the bossbabe podcast - 416: What Most People Get Wrong About Their Offer + What It Looks Like To Create A Wildly Successful One [The Sales Engine Series]

Starting point is 00:00:00 Your offer has to be irresistible. Your offer has to solve a problem. It has to be well positioned in terms of the name, the deliverables, the pricing. Sometimes I'll see a product that's not selling and I'll start asking questions. You know, why did we call it this really fancy name? I don't fully understand what it does. Oh, you know, I just thought that was so clever. And I normally question clever naming. Like, does it really tell your ideal client that this is something that's going to solve their problem? It does what it says on the tin. Like, what does this offer actually do? What problem does it solve? But I kept, kept coming back to making this offer irresistible to a point that it was uncomfortable for me and putting it at a price that was a no-brainer. I really think that's how we stand out in the industry and how we do build things that

Starting point is 00:00:50 succeed and last and stand the test of time. Welcome back to the Boss Play podcast. I'm really excited about this because we have decided to do a four-part series all about how to turn your idea into a million dollar offer that sells on repeat. Now hearing this you're probably thinking a million dollar offer seems so far away from wherever I'm at or maybe you actually do have something that's selling pretty well but it's not predictable, it's not consistent and it doesn't feel stable. So wherever you are in your business journey, this series is going to be really helpful. I actually walk myself through this process, I would say at least every three months in

Starting point is 00:01:33 my business, because an absolutely essential part to having a business that's profitable, predictable, repeatable, is having playbooks for all of my different sales engines for any kind of offer that I have in my business. So let's first talk about what even is a sales engine. So there's three core components that I believe make up a sales engine. That's your offer, your funnel, and your traffic. There is no way you can build a really successful business, in my opinion, without all three of these things and almost always minus the mindset piece almost always when a business owner comes to me and something isn't working in their business it's one of three things their offer just isn't irresistible the funnel

Starting point is 00:02:15 doesn't convert or they do have a great offer they do have a great funnel they are sending no traffic into that funnel so I can almost always diagnose which one of those three things it is. Sometimes it's all three and sometimes, you know, they're starting to get that stuff, but the mindset's kind of keeping them back. So I'm going to weave mindset into this, but I want this to be a really tactical series that you can start implementing this in your business. So a lot of what I'm going to go over, we actually teach in a program called Freedom Fast Track at Boss Babe. We're opening it up again again soon it's a cohort based program that we only run once to twice a year we have decided to put it back on uh to actually kick off in october because so many of you are ready to really dial in your

Starting point is 00:02:56 sales engine to start 2025 and i think that is really powerful because i don't know about you but i love to hit the ground running when a new year starts I don't want to be thinking about in January what am I going to sell this year what is my business going to look like how am I going to make money I really really want to be getting started early on and so pulling back big picture I talk a lot in this podcast about getting your vision really clear what is is it that, what role do you want your business to play in your life? Because for me, if I'm being completely honest, I never thought about my life when it came to my business. I, you know, when I started my business,

Starting point is 00:03:38 I had nothing. I had zero marketing budget. I could barely afford to put food on the table. I was living off instant noodles and staying at my grandparents house and I just had to make my business work my back was against the wall I had no other option and there was no space to think about what an ideal life looked like and I want to name that because I think it's really it would be really delusional for me to say that as a business owner you know it all starts with this beautiful big picture vision and what you want to create in your life and the business perfectly fits into that that's not the case but going back if I could have I would have just thought a little more intentionally about what kind of business I wanted to create and what role I wanted it to play in my

Starting point is 00:04:19 life that naturally happened for me over the course of my business growth. It naturally kind of came to me how I want my business to fit into my life. And then it really wasn't until I had Noemi that I really realized I needed to be a lot more intentional and my life had to come first. That's when I changed up a lot in the business. And as I started kind of making changes, I realized there were quite a lot of things I could have done differently from the beginning. So what I really want you to think about is what role is your business going to play in your life? And ultimately, why are you starting this business in the first place? Are you doing it just because you think you should because entrepreneurship sounds cool?

