Can you guess what most of the business owners I hear from say they want more of in their businesses?
Maybe you’re in the same boat. Your website is up and you created a few offers that should be an “easy yes” for your potential clients.
But getting clients is harder than you thought, and they’re not coming in as quickly as you’d like.
Day after day, you wait for people to hire you or, at the very least, engage with you.
How do you get traction, get clients, and start building your expert-status reputation?
I’ve got the answer, and even though it’s controversial in the online world, it’s a proven strategy that works, time and time again.
This approach is something I’ve been teaching my clients for years, but I haven’t devoted an entire blog post to it… until today.
It’s time to let the secret out.Click to TweetHow do you get traction, get clients, and start building your expert-status reputation? Jenny Shih has the answer.
Bite-Sized Offer: The counterintuitive, fast-track ticket to selling your services
If you want to create a strong foundation for your business, build an expert-level reputation, and get clients who are crazy about what you offer, then you need what I call a Bite-Sized Offer (affectionately known by my clients as a “BSO”).
Even though many have been resistant at first (I’ll tell you why in a minute), they quickly discover how powerful and effective this approach is to quickly building their business doing work they love with dream clients.
Why? It’s because a BSO helps with all of the things business owners struggle with the most.
- Effortlessly getting new, dream clients in the door and ready to work with you
- Building testimonials from satisfied clients and generating easy referrals for future clients
- Ensuring you’re crystal clear on what makes you different from everyone else in your field, so you easily stand out and get noticed
- Building your reputation as an expert at what you do and someone who provides phenomenal results for those you work with
- Creating killer copy that draws in your potential clients and convinces them to say YES and promptly pay you
On top of those amazing benefits, selling a BSO also teaches you which marketing techniques work repeatedly for you and your audience. This information is priceless, because it sets the stage for creating online course and programs down the road (if that’s something you’d like to eventually do).
Your Bite-Sized Offer is like a magical doorway that leads to a thriving, successful online business. Can you see why I love them?!My Personal Recommendation for YouOffers That Convert
What is a Bite-Sized Offer?
Now that you know why a BSO is the key to your ultimate business success, let’s talk about exactly what it is.
A Bite-Sized Offer is small offer that allows your clients to test you out. It’s generally a 90-minute session with a short follow-up session via phone or Skype. I recommend charging around $99, so that it’s a no-brainer decision for someone to hire you.
The key to crafting the right BSO for your audience is to first identify a small, bite-sized, tangible result that you can create for your dream client. No, you won’t help them lose 100 pounds or rewrite their entire website, but you can create one result that will get them moving in the direction of their goals.
Want some examples?
Copywriter: You could could write one page on a client’s website or do a full-site copy review with suggestions on how they can make each page stronger and more compelling.
Weight-loss coach: You could help a client uncover her top triggers for overeating and suggest clear solutions to work past those issues.
Web designer: You could design a landing page, a header, or a logo.
Notice how these examples are results-oriented and small enough to do in a single session (with a quick follow-up session for fine-tuning). A BSO is not a long-term offer and not designed to create massive results, and that’s okay!
Your goal is to get on the phone with your clients and blow their minds in 90 minutes (and answer questions in a 30-minute follow-up call). That’s it.
Do this well and your business will skyrocket, guaranteed.
But, Jenny, I can’t do this because…
Earlier I mentioned that the Bite-Sized Offer approach is controversial. I’ve heard every argument in the book about why a BSO isn’t the right fit for someone’s business, and I pretty much disagree with them all!
Why? My clients’ results prove to me over and over and over and over that this approach works!
(Are you a past client of mine? Link to your BSO offer copy in the comments below. Let’s show the world how powerful a BSO can be!)
The three most common objections I get are:
- My business isn’t new: how will this help?
- If I charge less, I feel like I’m taking a step backward.
- I’ll never make enough money charging $99 for my offers!
Let’s address these objections one by one:
If you’ve been in business for awhile
A Bite-Sized Offer will work for you if you’ve been in business for awhile and clients aren’t coming as quickly as you’d like.
Think about it this way: If the offers and prices you have aren’t turning into clients, then why would you keep doing the same thing?
