Have You Confused Them Into Not Buying?

“Well, you could get the super booster pack. Or join the wellness maintenance program. Or how about the alpha omega starter special?”

Eh? Huh? What in the heck are all those things?

It’s quite common for business owners to want to create a bunch of snazzy-sounding session offers for their clients. But, they may not realize they are actually losing business in the process.

It’s all because you’re assuming which decision the client is wanting to make.

I know, I know. I’ve been known to get caught in the same mental-jumble. You’re wondering, “Do they want it in blue or red?” “Do they want one session or three sessions a month?” “Do they want to meet for 30 minutes or two hours?”

So you drive yourself crazy until you finally decide that you’re going to create a bunch of offers.

• The Red Once-A Month Booster Pack
• The Blue Twice-A-Week Immersion
• The Red-Blue-Purple All Day All Week Implosion!
• And…
• And…

And your client looks at all the choices and his head explodes. Overwhelmed, confused, not knowing how to make a choice, he leaves.

Or, perhaps he just chooses the cheapest version, taking the least risk with his confusion.

The multiple offers are not doing any favors for you or for them.

It’s “Whether” Not “What”

The choice your client is struggling with is whether to get help. Not what help to get. Okay, you’ve got me, they are trying to decide what help to get. The problem is that they usually have two questions tangled into one. (1) Whether to get help from you, and (2) what help to get from you.

If you’ve made answering the second question too complicated, then that complication affects their clarity on the first question, and they won’t know whether to get help from you, simply because it’s too confusing to know what help they can get.

Just writing that paragraph made my head spin. That’s the confusion that happens in their head when confronted with too many choices that are too similar to one another.

Accept That You Are the Expert

Stop trying to guess how many sessions they want. Okay, maybe you aren’t guessing that. Maybe you’re trying to guess how many sessions they really need.

Stop that, too, please. Regardless of whether you are trying to meet their desires, meet your optimum prescription, or just trying not to charge too much money, please stop.

Stop. Breathe. Let all the worry and struggle drop away from your heart. Remember love. Remember the Divine. Remember to stay in service.

Then return to the understanding that simplicity is most often what serves best. Make two offers.

A larger offer, for example: Four months, twice a month, 90 minute sessions.

A smaller offer, for example: A single session assessment, two hours.

That’s it. Don’t make it more complicated than that.

Making Exceptions

If someone doesn’t fit into the larger offer, or they aren’t sure, they’ll do the smaller offer. That creates the opportunity for your client to realize either that the larger offer is right, or for you and your client to create a custom version of the larger offer together.

Have you fallen into this trap? What’s your commitment to simplifying your offers?

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