Starting point is 00:04:58 Or are you doing it because you desire a level of freedom that you're just not getting working with someone else? Or you've got this idea to solve a problem that you're just not getting working with someone else or you've got this idea to solve a problem that you can't sleep unless you solve it it really matters to you really think about what it is and then think about how this business can be a vehicle to support where you want to go in life so I am very honest about saying I'm probably not the kind of person you want to listen to if you want to go and raise a bunch of money and have this venture-backed startup right I have never done that I don't have experience doing that it also is not the kind of life that I want I want a freedom-based business and that is a business that fits around my life and over the

Starting point is 00:05:40 course of the last decade I've learned what to do and what not to do when it comes to that so think about what what does my ideal life look like you know how much do you want to work what do you really hope that your business will enable for you because for me my business has changed my entire life if I look back 10 years ago I could never have imagined what my business would have done for me you know we've just come off the back of spending a couple of months in Europe. We actually have a house in the UK that I'm not saying this to brag. I'm saying this to say what is possible. We don't even rent it out. That house is there set up for our family for any time we want to go back or any of our family want to stay. That to me is the most beautiful luxury and I truly wouldn't have that luxury had I not started a business you know we have a really beautiful house in Austin we are

Starting point is 00:06:32 able to call in so much support so that we can focus on what we love doing in our lives there are so many things that my business has given me and I will be endlessly grateful to entrepreneurship for that I think that's why I'm such will be endlessly grateful to entrepreneurship for that I think that's why I'm such a big proponent of entrepreneurship for the right person because I just know what it can unlock and I think it's incredible so when I'm thinking about what kind of role I want my business to play in my life what I'm thinking about is how how often do I want to work what do I want my life to look like in terms of property, travel, support, family? You know I think about all of those details and a lot of the time it comes down to time and money.

Starting point is 00:07:14 How do I want to spend my time and how much money do I need to spend my time the way I want to spend it? Because whether we like it or not money is really important and we cannot overlook that when we are talking about building a freedom-based business and putting your life first money is the thing that unlocks time for a lot of us a lot of us don't own our time if we don't have financial freedom so I think that's really important to call out so when you've thought about that vision I also want you to think about okay from a financial perspective what does that look like? What would you love to earn? What would be a real game changer for you when it comes to finances and the way you want to live your life? So really have a think about that.

Starting point is 00:07:54 And when you have that vision and you have those numbers, what that's going to help you do is brainstorm different ways of getting there. So there are so many different ways that you can build a really wildly successful business. Now, a lot of people are always surprised when I tell them that I scaled my first seven figures with one $29 product. Isn't that crazy? Because I feel like the advice online is, you know, you need all these, this whole, you know, office suite. I didn't know what an offer suite was and I'd reached seven figures and I'm like, what are we talking about here? I'm just trying to focus and do one thing really well. We hear that we need these high ticket offers if we want to make a certain amount of money.

Starting point is 00:08:35 We hear all of this stuff. I fundamentally don't believe that's true. I believe what we need is a sales engine. You can make anything a success if you build a successful sales engine around it. And another thing that I want to talk about is your offer, your product, your service does not need to be your life's purpose. I don't know where this has come from in the online world. I feel like I see it being talked about all the time of, I need to find my purpose. I need to do something that's soul aligned I'm

Starting point is 00:09:06 kind of calling bullshit on it I think we need to do something that actually solves a problem for someone then that someone's willing to pay for and if it's something that we deeply enjoy and it does feel connected to our purpose in this world great but I don't want you sitting there waiting to find your quote-unquote purpose to start a business. I've had so many different businesses and different iterations of products throughout my career and sometimes it's been following the passion and following what feels aligned and sometimes it's been solving a problem that I know I can solve and I think that's really important. We can't get caught up in the waiting otherwise we will never get this thing off the ground we have to be willing to get that thing going even if we're like

Starting point is 00:09:52 well this isn't my life purpose cool I used to think my life purpose was teaching entrepreneurship now I think it's being a mum and I'm sure in five ten years time I'm gonna find a way to integrate both I I love the freedom that I have in my life. I love being a mom more than I thought I ever would. And that for me comes above almost anything. Now, if you'd said that to Natalie five years ago, I would have said, you're crazy. I, you know, I was so defined by ambition and I, I am still really lit up about entrepreneurship and what it can do, but it's not my number one thing, right? So permission to let this change, permission for your offer to change, permission for this not to be a one and done.