Instead, take a step back (humbling, I know) and work on writing stronger copy that highlights a more compelling, tangible result in your offer. Then offer that package at a no-brainer price. It’s the exact momentum-builder you need to start getting clients.
If you’re pivoting your business or want to try something new
A Bite-Sized Offer will also work if you’re pivoting your business and trying to take it in a new direction. Instead of seeing a BSO as a “step backwards,” see it as an experiment.
Your BSO is perfect for testing and experimenting with new ideas, new clients, new target markets, or new results. And no—the rest of your site doesn’t need an overhaul to run a small BSO test.
Plus, when you offer a one-on-one BSO, you’re not wasting tons of time or energy in building an expensive offer or course that your clients might not even want. Instead, you create a small, entry-priced offer that allows you to decide if this is the right direction for your business.
No, you won’t get rich charging $99, but…
If charging $99 makes you uncomfortable, you’re not alone. It’s true that you can’t get rich charging only $99, one by one, and I don’t expect you to. In fact “getting rich” isn’t the point of a BSO.
Allow me to explain…
If you’ve been following me for awhile, you know that I’m not here to waste your time or energy, and starting your business with a BSO is not an exception to that rule.
Done right, a Bite-Sized Offer can and will completely change the trajectory of your business and set you up for massive long-term success.
They work, and for them to work, you have to start at $99.
It makes money a non-issue.
First, charging $99 to start takes the pressure off of you, off of your copy, and off of everything. Pretty much every client I meet can feel great about over-delivering on $99 worth of value for a one-on-one client.
Since money blocks can be such a huge issue for so many business owners (and clients!), we completely eliminate most of the problem by starting low.
When your BSO is super affordable, money becomes almost a non-issue for most prospects.
And when you combine that with killer copy (my clients become excellent copywriters), it really is a no-brainer for people to say yes.
It’s an easy jumping off point for higher package upsells.
For $99, you blow their minds with how much you help them, and if and when they want more, you offer more (at a higher price, in a larger package).
Although BSOs are not designed to be the starting point for an up-sell, that does often naturally happen.
You’re getting paid in experience.
In addition to getting $99, you are also learning essential information about your clients, what they need, what challenges they run into, and what blows their minds.
Basically, your clients are showing you how to improve your offers (which you’ll eventually be able to charge more for); they’re showing you what language you can use in your copy to make it even more compelling; and they’re helping you hone your skills even further.
And as long as you’re out there serving clients well, the good news is that you won’t be in the $99 bracket for very long. Here’s why.My Personal Recommendation for YouAre You Overpriced? How to Earn as Much as You Can Without Chasing Away Potential Clients
Beyond your Bite-Sized Offer
The beauty of a BSO is that it will continue to evolve and grow as you gain experience, fill your client roster, and build your reputation.
You can start by working with 5 to 10 people for $99, then adjust the offer based on your experience and raise the price.
Next, you work with 5 to 10 more people at your new price. You can then adjust the offer based on your clients’ feedback as well as your own learnings, and raise the price again.
You’re starting small and building organically on what’s working, making adjustments with every iteration. You’re pretty much guaranteeing that every update to your offer (and subsequent increase in price) will be a no-brainer for future clients.
You’ll have the language nailed down. You’ll feel confident that you can deliver stellar results. And you know your clients will turn into raving fans.
Can you see why I’m such a fan of the Bite-Sized Offer?!
It sets you up for your inevitable success in all areas: wowing your clients, improving your copywriting and marketing skills, building your reputation, and growing your business to be sustainable and profitable over time.
I mean, who doesn’t want that?!
You Tell Me!
Alright, we went deep there with the nuances of a Bite-Sized offer, and I hope you see the value in starting here. (Though if you don’t, ask away! Maybe you have an objection I haven’t heard yet and I’d love to help you find the best solution for you!)
If you like this idea and want to give it a try, raise your hand in the comments below!
If you are a current or past client of mine and have your Bite-Sized offer still on your website, post your summary and a link to your BSO so other people can see what it’s all about.
Have questions? Other ideas? Post them in the comments below. I can’t wait to read ‘em.My Personal Recommendation for YouOffers That Convert