In today’s episode, we’re talking all about the crucial role of your offer suite in your business’ growth.
I’ll share my personal insights and the evolution of my own offer suite, and discuss how listening intently to client needs led to my realisation that a one-size-fits-all approach isn’t always effective.
Together, we’ll learn how to identify the needs of different client types and tailor your offerings to meet them effectively.
Join me as I uncover the simplicity behind a well-structured offer suite.
Come mastermind with us! https://pollylavarello.com/mastermind-day
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Welcome to Make More Money without Selling Your Soul with me Polly Lavarello, evergreen marketing expert. This podcast is for you if you are an online entrepreneur who is looking to simplify their business to scale. On this podcast you can expect to hear regular talk about wealth, about selling and about wellbeing. Because I believe these three core fundamental things are pivotal to your growth moving forward.
Hello, and welcome to make more money without selling your soul with myself Polly Lavarello, Evergreen marketing expert, cushy, business pioneer. And today I want to talk about your office suite. Now if you’re wondering when I say office suite, what it is and why you should be listening, an office suite is a really integral piece, almost the central cog to what will enable you to scale and scale more successfully and with more ease. And in a way that feels really good. And the truth about Office Suites is that I’ve seen various different business mentors, business strategists, course creation experts kind of position Office Suites differently. Some people do the whole client journey, I mean, the most common thing you’ll see is a line. And they’ll say, let’s say you’re helping take your client from I don’t know letter C to let f. What does that look like at every single step. And usually, they’ll say that first step should look like something like a low ticket offer, perhaps a passive online course. And the middle step is your group program. And the third and final step will often look like something like a mastermind or a really high ticket one to one, or perhaps a retreat business model, something that essentially you can only have a few people in, but it costs a lot more. Sometimes people also do this visually as a pyramid, because at the very bottom, you need a lot of low ticket offers to make a lot of sales. But usually the idea is when you’re scaling and you’ve got a big following that you are going to attract a lot of sales. So therefore that fills up the bottom of the pyramid, the middle part, the most kind of scalable part, and certainly the most profitable part is your group program. And the very top of the pyramid is where you have a limit to how many you can sell. But they can be super high ticket, ie super, super high priced, so that they’re still you know, they’ve got their little place at the top of that pyramid. And so that when someone’s looking at buying from you, that’s it. And often people think about the very same person like what if I were to walk into a world now? What would you need to give me to help me kind of get off my backside and start working with you? What kind of awareness? Would you need to give me?
What kind of objection? Could you help me get past? What kind of? Yeah, kind of getting me into action? Like what course could you give me that would give me a flavour of what it is
that you do that would then make me feel really excited to then come and join your group program so that I can be mentored or supported by you personally. And then on the other side of that, once I’ve finished working with you, what’s the ascension model, what’s the next thing you can invite me into? Now, there is a lot of good logic behind this way of describing and how you build an office suite. And what I experienced personally this year, was actually that it was kind of missing something quite significant. And actually, what I started to recognise is I had an evergreen offer, which meant that I had an evergreen funnel, which meant that I was regularly attracting sales calls is that where I wasn’t converting the majority of my sales calls was because there was two different types of clients that ultimately couldn’t be satisfied by the one thing that they were inquiring about. And it wasn’t necessarily In fact, most of the time, it wasn’t that they weren’t keen on the offer. By the time we’d finished speaking together. More often than not, it was that as we were speaking on the call together, I think you’ve actually done enough of this already. Your support that you need right now is actually on in order to even say to me, I kind of want a mastermind situation Polly is this what this is? And I’m like, No, it’s a group program or that so when your eyes and my business Polly just yours can I do that, you know, without needing to group program. So I’d have a kind of premium level of clients who’d want a higher ticket investment, something that was more premium, more kind of exclusive, more intimate. And then similarly, I’d regularly have somebody get on the sales calls with me, and they just weren’t quite ready. And those were the two identity identities. Those are the two opportunities I spotted from this ELS calls. So what I did about two months ago, was thinking about, okay, so for those who aren’t intergroup programs anymore, they’ve done that they’ve got the t shirt, they’ve been sent the gift box with the crystals and the incense, and they’re ready for that next thing more, what am I offering them. And hence my mastermind has been born, which at the moment is invitation only. But if you do want to hear more about it, jump in my DMs we can talk, particularly if you are a previous client, we can totally have that conversation.