Starting point is 00:10:32 You can always iterate because another thing I think that we forget is we are our own bosses. I forget this all the time, you guys. I literally have to remind myself when I see this deadline in my calendar and I'm all stressed about it I sometimes have to stop and be like wait I'm my own boss why am I stressed about this deadline I can move it like I can literally choose to move the deadline yet I get into this employee mindset all the time I think it goes back to just being in university where the deadline was the deadline and listen I'm a Capricorn we don't miss a deadline but I've brought that into my work and it's so funny how sometimes I'll get I'll catch myself being so caught up and realize wait I can just change

Starting point is 00:11:13 the deadline this is not a big deal like I've talked about my emails if you guys read those we are not doing heart surgery or brain surgery or something that is that time sensitive like if our if our launch goes out a week later or a month later than planned, that's okay. So again, permission to just step into an ownership mindset whenever you're creating anything like this. So diving into the offer piece, there's a lot of detail when it comes to the psychology and the messaging that I go into inside of Freedom Fast Track. I don't necessarily want to talk about that here because I feel like those are the details that we can get into. You

Starting point is 00:11:50 know, if you want to come work with me, we can absolutely get into that. But I think there's a lot that I can support you with even before that step. And what I really want to get across, if there's one message with an offer that I want to get across in this podcast is that your offer has to be irresistible. Let's take a quick pause to talk about my new favorite all-in-one platform Kajabi. You know I've been singing their praises lately because they have helped our business run so much smoother and with way less complexity which I love. Not to mention our team couldn't be happier because now everything is in one place so it makes collecting data, creating pages, collecting payment, all the things so much simpler. One of our mottos

Starting point is 00:12:32 at Boss Babe is simplify to amplify and Kajabi has really helped us do that this year. So of course I needed to share it here with you. It's the perfect time of year to do a bit of spring cleaning in your business you know. Get rid of the complexity and instead really focus on getting organized and making things as smooth as possible. I definitely recommend Kajabi to all of my clients and students. So if you're listening and haven't checked out Kajabi yet, now is the perfect time to do so because they are offering Boss Babe listeners a 30-day free trial. Go to kajabi.com slash Boss Babe to claim your 30-day free trial. That's kajabi.com slash Boss Babe. Your offer has to solve a problem.

Starting point is 00:13:13 It has to be able to communicate that it solves a problem. It has to be well positioned in terms of the name, the deliverables, the pricing. Sometimes I'll see a product that's not selling and I'll start asking questions. You know, why did we call it this really fancy name? I don't fully understand what it does. Oh, you know, I just thought that was so clever. And I normally question clever naming. Like, does it really tell your ideal client that this is something that's going to solve their problem? Or did you just like like how it sounds and so often I will try and move people toward having a name we say this in the UK I don't know if this is a saying in America but it does what it says on the tin like what does this offer actually do what problem does it solve and in one or two sentences can you sum up for your ideal

Starting point is 00:14:03 client what this what problem this offer solves? Because when we're thinking about creating products or services, we generally think about this on a pain and a pleasure spectrum. People are buying either because they're moving away from pain or trying to avoid pain or they want to move more towards pleasure. Most of the time, it is the pain. So they are buying something to help them solve a problem. And if we cannot communicate that clearly, people will not see your offer or your product as irresistible. They will see it as a nice to have. And I don't see a lot of people talking about this, but we're not really in a nice to have economy. We are really not. We are in an economy where we need our offers to be irresistible I mean I think they always should be but we need our offers to be irresistible we need to be communicating to our ideal client hey

Starting point is 00:14:55 this is the exact problem that I solve here's exactly what I can help you with and I see a lot of people get really caught up in not being able to do this overnight. Natalie, I've been sitting here for an hour. I still don't have these two sentences summed up. I just want to normalize that. It can take weeks, weeks. In fact, when I think back to creating CEO Mama,

Starting point is 00:15:18 I think it took months for me to be able to sum up what I wanted my service to do because I kept putting it into a sentence and it just didn't feel right it wasn't hitting me on the level that I know it needed to hit me on which is I knew that because I'm my own ideal client which is great it's very convenient if that can be you but it wasn't hitting me and I didn't want to just ship something for the sake of shipping something so I put together a few different options and I didn't want to just ship something for the sake of shipping something. So I put together a few different options and I started actually going and talking to my ideal clients and starting to see,

Starting point is 00:15:50 is this something that would solve the problem that you have? Is this a problem that feels big enough for you to pay to solve? And I started asking those questions. What I didn't do is go and ask them, hey, what would you like me to create and is it uh Henry Ford who says if I asked people what they wanted they would have said a faster horse because a lot of people will say go do market research I agree but market research should never be what do you want me to create you know when we say go ask your community you shouldn't be asking them what do you want

Starting point is 00:16:21 like Henry Ford said they would have said a faster horse because they didn't know a car was an option right and so what I was creating with CEO Mama didn't exist and if I went to my agile client and said what is it that you want me to create they'd probably come up with something that already existed but tweaked a little bit I was creating something that was different and so it took time for me to solve that problem put it into a couple of sentences and then go communicate that with them. So what I really, really want you to get clear on is how can this offer be really irresistible? Now, if any of you saw my webinar for Freedom Fast Track in the spring, you'll know what I'm talking about. And if you haven't, I'm actually going to link below.

