Positioning Your Offer
Have you been trying to position your offer in a way that entices your potential clients to say ‘YES’ without hesitation? Or, even better, in a way that makes them seek you out?
If so, this blog post is for you!
I’m digging deeper into The Greatest Sales Conversation Ever as it relates to the story of the woman at the well in John 4 of the Bible. In my previous blog post, I shared the 5 Kingdom Mindsets needed to Grow Your Sales. Be sure to go back and read it if you missed those key points.
As I dive into Part 2 of this 3-Part series, I want you to understand how to apply these concepts in your life and in your business so you can create results that yield the generational wealth you’ve been desiring. We don’t want generational wealth to feel like a far-off idea. It really is possible!
When you can change your mind to line up with the word of God and his principles, and truly understand how to walk that out from a business perspective, that’s when you can do what Romans 12:2 tells us:
SPIRITUAL UP-LEVELING
If you’ve been struggling with sales and trying to understand how to move from prospects to paid clients, what you’ll find is it’s not about knowing another strategy but rather about a spiritual up-leveling. It’s about bringing your thoughts and your will under the submission of the word of God.
Many times our thoughts are rooted in our flesh which tries to speak against us to make us second-guess and doubt the will of God. It makes us doubt the gift we possess (what we have in our hands) is truly good.
If you are struggling with how to have a spiritual up-leveling, be sure to listen to Part 1 of this series on The Gifted Entrepreneur Show podcast which was all about Kingdom Mindsets.
Now, let’s dive into the tactical and practical things as it relates to your offer.
“Sales is not what we do to people, but it is what we do for people.” ~Unknown
If you’re not positioning your offer to attract people in a way that says, “Hey, listen, what I’m offering is a gift and it’s in alignment with what you are needing and have been praying for”, then you are likely missing the opportunity to serve your ideal client.
Unlocking the C.O.D.E.S. helps you create an infrastructure to reduce overwhelm, remove the need to conform to fit {a.k.a. people-pleasing}, and equips you to step into the power and authority of your God-given gifts.
In Part 1, we left off in John 4:13-14 where Jesus replied, “anyone who drinks this water will soon become thirsty again; but those who drink the water I give will never be thirsty again. It becomes a fresh bubbling spring within them, giving them eternal life.”
KINGDOM MINDSET #6: THE TRANSFORMATIONAL OUTCOME
We need to understand the transformational outcome of our offer.
Too many times, we focus on the features and benefits but what our clients want to know is:
- What is the transformational outcome?
- What is the payoff for their investment?
- What do they get when they work with you?
You want to be able to clearly communicate the outcome they will receive from working with you. You do this by talking about the solution to their biggest problem.
Jesus did this so effectively when he said, “Anyone who drinks regular water will become thirsty again.” He knew the best outcome was that she would never thirst again.
You’ve got to know and understand what you are comparing your outcome to. I share examples of this in Episode 12 of The Gifted Entrepreneur Show podcast.
You really have to understand the transformation you create versus the traditional ways of doing things in your industry. You can do this by following this simple formula:
When you work with me {your offer}, you won’t have {their problem you solve} again.
Here’s our example:
With the next level business coaching we offer using our Generational Wealth C.O.D.E.S. Method TM, you will never second-guess your ability to fulfill the needs of your clients, nor will you ever doubt that creating generational wealth is a possibility for you—you will know that it truly is possible to create a thriving business you love using your God-given gifts.
KINGDOM MINDSET #7: CLEAR OUTCOMES
The seventh mindset is focused on clear outcomes. When we think about our offer, we want to be able to paint a picture of the clear outcomes in a way where people sell themselves on what it is you have to offer.
Heading back to our Scripture, in verse 15 the Samaritan woman said, “Give me this water!”
She was so sold on what Jesus had to offer, she asked him to give it to her. Her next words were {paraphrased}, “Then I’ll never be thirsty again and I won’t have to come here to get water.”
What’s cool about that is she repeated his exact words back to him. The transformation was so clear, she was able to regurgitate his words (his offer) back to him.
When you start to position your offer where your ideal clients get a dopamine rush just hearing about it, and they can recite back to you verbatim what your offer is, that’s when you know you’ve done a great job in communicating value.
KINGDOM MINDSET #8: STRENGTHEN THE NEED FOR YOUR SOLUTION
Once you’ve effectively communicated the transformation and clear outcomes of working with you, Mindset #8 is all about strengthening the need for your solution.
