When a new client comes on board, one of
the areas that we
look at fairly early on in the coaching process, is what
their offer is to their potential clients, and how can they
best position this offer to bring in new clients to their
list.
You’ve all heard that you want to be able
to capture people's details when they
land on your website, but putting up an opt-in form for a newsletter
these days is just not going to cut it! Email addresses have the same value as your
personal home address, which is not something that you are willing to give out to
just anybody.
To have the honour of someone giving you
their email address, you want to make sure you give them something of value in
return. There are many ways in which
you can offer this value. It could be
a special report, an audio CD, an introductory teleclass, a workbook, an
e-course, a downloadable audio, a video or a checklist. The possibilities are endless!
Take a moment now and
check out your website: Do
you have an offer of value there waiting for your clients to download, or
are you asking them to sign up for your newsletter or to just stay in
contact? If you don’t have an offer
of value, then over the next week, I’d like to encourage you to spend time
developing your free offer. And
YES, I did say a free offer!
If you’re not sure how to
begin, then think about your ideal clients, and ask yourself
"What are some of the challenges they are currently
facing?" Make
your offer something that will solve one of their challenges.
From here, you can then decide which delivery mechanism would
work best for these potential clients. Would they prefer to receive an audio download or
a white paper? Perhaps they might prefer a workbook or simple
checklist. Because you know your ideal clients so well,
you’ll easily know which method is more likely to have them opting in quicker.
There may be no charge for this offer, but
that doesn’t mean it’s not of high value. Don’t be scared to give something away that is of
extremely high value and quality
content. You want these
potential clients to remember YOU, and not your competitor up
the road! Remember that there is now so much information out there, that it’s easy for
them to do a search and find the information they are after. But who knows if
this information is the right information?
You know that when they land on your
website, your offer is not only of high value and content, but it will
give them the results they need, as your past clients have proven that your information
works! In addition, when your offer is high in value, you build
credibility as well.
Now I’m not saying that you give away the
whole box and dice. That just
wouldn’t be a good financial move. What I am saying is that you give away the
‘what’, but not the complete ‘how’. You want to engage them, so that they come to you
for assistance in the execution.
As we know, your offer is created to bring
prospects into your community, so that you can stay in touch with them, continue to
add value to their day through your services and products, and build a strong,
trustful relationship with them.
As I mentioned earlier, if you don’t yet
have a high value offer in place on your website, now is the time to go and
create one.
If you do have such an offer, excellent! Although, can you check your facebook page: do
you have this offer on your welcome tab as well? Too often I see clients who may have an offer on
their website, but on their facebook page they still want people to opt-in to
their newsletter list. You don’t want to do this, because the conversion rate
won't be as high as what it could be, if you had your value-add offer
there.
Let's continue our
conversation, feel free to jump over and leave your comments and ideas around
what your offers are on our
blog.
around the humble e-newsletter
making a comeback! Personally, I don’t think it actually went anywhere. Yes,
it may have got a bad rap for a while, and might have been side-lined for the
whole social media onslaught, but there will always be a market for receiving
strong, practical, value-added information.
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