Starting point is 00:17:01 We're doing a webinar for Freedom Fast Track. Come along if you want to learn about Freedom Fast Track and or come along if you just want to learn how I actually execute a webinar because at the end I'm going to actually introduce you to freedom fast track so I'm going to deliver a shit ton of value like a shit ton a metric shit ton to be specific then at the end I'm going to pitch freedom fast track with some absolutely irresistible bonuses that honestly my team still are trying to have some things taken away because they're like this is actually ridiculous for this price like let's save this in our back pocket for something we're doing next year and I just keep

Starting point is 00:17:34 saying nope we need to be practicing what we're preaching and we need to be making this offer so irresistible that it actually makes us uncomfortable and that can feel really uncomfortable to even say and to do as an entrepreneur because all the things come up for us am I giving too much away what you know what if what if I have nothing else to give after this what I have what if I have nothing else to sell after this I hear that um it's really uncomfortable but when I sat with creating the and I'll talk about freedom fast track just because it's really uncomfortable. But when I sat with creating the, and I'll talk about Freedom Fast Track just because it's relevant, it's kind of meta. But when I sat with creating the offer Freedom Fast Track, I thought about what are the things that I know my audience are struggling with the most and it's selling.

Starting point is 00:18:16 I know revenue is the biggest thing. I know they wanna build an audience on social media, but they ultimately, when I dig into that, the reason they wanna do that is so that they have the freedom that comes from making consistent sales through social media but they ultimately when I dig into that the reason they want to do that is so that they have the freedom that comes from making consistent sales through social media so I thought about do I want to you know go a little bit deeper on teaching social media actually no because I feel like that's not necessarily getting to the root of the problem I want to solve I want to help people yes build an audience but ultimately build a successful freedom-based

Starting point is 00:18:45 business and I knew to do that I had to teach everything I knew when it come to offer funnel traffic like all of it all of it goes together and you can't teach one without the other I think I would be doing limited service so I put together the offer it was amazing and then I started thinking about the bonuses and I was thinking about what would make this absolutely irresistible and I I was thinking okay Natalie when you enroll absolutely irresistible and I was thinking okay Natalie when you enroll in the program because listen I'm a serial course buyer I buy every course I see I freaking love it I love learning the thing that always gets me over the line is yes this thing's going to help me make more money I know that and I really want to buy back my time

Starting point is 00:19:21 in any situation if I can buy back my time I'm like here's my credit card I want to buy back my time in any situation if I can buy back my time I'm like here's my credit card I want to buy back my time and so I thought about okay if I was going to basically help my ideal clients buy back their time and one thing I can't do is is sit with every single person on a one-to-one basis and build a funnel for them otherwise honestly I would because I freaking love it I thought about what is another version of kind of like a done for you and so I was thinking about different bonuses and that things I was playing around with was well what if I give someone a playbook of what our exact sales engines look like so they could just tweak it and like drop their own stuff in what if I literally give them done few templates and taught them how to

Starting point is 00:20:04 work with chat gbt to be able to like do all their copywriting so they didn't have to hire someone what if I could once they've built their sales engine what if I just you know had them send it to me and then I recorded a loom and actually went and gave them specific feedback all of that stuff to me felt crazy because it was like there's definitely like I'm totally honest with you there's a bit of like what if people just steal what I'm doing like what if people just completely steal my funnel and then they're doing it better than me which is crazy it's just a limiting belief but I I had to name it for myself and I had to like let it come up and then realize Natalie you you want this you literally want your clients to be growing the size you are a

Starting point is 00:20:46 bigger like that is literally why you're doing this so if that is scary for you tough luck go and do it anyway or the idea so this is I'm gonna get totally with you guys so I somehow convinced my team listen we are doing funnel reviews for every single person that enrolls we're doing it and we were like okay but we have to cap the program like we absolutely have to because this is a lot of work I'm like yep yep we'll cap the program so we decided like our enrollment period was going to be two weeks and we enrolled so many students in the first couple of days of launch that honestly like and I've been doing this a long time and I'm generally good at predicting like how much we're gonna bring in. I could never in a million years predicted

Starting point is 00:21:28 the offer would have been that successful. And we had to close the launch a week early because we'd committed to doing these one-to-one in-depth funnel reviews. And every funnel review takes a team and me like 60 to 90 minutes per review, right? We were looking at all of these sales come in and we're like, this is amazing.

