You can do the same with your drop servicing business. 

MY SERVICE IS: A translation service for English to Thai (or vice versa)

THE PRICE IS: $99 for 500 words of translation

PAYMENT TERMS: $9.99 deposit – rest to paid on completion of project

DISCOUNT: 50% OFF! On Sale for $49.99

STEP #5: Add a Bonus 

Going from experience, offering bonuses are very powerful IF you offer the right bonus. I’ve seen countless times where the bonuses just aren’t that enticing or are clearly added in a way that doesn’t make the prospect want to buy. 

If you can find a relevent bonus idea that your prospect may or may not have thought about – you could be onto a winner. It’s at this point you could really cominate the compeition. 

Example: 

MY SERVICE IS: A translation service for English to Thai (or vice versa)

THE PRICE IS: $99 for 500 words of translation

PAYMENT TERMS: $9.99 deposit – rest to paid on completion of project

DISCOUNT: 50% OFF! On Sale for $49.99

BONUS: Buy our translation service and get our 5 star editor to check for grammar mistakes. 

STEP #6:  Bundle Your Services (or products) 

You see bundling happen all the time in sales. If you buy product X you can get Product Y and Z at a reduced price or even free. 

Bundling your products and services together is a great way to not only increase the average order value of your service but it also brings awareness to services that your clients or cusomters might not be aware of. 

For a drop servicing business it might look something like this: 

MY SERVICE IS: A translation service for English to Thai (or vice versa)

THE PRICE IS: $99 for 500 words of translation

PAYMENT TERMS: $9.99 deposit – rest to paid on completion of project

DISCOUNT: 50% OFF! On Sale for $49.99

BONUS: Buy our translation service and get our 5 star editor to check for grammar mistakes.

BUNDLE: Purchase our translation service and get our; ‘Top Translation Templates’ package free

Now, it’s important to note that in order to offer a BUNDLE as part your offer you’re going to need at least two services. If you haven’t got the scope to do this you can do one of two things: forget about it for now and move onto the next step or, go ahead and create something

If you do decided to offer something else that you currently don’t have, just remember to make it relevant and quick to implement and deliver. 

STEP #7: Reverse The RIsk

Whenever someone is buying something, they are inherently taking the risk. They are laying their trust in you and putting the money down. 

Now, anything can go wrong with a sale. You’re contractor might be gone for a couple of days without letting you know, you’re internet might break or pigs might actually start flying…who knows. But, things do happen. 

You’re job, while you cannot eliminate the risk, is to reverse the risk as much as possible taking the pressure of the prospect. 

Example: 

 MY SERVICE IS: A translation service for English to Thai (or vice versa)

THE PRICE IS: $99 for 500 words of translation

PAYMENT TERMS: $9.99 deposit – rest to paid on completion of project

DISCOUNT: 50% OFF! On Sale for $49.99

BONUS: Buy our translation service and get our 5 star editor to check for grammar mistakes.

BUNDLE: Purchase our translation service and get our; ‘Top Translation Templates’ package free

RISK-REVERSAL: 50% back in your pocket if we don’t deliver your project in 48 hours or less

Again, adding this to your offer can really make a difference to your drop servcing business

STEP # 8: Add Some Urgency 

Again, you might have seen this type of marketing around the streets or online. And again, it’s because it works. 

Now, some marketer would bad intentions have abused this tactic by saying there’s only 48 hours to get this deal and then leave their offer up for the net 6 months with this same urgency. 

You have to stick to your guns. If you’re offer a servcing for limited timed offer – then follow through with that offer. 

The objective with urgency is in order to get your client or customer to take action TODAY. 

Urgency can be added in different ways: 

  1. You could only list the offer for certain period of time 
  2. You can list the offer for number of sales
  3. Or you can tell your prospects there’s only a certain amount of these deals you can offer

Example: 

MY SERVICE IS: A translation service for English to Thai (or vice versa)

THE PRICE IS: $99 for 500 words of translation

PAYMENT TERMS: $9.99 deposit – rest to paid on completion of project

DISCOUNT: 50% OFF! On Sale for $49.99

BONUS: Buy our translation service and get our 5 star editor to check for grammar mistakes.

BUNDLE: Purchase our translation service and get our; ‘Top Translation Templates’ package free

RISK-REVERSAL: 50% back in your pocket if we don’t deliver your project in 48 hours or less

URGENCY: Black Friday Sale Only: Deal Finished on Cyber Monday at 12 Midnight

STEP #9: Do It For a Cause

Back when I was working in the non-profit industry I saw how this worked perfectly. People are more and more conscious of how they spend their money. How their purchase affects the world means a lot to them.  

Unfortunately most non-profits are ridiculously poor at marketing – but you can use their strategy to create an offer that benefits you and your customers. 

Example: 

MY SERVICE IS: A translation service for English to Thai (or vice versa)

THE PRICE IS: $99 for 500 words of translation

PAYMENT TERMS: $9.99 deposit – rest to paid on completion of project

DISCOUNT: 50% OFF! On Sale for $49.99

BONUS: Buy our translation service and get our 5 star editor to check for grammar mistakes.

BUNDLE: Purchase our translation service and get our; ‘Top Translation Templates’ package free

RISK-REVERSAL: 50% back in your pocket if we don’t deliver your project in 48 hours or less

URGENCY: Black Friday Sale Only: Deal Finished on Cyber Monday at 12 Midnight!

CAUSE: We are donating 5% percent of this sale to Child Cancer Charities

STEP #10: Organize Your Offer and Test

When looking to create an offer, the chances of you using all of the above together are slim. For the most part it would just look too messy and almost come across as too good to be true or just too confusing. And, the biggest thing you want to avoid when trying to make a sale – is confusion. 

So for this step, try different combinations for your offers. Maybe try adding in different price points in a 3 tiered pricing model. 

Or maybe you’ll see better conversions if you take away the pricing terms. Maybe, you’re prospect doesn’t want your additional offers – they just want their dam translation ASAP. 

You won’t know until you’re getting sales and testing different offers. 

Now, it’s worth mentioning a lot of this type of marketing isn’t usually deployed in servicing businesses, let alone outsourcing and drop servicing. 

But, if you can match the right offer, to the right prospect, in the right place and right time – you might just be onto a winner.