To keep giving you relevant and timely content, we update our most popular posts. This article was last updated in May 2021.
Nothing feels better than doing work you love and getting paid for it. And as an online business owner who sells services, products, or programs, you’re pumped that you can help people in massive ways.
This year, you want to reach more people, increasing your impact and your income. But your calendar is pretty empty and your products and programs aren’t selling.
The problem? You don’t know exactly why it’s not working, so you have no idea how to fix it.
I can relate. I tried to sell countless classes and products before I made much money.
But I so clearly remember the first one that clicked. I sold 50 spots in a 90 minute class priced at $67. I then turned that class into an evergreen digital product that eventually made me a consistent, effortless $1000/month once it was set up.
How did I do it? How can YOU do it?
Keep reading to find out.
How to Fill Your Roster, Sell Out Your Programs, and Create Passive Income
Beginning today and for the next four days, I’m going to share with you my hard-fought, business-building lessons so you can hit your goals faster than I did.
You’ll walk through the five steps that will help you fill your roster, sell out programs, and create passive income, so you can get what you ultimately want: to serve more people and increase your income.
No fancy tricks, hyped-up strategies, or trendy, hot-today-gone-tomorrow tactics. Just the proven, established approach to getting the results you want most.
Today we’re going to tackle the very first thing you need to have figured out and nailed before you can fill your roster and sell products and programs.
You may have heard me talk about this before, and that’s because we truly can not talk about this enough. It’s essential whether you’re working to make your first buck or your millionth.
It All Starts With Client Clarity
I’ve said it before, and we’re circling back again because it’s the cornerstone of all business success: To get more clients, you must have laser-focused client clarity.Click to TweetTo sell more offers, programs, and products, you need to understand your clients’ language inside and out.
Knowing her language helps you create sell-out copy that lets her know that you have THE solution to her problem.
If you know you need to improve on this area, the specifics below will help you focus on where to start.
If you think you have this down pat, read through and double-check that you have your bases all covered. It’s essential before you dive into tomorrow’s tip.
Zero in on your client’s most pressing problems
If you’re not having luck selling your services, start by asking yourself some important questions:
- What problem does my ideal client have? How does she describe her problem, in her words?
- What result does my ideal client want that she doesn’t currently have? Again, how does she describe this, in her words?
- How am I going to help her solve her problem or get what she wants most?
Write out your answers. Brainstorm what your ideal clients really want and look at the world from their perspective. Really hone in on the exact words she would use to explain her problems, desires, and dreams.
Make sure her problems are solved by your service, product, or program
Next, revisit your services, products, and programs. Compare the results of your offers to what your clients say they want.
Do your offers help them solve their most pressing needs, as seen from your clients’ perspectives? If not, revise your offers so that you can deliver exactly what your clients want and need.
Update your copy so it speaks to those problems and desires (jargon-free!)
The Jargon Trap is when you know what your client needs (you are an expert at what you do, after all!), and you write about it from your expert shoes. Meaning, you use your own “expert speak” or “industry slang” or “jargon” to talk about what you do, not words your clients understand.
In short, prospects and potential clients have no idea WTF you’re talking about or that you can help them because you’re using words they don’t understand.
Sure, you might know what your clients’ need and be a master at helping them get it, but your word choice leaves them stupefied instead of ready to buy.
Ask yourself this question about everything you say or write: Would my target client use those exact words?
You’re Clear on Your Client but… They’re Still Not Buying
Maybe you’re thinking, “Jenny, I’m clear about my client, and I’m using her language, but I’m still not converting people into clients and customers!”
If that’s happening, it’s a sign that your prospects aren’t 100% sold that you can help them.
The good news is, it’s totally fixable! I’ll be covering it in Part 2.
Your Next Steps
To book up your client calendar and sell out your programs, take these three action steps:
1. Get clear about your clients’ most pressing problems.
2. Be sure that your services, products, or programs solve those exact problems.
3. Make it clear in your copy how you help, with the exact words your clients use.
And if you have any questions, leave a comment below. I’m here to help!
Here’s what’s included in The 5-Step Business Momentum-Builder: