Soulful Affluence

Every entrepreneur has felt the frustration of pouring her heart and soul into creating a program, putting it out there into the world and… nobody buys it. You immediately get a sinking feeling in the pit of your stomach. You’re confidence is shot to hell and you’re wondering if it’s time to revise your resume.

Here’s the good news: The reason why nobody’s buying usually comes down to one of just a few things. Once you get a handle on what makes an offer a dud or ahot ticket (with crazy registration numbers), you can design your programs and offerings to be irresistible.

Here are 4 questions to ask yourself the next time you’ve made a great offer and are still wondering, “Why won’t they buy?”

1. Is there a demand for what you’re offering? (Meaning, do they really want it?)

Frequently my clients will say that they know that their clients “need” their latest program or product—they just need to be educated about it. Here’s the deal: If you’ve got to “educate” your clients about why they “need” your product, there’s no demand for it. Instead of trying to create a demand, it’s much easier to find an existing demand and fill it.

Now this strategy doesn’t mean that you’ve got to re-invent the wheel… this is easier than you think! I’m willing to bet that at least one of your offerings provides an outcome that your clients already want. What do they say they want solved, in their own words? Which of your products or programs provides that outcome?

The easiest and most lucrative route is to position that offering so that it meets your clients where they are. This leads me to…

2. Are the benefits and outcomes stated clearly?

Many coaches, trainers and solo-professionals LOVE our “processes.” For example, I LOVE coaching women entrepreneurs. However, nobody really pays me for coaching. People invest with me to build their businesses, to position themselves as experts in their fields as a way to create lucrative incomes, and to create freedom-based lifestyles.

Your clients are not paying you for your process, either. They want a very specific transformation… and they must value that transformation enough to invest in it. When you show them that what you’ll help them achieve the result that they want, they’ll happily invest.

Bonus tip:

Creating a Signature System is a powerful way to communicate the value of your work. Packaging your process into a step-by-step system positions you as the expert and makes it easy for clients to understand what you do…and how you can help them.

3. Do you have payment plans to make it easy?

When I’m shopping at a store, if I don’t see a cashier in the department, I leave. It’s not my job to traipse around and find someone to check me out. So…. are you making it hard for people to give you money?

Payment plans are a great way to help your clients to say YES to your offerings AND they also help to stabilize your cash flow. Always offer a full pay option and at least one other payment plan. (Important tip: Create a financial incentive for people to pay in full, instead of by installments!)

4. How’s your energy?

Our clients are our mirrors. In other words, whatever your doubts, fears and insecurities around your offerings are, they’ll be reflected back to you by your clients. So if you’re wondering, “Will they pay for that?” don’t be surprised when you attract a lot of people who can’t – or won’t – invest in your program.

Make sure you’re 99.99% certain on the value of what you’re offering first. Also, remember that you don’t have the right to decide whether people can afford to pay. (Remember: People pay for what they consider important.)

While there will always be people who truly can’t pay, 99% of the time “I can’t afford it” is an excuse. When you’re passionate about helping your clients, design your offer to be a no-brainer AND take a no-excuses approach, then the clients that you’ll attract will match your passionate, committed energy… and they’ll commit to their transformation with their money.

If you have a question about how to make your offers sizzle, leave it below.

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Does it take you several hours or several days to write ONE article for your ezine? I’m fairly certain that if you’re agonizing over how to write an article for your newsletter or blog, you’re not doing it, or you’re not doing it very often. Here’s the thing: Not writing articles more quickly and more frequently is hurting your business.

In order for your audience to get comfortable enough to spend money with you, they first need to get to know you. They get to know you through your ezine or blog articles. If you’re only reaching out to your mailing list sporadically, or your ezine or blog articles aren’t building trust and confidence in your expertise, you’re not doing yourself or your audience any good. Honestly, you don’t have to be a professional writer to quickly write informative articles that help your people to “know, like, and trust you.”

That’s why I’m sharing my simple formula for creating great newsletter articles in 30 minutes or less!

Soulful Affluence’s Pain-Free 30-Minute Article Template

Paragraph #1: The Big Idea (What’s the Problem?)

Open your article with a question or statement that resonates with your readers. Something that grabs their attention and gets them interested in your topic.

Paragraph #2: Why It’s A Problem

Use plain language to explain to your readers why the problem is a problem. Skip the jargon and the three-syllable words and instead use simple words that ALL of your readers can understand. (The rule of thumb is that a 3rd grader should be able to comprehend your article.)

Paragraph #3: What Happens If The Problem Isn’t Solved?

After you’ve explained to your readers why the problem is a problem, then you’ll share what can happen to them if they don’t solve this problem.

Introducing the Solution: What To Do Now

By this point in your article, your readers know what the problem is, why it’s a problem, and what happens if they don’t solve it. Now they’re thinking, “Okay, so how do I solve this problem now? What do I have to do? Use a simple transition sentence or two here to let your readers now that you’re about to answer their question and show them what to do. Here’s an example…

Here are 3 simple tips to help you ________________” (solve the problem)

Solution Bullets:

Insert 3-5 bullets with simple tips. Why 3-5 tips? Because people begin to feel overwhelmed when they get too much information at once. If they feel overwhelmed then they don’t take action.

Wrap-Up Paragraph/Call To Action

Use your Wrap-Up paragraph to ask your readers to take an action. Maybe you ask your readers to post a comment on your blog or on your Facebook page. Perhaps you ask your readers to share any questions or challenges they have about the topic that you discussed. Or, you could invite them to your website where you have a client success story that’s related to the article’s topic. The Call To Action could also be where you ask readers to register for a free tele-class, download a new report or take a survey.

The Wrap-Up paragraph is where you can invite your readers to be in conversation with you. What that means for you is having readers who want to talk more with you, and potentially become your client.

Here’s an example of a Wrap-Up/Call To Action paragraph… “Do you have a ___________? (tip, resource, solution, idea, opinion, recommendation etc.) Post it in the Comments below!” That’s it! Now you’ve completed your 30-minute (or less) article.

Bonus Tips To Make Your Article Writing Even Easier:

Keep each paragraph to only 2-3 sentences in length. Many of us write “War and Peace” length articles to prove to people – and ourselves – that we’re legitimate professionals. However….Shorter is better! It’s easier for your readers to read, and easier for them to USE the valuable information you’re sharing.

Shorter articles are also easier for you to write! Remember that what’s easy for you is NOT easy for your readers. Tips that seem common sense to you are monumental AHAs for your readers! Even if you’re new to business, don’t assume that your readers know anywhere NEAR what you know about your business. Basic information will always be useful. Don’t be afraid of “giving away the store” in your articles.

Remember Bonus Tip #2 above…if you keep the tips in your articles simple, then you’ll be able to write hundreds of articles before you come anywhere close to sharing every single thing that you know. To become a valued resource, you’ve got to share juicy tips and information in your articles. Your tips remind your readers with every new article that you’re the real deal, that you know what you’re talking about, and that it’s highly likely you can help them solve their problem or reach their goal. Let me know….did this article help YOU solve the problem of forever-and-a-day article writing sessions?

Please share your comment below. I’d love to hear from you!

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