Starting point is 00:21:47 And we have to close the launch. So we closed the launch a week early because I knew there's no way we can get through any more funnel reviews than we've committed to. And what a beautiful problem to have. I was like, this is amazing. This is so much better than I thought. And a lot of people asked me in my mastermind,

Starting point is 00:22:03 what made that offer sell like hotcakes like what made it sell so well and I told them I made the offer irresistible and I'm going to teach you all the other stuff in the upcoming podcast like I'm sharing everything with you guys as I always do on the podcast but I kept kept coming back to making this offer irresistible to a point that it was uncomfortable for me and putting it at a price that was a no-brainer I really think that's how we stand out in the industry and how we do build things that succeed and last and stand the test of time so in the next episode I'm going to be talking to you about setting up your funnel and what all of that looks like and diving into a lot more detail on this but that's what I really want you to think about from this episode is okay based on how I want my my business to fit into my life here's

Starting point is 00:22:51 how I want my business to act as a vehicle for what I want to create based on that here's a few things that I could sell you know I could go low ticket which is really easy to deliver there's not there's not much on the back end that needs to. You kind of build it, you set it, you forget it. Not forget it in a sense of you don't work, but you'll work on the marketing of it versus the delivery of it. Because one thing I'm never gonna tell you is that you just build something once

Starting point is 00:23:14 and then you never look at it again and you're a millionaire. Nope, we're not here for a get rich quick scheme. We're here for actually building a sustainable, successful business. If it's a low ticket thing you'll build it and what you'll focus on is building a funnel and sending consistent traffic so it sells consistently if it's a high ticket offer you know you'll sell a lot less of them and you'll deliver more on the

Starting point is 00:23:34 back end and that might be perfect for someone that really loves to work one-to-one with people or loves to love to do that kind of coaching or consulting or whatever it is right so we'll talk about all of that but i want you to to kind of play with all of the different ways that you could build an irresistible offer that supports the life you want to live. So a few resources that I'm going to link you below this episode is I've actually put together a free workbook for you that will prompt you on thinking about

Starting point is 00:24:01 what your irresistible offer could be. And like I mentioned in this episode, I do teach a lot of those psychological points inside of Freedom Fast Track. In this workbook, I'm giving you loads of those so you can get a real feel for the psychological triggers that you wanna be hitting in order to persuade someone to buy

Starting point is 00:24:17 and the details of an actually irresistible offer. So I'm gonna link that below. I'm also gonna link the webinar for Freedom Fast Track. so come along if you are interested in learning more about sales engines and then you want to learn more about freedom fast track it's going to be so valuable whether or not you decide to buy and if you just want to look at how we even execute a webinar at boss babe then come along anyway so get yourself signed up for that I put all those links below I'm going to be releasing an episode specifically on the sales engine and my hope after this month of us working together like this you're making more money and it's really driving impact in your business so let me know drop me a review on the

Starting point is 00:24:56 podcast because also it helps the podcast a lot but drop me a review on this podcast and let me know was this helpful uh did it get you thinking do you like this kind of episode I know I haven't done like full-on solos for quite a long time but you guys I have a podcast studio I have a studio in my house now which means I can actually record solo episodes without my toddler screaming at me and banging on my door in my office or my husband making really loud smoothies in the background so life's good you guys I'm going to be creating a lot more solo content and I love getting to sit down and teach like this like this is something that really lights me up if you can't tell so in the review let me know if this is the kind of thing you do like if you find it helpful and what are some things that I could actually teach on what

Starting point is 00:25:39 are some topics that you hope I'll talk about we are looking at reviews every single week and if you do a review I'll put some instructions in the show notes but we'll actually send you a little freebie as a thank you for doing it because it does really help the podcast so this is my first episode from my podcast studio I'm so excited about it and I really really appreciate you listening okay I'll see you on Thursday for another episode.

the bossbabe podcast - 416: What Most People Get Wrong About Their Offer + What It Looks Like To Create A Wildly Successful One [The Sales Engine Series]

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