Don’t make your people start at the mountaintop: Diverse offerings as an act of compassion

I know many, many solo businesspeople who start out with only one product (or possibly two). It’s a workshop for $500, or consulting packages for $2000, or a multi-month coaching program for $5000, or a massive piece of art that’s even more.

It pains me sometimes to watch them waiting for people to show up to work with them. It hurts to hear about cashflow problems and hear them speculate whether they are going to have to go back and “work for the Man” again.

Yes, they may be worth every penny, and probably are. No, you should not under-charge for your offerings. But there’s another way.

You want people to meet you, learn about you, trust you, right?

If you’re on the mountaintop, people have to convince themselves to make that climb all the way up, just to find out whether they even “click” with you and the way you work.

What if you first met them down in the river valley where they live, and you had a picnic together to have a basic conversation, learn about each other?

What if your next encounter was a little higher, on a hilltop where you could look out and point out the possibilities all around, and they could see more of your strengths and vision up there, see how much you can carry with grace.

And what if you THEN offered the opportunity to go all the way to the top…now that they know and trust and admire you? After having the opportunity to get to know you, isn’t it much more likely they’ll willingly make the climb to meet you there?

That metaphor is what’s playing in my mind when I advise people to have several levels of offerings:

A free offering, such as a brief get-to-know-you session, to chat a bit and see if you have common ground, if you’re right for each other

A lower-cost product, service, or resource, like an ebook, real book or a session or webinar for under $50, which allows people a low-risk way to observe how you do things and what you know

A mid-priced offering that both requires AND instills more trust, where they can really see how amazing you are at what you do, and how life-changing working with you could be

AND a deep-dive, fully-featured full-priced offering (the beautiful mountaintop) which will more readily be purchased by these folks who’ve developed trust and respect for you

This is a compassionate, respectful way of structuring what you offer so that more people can follow a natural path to you that doesn’t feel risky.

Not only is this good for them, it’s good for you too.

You’ll have a chance to observe whether they’re the client best suited for the work you love doing. Are they open to your message? Do they respect your way of working? Are they willing to do their end of the work?

Consider it?

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If you’d like to talk this through, get a whole bunch of new ideas, and get some solid guidance on where to start, get in touch with me and let’s chat. For example, I have a fun one-time WTHAID (what the hell am I doing?) session you’ll love, and it will likely pay for itself many times over.

2 replies
  1. Trudy
    Trudy says:

    No wonder I am such a fan of yours Margaret!! I agree completely and my direct experience is that there have even been times where it really was a “free lunch” with no strings attached. I have been the beneficiary and I have passed it on with no regrets. Only gratitude.

    Reply

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