That is where my mastermind was born. And on the other hand, it was recognising, there are people who are just so close, so much closer than they realise, to being able to do my group program, but they’re just not there yet. And it wouldn’t feel right to invite them into the container as to where they’re at right now. And that is where my new lower ticket passive offer was born, which neither alive yet my friends neither alive, my new website will be going live at the very beginning of January, which is only a couple of weeks away now. And you will be able to see my full new shiny office suite. But I can’t tell you how gorgeous it felt, to just recognise let’s work with what I have. I have the sales calls. And I have these common conundrums. And I’m not looking at this in a really logical way, I’m not making this based on what I think people need. I’ve based this on market research. I’ve based this on real conversations with real people with real problems that need solving. And I’m creating solutions to those problems. Now, this should be obvious, by the way. One of the things I always ask potential clients is what problem are you solving? And for who? Because you need to know that. And if you are listening to this right now and thinking, Oh, don’t worry, you’re not alone, that that is the common reaction. That is the common response. And that is also the reason why if you do have that response, that you’re struggling to make as many sales as you’d like to be making right now, you need to know what problem you’re solving for people, because people spend money on having their problem solved. But if you don’t know what problem you’re solving, they’re going to be slow to part with their money, because they won’t understand the value of it.
Okay, so yeah, I mean, honestly, what was interesting is when I shared this with my mastermind, and just shared how I’d changed my sales call conversion rate from 20, to 30%, to 80%, just off the back of this revelation, just off the back of recognising you know, I worked with Lea in September, a sales expert in how to convert more sales calls. And one of the really useful things that dropped in for me when I was listening to her was she just said, you know, you need to really intently listen to what it is that your clients want. And what was really, really nice was recognising I am doing that. And the reason why I’m still not converting all of them is because I’m intently listening and recognising that my solution isn’t what they need. And interestingly, this is where investments can be not what you always expect them to be, but exactly what you need. You know, off the back of that kind of learning from Leah and working with her. It was then the moment where I realised, well, well then what do I do about this? Do I just recognise and live with the fact that you know, there’s a large percentage of people getting on calls with me, where I don’t have quite the right fit solution for them? Or do I think about actually, what did what do all those people have in common? And how do I create something that is going to be perfect for them. And that is where the perfect office suite was born. And I’m really, really glad I started with a core offer. I’m really, really glad that I started with a core funnel. And also what makes this really easy as I don’t now need to create three funnels to run people towards all those offers all the time, I’m filling them up just by running them to the one core funnel. And for those who aren’t quite ready, there you go, there’s my down sell.
For those who are feeling to advance There you go. There’s a next level limitation that you were looking for. And it feels so simple and so easy. And of course, I will at some point look at developing different funnels for those different offers. But for now, they’re both filling up really beautifully, just as they are and two of them haven’t even launched yet. So this is my invitation to you to not feel like you need to know everything all at once to start with your signature offer. And make sure that is excellent before you think about anything else knowing that when you nail that the step before and the step after is going to be so much easier for you to understand. And that actually when people are excited in your core offer, and you regularly have people inquiring and saying they’re excited to work with you, or excited but not quite ready or interested but not feeling it’s quite the right fit, that you have different directions you can send them in, all of which work really well with your spacious diary and your team and your ambitions and your goal for the impact you want to have on this world. Hold. So there we have it, my friends, the simple way to view an office suite think about what the person ahead you know, like think about your most premium client once and design something for them. Think about that person who’s not quite ready but almost there for your group program and design something for them and start with your core program if you need support and understanding how to design that core program.
There is also I’m very excited to say an ebook launching beginning of January which will be on www dot poli level reylo.com which is going to map out exactly how you design your scalable group program and run it evergreen. I cannot wait for everyone to get their eyes on that. But in the meantime, if you’re feeling impatient and wanting to know what’s behind it all go on and check out my on demand masterclass which is also at the very bottom of WWE dot poly leporello.com. And there you have it, my friends, I can’t wait to hear what you think about it all. And as you can probably tell, I’m so so so excited for our big launch at the beginning of January. Follow me on Instagram or join my mailing list do any of those things to make sure that you’re kept in the loop because you will not want to miss the cherry lobster oyster filled extravaganza that is coming your way. I cannot wait. And in the meantime, next week, I’m going to be getting into your ears with Ali Mapletoft and we will be talking about the sensitivity and delicacy and hard truth around what it is to sell. Right now with everything that we’re living through. It’s going to be a humdinger of a conversation. One of those conversations that I kind of said more people should be talking like this or hearing conversations like this. Let’s get on the podcast and talk about it and I cannot wait for you to hear it to see you then.
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