In this episode, I outlined the importance of having a well-structured offer suite and how it can cater to various stages of your client's journey. From DIY options to one-on-one services and everything in between, we discussed how to strategically design offer suites that not only meet the clients where they're at but also provide upsell, downsell, and cross-sell opportunities.

Key Takeaways:

1. Definition of an Offer Suite: A suite of offers that serve different client needs and preferences at various stages.
2. Types of Offer Suites: DIY, done with you, done for you, group programs, one-off projects, retainers, and more.
3. Serving Different Stages: How offer suites can cater to clients at different points in their business journey.
4. Upsell, Downsell, and Cross-Sell Opportunities: Creating paths for clients to stay engaged with your services.
5. Creating Lifetime Value: Increasing the lifetime value of clients by having a clear next step.

Action Steps:

1. Review Your Buyer Journey: Identify where you might be losing clients and look for gaps in your current offers.
2. Determine Your Offer Preferences: Decide which types of offers you enjoy providing and which ones you don't.
3. Strategically Create or Revise Your Offer Suite: Develop offers that are interlinked and provide a clear path for clients to progress.
4. Implement and Promote Your Offer Suite: Even if you have preferences, keep a variety of entry points to cater to different client needs.
5. Focus on Client Needs: Determine what your clients frequently ask for or struggle with and tailor your offers to meet those needs.

Links and Mentions:

VIP Days: If you need help creating your offer suite, I have spots available for VIP days. Use this dedicated time to work on your offers, positioning, marketing, and sales.

Money Mondays: Join "Money Mondays" for just $9 a month. It's a focused, co-working hour every Monday to help you commit to your money-making activities. Exclusive to podcast listeners and my email list.

Episode on Creating a Client Journey: Revisit our previous episode on creating a client journey for more insights on how to incorporate that into your offer suite design.

Keywords:

offer suites, client journey, DIY offer, done with me, done for you, group program, one-on-one consulting, VIP day, offer positioning, marketing, sales, upsells, downsells, cross sells, freelancing, lead nurturing, accountability, implementation, strategic planning

Hello, my friends. Happy Wednesday. Well, at

least Wednesday is the day that this releases. I don't know what day you're listening,

but Wednesdays are the day that it came out. So I'm going to say happy

Wednesday. Today we're talking about offer suites. This

is something that I work with many,

many clients on and creating that offer

suite and looking at what should your offer suite

be? And so, first of all, an offer suite

is basically just a suite of offers,

right? Like, it's like a platter of different offers. And there's different ways that you

can look at your offer suite. So typically, some of

the most popular ones would be like,

DIY. Done with me, done for me. DIY.

A group program, one to one project versus

retainer versus, you know, something like that. Like a one off

project, a retainer project, or a repeat

project. So, like, where they keep coming back on a project rate, something like that,

you know, so the thing about it is, is obviously they're not all a good

fit for you. And so that's part of what you need to think about when

you're looking at creating an offer suite is what is

my buyer journey, right? So remember going back to that

episode on the creating a, a client journey,

this. This plays a big role in it, all right? But offer

suites, ideally are just complimentary

services, products, services, and they are designed to,

like, address different needs and preferences at a different time. Right?

So if you have a diy done with you, done for

you. So let's say you're a freelancer, you know,

you could have a DIy option. Maybe it's templates,

and then done with you is maybe templates plus help, you know,

doing that. And so the client has some onus. They're having to actually do stuff,

and maybe you're reviewing it and then done for you. Obviously, they would

just buy your time and you would just do it for them.

It could look like DIY group one to one, right? So that's kind

of my offer suite right now is there's some DIY options,

and then there's the group program, which is my mastermind, and then

the one to one, which is either one to one

consulting, or the VIP day, which if you're interested in a

VIP day creating offer suites, hint, hint, wink,

wink. That's really what the vip day is for, is to work

on offers, positioning, marketing, sales, et cetera.

But again, like, you see where they serve different people at different

times, right? And also they're complimentary. So somebody may

be in the group program, in mastermind and then need to

add on one to one. Right, I have that. Or they wanna maybe do a

more strategic deep dive and they add on a vip day. Or they

start off in the DIY focused, visionary framework, they buy

the DIY version and then they need a one on one. Or they go into

the group mastermind. Right. And so they're complimentary, but at the end of the

day, they serve people at different times. So they all, most of

the time serve the same audience, but they're going to serve them at different

places in their business. Right. And so they

also allow for upsells and downsells. Right, upsell down

south. So if you have, maybe you lead with your

done for you offer and somebody says, oh, I'm sorry, that's out of my budget,

that's okay, great. Now I also have it done with you, which would, you

know, fit your budget a little bit more and would allow us to work together.

