Are you struggling to create an offer that grabs attention and makes clients want to work with you? Do you find yourself wondering why some freelancers can charge premium rates while others struggle to get by? If you’ve been grappling with these questions, you’re not alone. Many freelancers are clueless about creating an irresistible offer that not only highlights their skills but also resonates with potential clients. I was in the same boat until I did some research and figured out the steps to create an offer that stands out.
So, you’re done with the basics—you’ve chosen a market, double-checked to see if it’s worth pursuing, and selected a service to offer. Now comes the crucial part: crafting an Irresistible Offer. This is where everything comes together. Today, I’ll walk you through how to create a short pitch that answers the most common question: “What do you do?”
Step 1: Understanding the Value of Positioning
Contrary to popular advice, it’s not the technicality or difficulty of your skill that dictates how much you can charge. The key lies in how you position your service. I used to think that simply having a high-paying skill would allow me to charge more. But here’s the thing: positioning matters more than the skill itself.
For example, I once posted a job for website creation in a Facebook group and received quotes ranging from P4,000 to P8,000. But within certain freelancer communities, such as The Freelance Movement Tribe, people charge $1,000 or more for similar work. The discrepancy isn’t because of the skill level alone—it’s all about how you position your offer.
Take resume writers, for example. Ask them what they do, and many will say, “I write resumes.” There’s nothing wrong with that, but compare it to someone who says, “I help professionals land their next job.” The latter doesn’t even mention “resume writing” but instead focuses on the outcome. It’s more enticing because it speaks directly to what the client wants: results.
Premium clients don’t buy what you do; they buy the results you can give them. That’s why positioning your service as a solution to their problem is key.
Step 2: Crafting Your Offer Statement
Now that you understand the importance of positioning, it’s time to craft your own offer statement. This is your chance to clearly communicate what you do and why it matters to your target market.
Template 1:
“I help [insert market] [insert how you help them solve their problem] OR [insert what they want] [insert your solution].”
Example: “I help info product owners re-launch their courses and increase their previous launch revenue using my 11-part launch sequence.”
Template 2:
“I help [insert market] [insert how you help them solve their problem] OR [insert what they want] [insert your solution] without [insert the thing they hate the most].”
Example: “I help clients add another 20-30% to their monthly revenue WITHOUT spending a dime on ads.”
These templates are simple but effective. They highlight both the problem you solve and the outcome your clients desire.
Step 3: Tailoring Your Offer to the Right Market
Creating a compelling offer is just one piece of the puzzle. You also need to ensure you’re putting that offer in front of the right market. This is where a lot of freelancers go wrong. You can have the most enticing offer in the world, but if you’re trying to sell cat food to dog owners, it won’t matter.
The key to successful selling is putting the right offer in front of the right market. This is why it’s essential to define your target audience clearly and tailor your messaging to their specific needs. Ask yourself:
- What problem does my service solve?
- Does it give them what they really want?
For example, let’s say you’re offering chatbot services. Instead of trying to convince potential clients how awesome chatbots are, focus on the result they care about—such as generating more leads or sales. You don’t have to create demand for chatbots; instead, position the chatbot as a tool that helps businesses achieve their existing goals.
Step 4: Make It Simple and Specific
When crafting your offer, simplicity is key. Don’t overwhelm potential clients with jargon or overly complex explanations. Instead, focus on being clear and specific.
Let’s say you’re targeting clinics, and the problem you want to solve is reducing missed appointments. A simple Google search can give you several ideas for solutions, such as automated reminders, pre-paid appointments, or follow-up systems. Once you have a list of solutions, you can refine your offer to address the specific problem.
Here’s an example of a well-crafted offer:
“I help clinics reduce missed appointments and increase patient loyalty by implementing automated reminder systems and follow-up strategies.”
This offer is simple, specific, and focuses on the outcome that clinics care about—fewer missed appointments and more loyal patients.
Step 5: Focus on Outcomes, Not Skills
As freelancers, it’s easy to get caught up in the idea that our skills are what clients pay for. But the truth is, clients don’t care how you get the job done—they care about the result. Whether you use Facebook Ads, automated reminders, or email marketing doesn’t matter as long as you deliver the outcome they need.
For instance, if your target market is YouTube vloggers, you could say:
“I help YouTube vloggers get more subscribers and views on their channel.”
Notice how the focus is on the outcome—more subscribers and views—not on the specific method you use to achieve it. This approach allows you to use all the skills at your disposal to deliver the desired result.
Step 6: Adapt to Your Client’s Needs
Finally, remember that flexibility is essential. If your current skill set doesn’t solve your market’s main problems, you have two options: either find a market problem your skill can solve or develop new skills to address their needs. The key is to serve your clients by solving the problems that matter most to them.
For example, if you’re targeting clinics and they struggle with attracting and retaining patients, cash flow issues, and hiring challenges, you could adapt your services to address these specific problems. If you have accounting skills, you might help with cash flow management. If you’re skilled in Facebook Ads, you could focus on patient acquisition.
Conclusion: Crafting an Offer That Stands Out
Creating an irresistible offer isn’t about having the most complex or technical skills—it’s about understanding your market’s problems and positioning your service as the solution. By focusing on outcomes rather than processes, you can attract premium clients who are willing to pay for the results you deliver.
Remember, the key to a successful offer is to keep it simple, specific, and tailored to the right market. Once you’ve crafted your offer, test it out, refine it, and watch as it helps you build a thriving freelancing business.
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