This ties back to Kingdom Mindset #4: Overcoming Objections in the previous blog.
During your offer, you may hear things like, “I need to think about it” or “I need to pray about it”.
These are two different things. When they say “I need to think about it”, it’s likely that they’ve been hyped about an offer before and maybe let down by that person’s product or service, so they don’t want to be making a decision based on the hype.
When they say “I need to pray about it”, they’re wanting to make a decision knowing that it’s the right thing for them – where God is leading them.
This is where Kingdom Mindset #8 really comes in; you’re strengthening the need for the solution by elaborating on, or illuminating the problem at a deeper level.
For example, our mission is to help Christian Entrepreneurs create generational wealth using their God-given gifts. Many of the leaders we attract are excited about the idea of creating generational wealth. They know it’s possible because they see other people’s success; but, a lot of them have been in a place of discouragement and hopelessness. They’ve tried all the things but the weariness of the journey has worn down their belief that generational wealth was possible for them – sooner rather than later.
We had to shift the way we were talking about it so that it was not just hype, but we strengthened the need for the solution by grounding it in the hope that it was possible for them – now. And, we can back that up with proof from our clients.
KINGDOM MINDSET #9: CLEARLY LAYING OUT YOUR PROBLEM STATEMENT
Have you laid out your problem statement so clearly that your ideal client is able to resonate and self identify, “Hey, I don’t have that, and it is actually what I really do want.”
Your problem statement elaborates on the problem they’re having and clearly communicates the outcomes they want to create. It also helps them to connect with the problem, think deeper, and analyze what they’ve been focusing on that’s been hindering them from achieving the outcome they’ve been wanting.
KINGDOM MINDSET #10: ACKNOWLEDGE AND AFFIRM THE PROBLEM
In John 4:16, Jesus tells the Samaritan woman “Go, call your husband and come back.” She replies, “I don’t have a husband.” Jesus comes right back and says, “You are right! You don’t have a husband for you have had five husbands and you aren’t even married to the man you’re living with. You certainly spoke the truth.”
He affirmed what she said, but he affirmed it in a way to where she’s like, “Oh my gosh. How does he know that?”
The secret here is not to affirm them to make them feel bad because this is not the goal. What Jesus did was affirm “Yes, I see you.”
Many times our ideal client feels unseen – like they are literally in the darkness. They don’t feel heard, and they don’t feel affirmed.
As the solutionary to their problem, we get to:
- Affirm where they are;
- Let them know we are the solution to their problem;
- Walk with them in their journey;
- Be a light in their dark situation;
- Guide them to the outcome they’re truly desiring
At this point, your ideal prospect is nodding their head and agreeing with you like “Yes, yes!” The more you can get them to agree with you, believing what you’re saying is true, then you are not selling at that point – you are only serving. You’re serving them at the point of their own need. You are serving them at the point where they feel a void in their life. They’re seeking a transformation and wanting more.
They’ve moved from being in hype, to knowing there’s hope.
Now they’re not thinking, “Oh let me think about it because there are other people I want to compare you to.”
Instead they’re saying, “I really want this and I’m ready. Where do I sign?” Or, “How do I take this to the next level?”
That’s when you know you’re in a sweet spot!
Listen, I pray this second part of The Greatest Sales Conversation Ever has been a blessing for you and that you truly are getting what you need at this time and in this season.
Remember, don’t just be hearers of the word, be doers.
What’s the first step that you’re going to take from this blog? Hit me up on my socials and let me know. I want to hear from you to see how this is becoming transformational in your life and business because I want to see you get to your next level.
Stay tuned because I’m bringing this series home in Part 3 of The Greatest Sales Conversation Ever.
~LaDondra Hervey
Podcast Host | Generational Wealth Accelerator | Christian Business Coach | Transformational Keynote Speaker
ladondrahervey.com
P.S. If you want to connect with a coach who is on a master level, who is just kicking butt in so many areas of life and business–because my life and business are congruent with the generational wealth that I have truly been positioned to create, then book your one-on-one call with us.
Booking this call could mean that within a few months, you’re on the trajectory for six figures just like one of our clients who came to us making $2,000 per month and quickly grew to $8,000+ per month using our Generational Wealth C.O.D.E.S. Method TM.
Generational Wealth can happen for you too. It is possible!
