You dream of scaling your business so you can make more money doing what you love.
And you hear great advice all the time…
“Create your signature offer!”
“Create a course or membership site!”
“Charge premium prices!”
But you’re stuck. And the reason you’re stuck depends on what stage of business you’re in.
If you’re just starting out, you struggle to know what offer will most resonate with your perfect prospects.
If you’ve been serving clients for awhile, you’re not sure if you should offer a course, membership, group program, or digital product.
And if you’ve successfully sold group products, you wonder what the next step is to scale your business.
Deep down you know it’s possible to grow your business because you see other people doing it.
Like Kendrick Shope, the creator of the Authentic Selling® process, and the founder of Authentic Selling® University (formerly Sales School).
In less than a year, Kendrick transformed her $199 starter offer into a 12-month package that she sold for $15,000. Her business quickly grew to six figures, and a few years later, it hit a million dollars in revenue.
The question is, HOW did she do it?
Today I’m giving you the exact formula to follow to scale your offers so you can make more money, no matter what stage of business you’re in.
How to Scale Your Offers With Confidence
You can apply the approach I’m about to teach you to every aspect of your business. We’re going to use creating and scaling your offers as an example here, but you can use this approach to up level your content creation, your marketing strategies, and so much more.
Even though I swear by this approach, you should know it won’t work for you if you’re:
- Guessing at what your clients want
- Starting with a large package, group program, or course right away
- Sending out a survey before you’ve worked with any clients
- Making assumptions based on what you’ve observed or think people are interested in
If that’s you, take a pause and read this.
If you have a viable offer, the approach you’re about to learn will help you further refine what’s working for you (and your clients), what your clients love about working with you, and what language your clients are using (so you can fine-tune your copy).
Ready to learn the simple approach that’s going to radically transform your business? Let’s dig in!
The Serve and Learn Approach
The Serve and Learn Approach is a proven, step-by-step process that helps business owners like you grow your offerings at every stage of business.
That means it can help you create bigger packages, develop courses (after working 1:1 with clients!), and constantly evolve your programs year after year.
So how does it work?
It’s pretty simple on the surface: You serve clients and you learn from it. 🙂
But of course simple doesn’t always mean easy. So let’s dive into the step-by-step process for applying it to YOUR business.
Step 1: Create the First Iteration of Your New Offer
How you approach this step will be slightly different depending on which stage of business you’re in.
If you’re just starting out: The first iteration of your offer would be what I call your Bite-Sized Offer. Think of it as your best guess at what you and your clients would love—whether that’s something you’ve done before or not.
If you’ve been working with clients 1:1 for a while: The first iteration of your new offer might be a longer, premium package or course.
If you already have a course: The first iteration of your new offer might be a next-level mastermind or membership.
No matter what stage you’re in, ask yourself, “Am I 90% certain this offer will get my clients results?”
If you can confidently answer yes, then you’ve got a solid offer and you’re ready for Step 2!
Step 2: Work With a Handful of Clients
Now that you’ve got your offer, your next step is to start serving clients.
I recommend you work with 3 to 10 clients so you have plenty of opportunity to deliver the results your target client wants and to learn by serving them.
Keep in mind that there might be some hiccups along the way. After all, you’re experimenting with something new! Adopt a scientist’s mindset, paying attention to what’s working and what’s not working as you work with your clients.
Click to Download21 Winning Ways to Book Clients FastStep 3: Watch for an Aha Moment
At some point as you’re serving your clients, you’ll have an aha moment.
You’ll think, “Oh! I know! If I just do _____, it will be even more awesome for my clients!”
Here’s the thing: I can’t tell you what _____ will be or when it will happen. But I guarantee it will come. Just keep serving your clients and you’ll be hit with a moment of clarity and inspiration—I promise!
That clarity and inspiration isn’t always what you’re expecting though. Yes, you could absolutely have an insight that helps you serve your clients even better.
But you could also have an aha moment like:
- “I don’t like this work as much as I thought I would.”
- “I think I want to take this in a different direction.”
- “I don’t enjoy working with these clients like I thought I would.”
All of these thoughts are okay! They’re great actually!
I always remind my clients that clarity and confidence come from taking action, and you took action!
Now you need to take this aha moment back to the drawing board. You can create a new offer with your new insight about the clients you want to work with and the direction your services should go, circling back to Step 1.
Step 4: Adjust Your Offer (and Likely Your Pricing)
When you have that aha moment, your next step is to adjust your offer.
I can’t tell you how your offer will change (that’s what the aha moment is for!) … just that it will.
Maybe you realize you need to change the structure of your offer so your 90-minute session with a 30-minute follow-up becomes three 60-minute sessions. Maybe you realize your clients need more support between sessions so you develop additional resources. Or maybe you shorten the timeline to hold your clients accountable.
This could mean you raise your prices, too.
Or, like I said, it could mean that you need to go back to the drawing board and come up with a new idea. (It happens all the time, so don’t worry if this is what happens to you!)
Step 5: Serve a Few More Clients … and Repeat. Over and Over (Forever).
Now that you’ve adjusted your offer, you’re going to repeat Steps 2 and 3.
You’ll deliver your updated offer to a handful of clients (usually between 3 and 10) and wait for that aha moment to strike again: “Oh! If I just do this, it will get even better results for my clients!”
Then, you’ll adjust your offer (and your pricing) again. And you’ll continue to repeat this Serve and Learn Approach. Over and over again.
Using this approach, you’ll quickly realize where you can make a huge difference for your clients and improve your services, improve your offers, and grow your income and your bottom line.
My Personal Recommendation for You7 Steps to Make It Work OnlineStart Small to Grow Big
Why am I such a big fan of this approach?
Because it works for my clients (and me!) all the time.
Take Caryn, a weight loss coach who started out charging $149 for 2 sessions. Within a year, she scaled her offer into a 6-month package priced at $6,000.
Her business success was so profound that she was making more money on her business side hustle than in her “real job.” She went on to quit her job and is now running her business full-time—with more flexibility and freedom than ever before.
She scaled her business by following the steps above. And the same steps are helping her grow year after year.
When you start with an offer, whether it’s a small offering like a BSO or a bigger group program, and you pair it with the Serve and Learn Approach, incredible things can happen in your business.
P.S. The Serve and Learn Approach is only a small part of a complete business strategy I teach online entrepreneurs. Would you like to learn the big picture? Get 7 Steps to Make It Work Online (pdf). It’s free!
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