Right. And so. Or the better part

about offer suites is that it would be a next

step. Right. So they come to you. So for me,

my example is, you know, somebody may come to me for a

one to one vip day and then I have a

rapid fire retainer. Right. And so it's a next step. It's like, okay, we

created this plan. You've got this new offer, you've got this new offer suite, you've

got this new positioning, but we haven't tested it, we haven't implemented it, we

haven't done anything. And as you do that, you're going to need some support. And

so the retainer option is a great way for them to

continue working with you, give you them that next step and keep them in your

world, right, because you've already started the process with them. So

if you are a designer or let's say a freelancer

and you, let's say you do graphics with them, maybe

you've done like a full brand package. You know, do you have a retainer option?

That is graphic updates or web designers maintenance, you

know, web updates, something like that. So, you know, there's so

many different options for offer suites, but the whole

point of them is that a, they meet people where they're at and they give

people different options to work with you at different places and

they create upsell down sell and cross sell offers, right.

And so how you can do this

and really strategically set this up is that you

have all of these different entry points,

right? So you've got to look at an offer suite from this

perspective of like, how do people work with me again, going back

to that buyer journey. What is the buyer journey? Do they

want to come in through a workshop? Do they want to come in through a

masterclass? Do they want to come in through a Diy option? Do

they go straight for the done for you option and you don't really need that,

right. Like, understanding and looking at your ideal client

and also what you want to offer. If you hate doing a

done with you version, right, then don't offer it. It's

diy or done for you. I'm not going to step in the middle.

Right. Like, you get to choose that, too. And so really

looking at, like, what are the different entry points? And then

how do each one of these cater to different individuals? How do they cater

to different clients, different, um, leads? And

at what point? Like, do they all work together? Right.

Like, some people have offer suites that actually cater to a

completely different audience. Right. The ideal client for each offer is

different, or the stage of the client is different.

So, like, if you have maybe

a diY, or maybe your offer is like, kind of

like a step one, it's like a prerequisite, right. And then maybe it's for people

that are brand new or they're newer to whatever you're offering, and they have

to go through this, and so then it moves them up. Right. And then you

have this middle tier offer, which is for more advanced business owners. And then

step three is more like

scaling. Right? So you could look at your offer suite that way, too. If you

want to serve people at each stage of business, you could look at and go,

okay, what offer do I have for people that are newer? What one

caters to the people that are, like, in this stage. And then what one caters

to the people that are really scaling and ready to move forward. Right. So you

could have your offers cater to all of the same audience, or they could

be where they serve different audiences at different times. Okay.

And then one of the other really, really important pieces to creating

offer suites is that they create lifetime value.

They increase the lifetime value of a client because

there's a next step. Right. So many of

you that I see and work with on a regular basis in the things

that I hear in the masterminds and in the, the

mastermind that I participate in, the one I host and facilitate,

is like, you don't have a next step, right. People

are coming to you, they want to keep working with you,

and you just don't have a next step for them. And so

you're losing clients. Right. And so you're on this very much

this project base, or they're like a one time client, they may come back

eventually, but they don't. And it's a lot of times because there isn't

a way for them to continue to be in your world.

And without that, you are going to lose them. Right. Like,

that's just the reality of it. So, like, think about if you don't have

this next step, the easiest way to do this is to really look at and

ask yourself, like, while I was working with them, what

is the one thing that they kept asking me for? What

is the one thing that they always needed or how did I help them

the most, right? So a lot of times for me, it's that simple.

Accountability. People need and love the accountability. And

they also need the ability to go, I don't know what to focus on.

Right. Like, I have all these things, Michelle, on my plate, you know, I'm trying

to do all these things, tell me what to focus on. Right. And

so that's how I tailor my retainer

package is it's one call to figure out what the

focus is for the month, and then everything else is

strictly implementation and accountability. Yes, there's those

pop up little strategy things that happen or a client issue or a new

opportunity or something like that, but primarily is implementation and

accountability. Right. And keeping people focused and on track.

So think about that. Like, what is it that people are struggling

with? What are they asking you for all the time? What do they

need from you? And then do you want to create that, you know?

Or is it that they buy sessions from you, right. Or something

like, like, whatever it is, is, like, what does that next

step look like for your clients? And also in

a way that you love to serve, which is one of the most

important things, is do not create a retainer offer if you don't

like to be. If you don't like having clients on retainer,

don't create a done for you offer if you don't like having, you

know, to do done for you. Don't create DIY offers if you hate

selling them. Right? I mean, DIy things

are not my favorite way to serve and sell. I have a couple on

my website. I often don't

promote them because I just like. I don't know.

I like that. I like being able to serve my

community. I like being able to answer questions. I thrive on

community. And so the DIY, like, I love it for

people, and I offer it because I know some people really prefer that.

But it's not my go to, but I have it there. If

people can't afford it or they're not

ready to invest or they want to get a taste of what it's like to

work with me. Right. So, again, like, it's not part of my active

selling plan, but it's there because I.

