After working with hundreds of clients and teaching thousands more women with my programs and free trainings, I really know what works and doesn’t work for building an online, service-based business.
Yet every time I teach the specifics to new business owners, I’m reminded that just because I know this doesn’t mean you do.
Over the past few weeks I’ve been helping my Make It Work Online women create and write copy for their paid offers. In doing so I’ve been reminded of the things I teach my clients to ensure their offers easily sell to their target prospects.
At the same time, I realized two things:
1. Pretty much everyone doesn’t know what it takes to create a great offer, even if they’ve taken a business training program before.
2. There are three mistakes almost every newbie makes when they create their first offer.
That second item is exactly what we’re going to dive into today.
I’m going to share with you the three mistakes most newbies make when they’re first trying to sell their services, because when you understand these and adjust accordingly, the results will come faster and more easily. (And who doesn’t want that?!)
Sound good? Let’s get to it!
Mistake #1 – Not speaking the language of your customers
Whether you joined me when I first launched jennyshih.com over four years ago or you just joined me recently, you probably know that I just can’t emphasize this one enough. It really is that important!
Most newbies who want to sell their services are stuck speaking coach lingo or industry jargon. They say things like “coaching for women in transition” or “empowering women to live their true potential,” and that kind of language doesn’t sell!
Because that’s YOUR language (as an expert), and it’s most definitely NOT the language of your customers.
My personal recommendation for you: The “Jargon Trap”: The Reason Prospects Aren’t Turning into Paying Clients & How to Change It Fast.
Think about it this way: Are your potential clients walking around thinking to themselves, “I need someone to help empower me to live my true potential”? Of course not! Instead, they’re thinking something like, “What the hell am I going to do with my life? I feel like I’m stuck in and have no idea what to do about it.”
See the difference? The first one doesn’t sell. The second one does.
When I have my clients create their bite-sized offers, we spend a lot of time focusing on EVERY SINGLE WORD in their copy to make sure it only includes the language of their customers.
Because if it’s not THEIR words, it won’t sell. Tweet that!
I also talked about this concept in more depth during my free training: How to Make Money as a _____* [* = your type of service-based business]. If you missed it, grab it here.
Mistake #2 – Jumping to big packages and premium pricing from the very beginning
If you’ve taken an online business training program or worked with a business coach, it’s likely they told you to jump to multi-thousand-dollar, many-month packages right out the gate.
At first blush, it seems like a smart financial move. Unfortunately it’s a terrible mistake.
Because newbies don’t have the confidence, experience, marketing and sales chops, or testimonials to sell high-priced programs… yet. This means they’re basically setting themselves up to fail!
This is why I teach my clients to start with bite-sized offers (something my Make It Work Online women affectionately call BSOs).
To give you a quick overview, a bite-sized offer is something I developed after helping countless women build their online, service-based business. I saw women struggling to sell big offers at high prices and one day realized that the solution was to start really small. It seems counter-intuitive, but it pays off immensely when done well. The clients I’ve worked with over the past three years of teaching this approach are proof that starting small at the beginning pays huge dividends in the long run.
My personal recommendation for you: Steal This! My Perfect Pricing Strategy to Drastically Increase Your Bottom Line
Mistake #3 – Assuming that because it’s on your website that people will find and hire you
If you haven’t made the first two mistakes yet, there’s a chance you’ve made this third one, because I see it happen a lot. I even made this mistake when I first started out.
Newbies commonly (and incorrectly) assume that if they post their amazing, well-written, bite-sized offer to their website that people will flock to hire them. Yet nothing could be further from reality.
The only way people find your website or learn about your work is if you find them and tell them. That’s right, it’s YOUR JOB to find your clients! This is why it’s so important to build your list, actively be of service, and engage with your audience.
People will not stumble upon your website. You have to help them find it. Tweet that!
Whatever approach you take to getting the word out about your work, remember that it’s your job to let people know you exist and can help them. It’s also not something you do one time; it’s something you must do over and over and over and over (and over and over).
My personal recommendation for you: Your Online Business Success Formula.
How to Guarantee You Won’t Make These Mistakes
If you’re at the point in your business where you feel like you know what you need to do but nothing’s really clicking, I’d bet you’re making one of these mistakes (and possibly a dozen other ones). But it’s not your fault!!
You see, most online business training programs talk about theory and high-level steps but don’t bring the information down to the level where you can take real action. This is exactly why you can take program after program and not see results in your business.
This is also why I don’t offer programs like everyone else’s.
If you’re ready to discover exactly how to get your business to take off, be sure to join my brand-new, totally free workshop. You get a step-by-step plan to fill your roster with perfect clients and make a consistent income doing what you love.
Now I’d love to hear from you!
As always, I want to hear from you!!
What mistakes have you made early in your business that you now have learned from?
Are you making any of the mistakes listed above? Which ones?
What other tips or advice do you have for others based on your business journey so far?
Please share your thoughts, answers, insights, and ideas in the comments below. I look forward to reading them, and I always read every single one.
Love your business but wish you had more clients?
If you’re ready for your business to take off, join me for Make It Work Online. You get a step-by-step plan and personal support so you can fill your roster with perfect clients and make a consistent income doing what you love. Learn more about Make It Work Online.