I see a need for it, and I see that people want it, and it's

a great entry point. Right. So it allows for people

to get a taste and have that entry level,

um, exposure to

me without committing to something larger.

Right. So, again, it's not part of my big time marketing plan, but it's there.

So, I mean, there's a lot of different ways

that you could create an offer suite, but ideally, it's the

three key takeaways here for you. And the things to take action on are

looking at, like, what is your buyer journey and where are

you losing them? Right. And if you're losing people,

maybe in the beginning of the buyer journey, because your packages are too large

and they're not ready to commit, then can you create something where they

get, like, a taste? If you're losing people

after a project and they're, like, a one and done, do you have

a next step retainer or, like, something that will keep them on long term?

If you're losing people because they

prefer to do things themselves and you don't have a diy offer, do you want

to create one? Right. So you've got to look at your buyer journey and really

look at, like, where are you losing people? And where is, like,

where's the gap? Or the hole in your offers to.

And then looking at, do I want to fill this hole?

Do I want to fill this gap, right. Or not? And then, if so,

how. How do I want to fill the gap? How do I want to,

Phil, you know, what is this next offer suite?

Because there's money on the table. This is what I talk about all the time.

The hidden money. Right? Like, there's hidden money in your business. I

guarantee you, you there's somewhere in your client journey

that you are losing people. That is a incredible

opportunity for an upsell, a down sell, or a cross sell,

right? But you just got to look at it. You got to really kind of

just think about, like, where do I feel like I'm losing leads? Where

do I feel like it drops off? Or where do I feel like I'm leaving

them high and dry or hanging? Like, what's the next step? I want more from

you, but I don't know what to do. You know, what does that look like.

And then create the offer and start selling

it. Start selling it. Like it's that simple. Like, hey, I know

that we work together here. I have this new offer. I thought of you first.

I just thought you'd be interested in it, right? Or, hey, I know we

reached out. My other offer wasn't a good fit. I created this DIY version.

I wanted to at least let you know. Right. Like, so you have, like,

an immediate pipeline of people that probably already and waiting for this.

They just don't know it, and you just haven't figured it out yet. So

figure out where the gap is. Create that offer. Maybe you.

Maybe you don't know what it is. Maybe you're at a point of capacity, too,

and it's time to scale. You can't take on any more one to one

clients. Or you did the group program and now

you want to go back to one to one. Or you're at a group, you

want to add on a group or a membership or something like that, and there's

like another piece, you know, like even

something simple and small. I saw a gap in where

my clients need that dedicated co working time.

They need that focused, committed time to their

money making activities, which, by the way, if you haven't checked out

money Mondays, it's $9 a month. $9 a month

for unlimited. Like, every single week on Mondays, we meet for an

hour and we bang it out. Like, it's

just get the work, you know, get in, get out, get the work done, and

then it's done for the week. And I'm not promoting that offer

on socials at all. That offer is specific to

podcast listeners in my email list. That's it. So I'll make

sure the link is in the show notes. But, like, it was a gap. It's

not a huge, obviously, it's not a huge money maker for me, but it's

something I was already doing. I was already doing it,

and people love it. They're getting results from it. I see

a need for it. I could promote it on my socials, but it's just not

part of my plan right now, you know? And so maybe it's an

exclusive offer, you know, to me, that's what I want to keep.

Money Mondays is like, it's exclusive. It's exclusive to you as

a thank you. And if you have this gap and you're seeing this and, like,

you want that co working space and you thrive on community as well,

then come on in. Right? So it could be

something small. It could be a big offer. But, like, the whole point

is that you have this suite of offers to

just give people options. It gives people

options. And yes, I know there's some people that say, like, pick one

offer and stick with it and get really good at it and sell it, and

sell it, and sell it and sell it. But I know,

at least for the people in my world and the ones that I deal with,

myself included. And if most of my ideal clients and listeners are

people just like me. Right? That gets so

freaking boring, right? Most of us do not enjoy

selling the exact same offer over and over and over and over and

over and over and on washrooms. Repeat. Right? Like. And also, like,

what's the evolution in that? You know, there's always something next. There's

always another step. There's always something more. Yes, every offer

needs to be sold. But that's why if you create it strategically as a

suite, they lead to one another, right? They're not just three

off the wall freaking offers that, like, don't go together.

They're. They're a suite of offers that feed each

other. That's the whole point, right? This one feeds to this

one. This one is a downsell to this one. This is a great upsell. This

is a great cross sell. Like, you know what I'm saying? Like, that's what. It's

very strategic. It's not just about creating some random new offer that has

nothing to do with anything, okay? It's about finding the gap and filling

that. All right? So I'm going to end it there. I love you. I believe

in you. If you need help creating your offer suite, I've got spots on my

calendar for the vip days. Check it out, and I will talk to you soon.

Bye.