Column Andrea Cristancho
A step by step System for attracting ideal clients – Andrea Cristancho
Let’s get straight to the core, we’re talking about Your Products Suite, are you ready to build your own? Let’s do this! Whether you have it visible or not on your website or place of business, the point is to create and share it on repeat in multiple ways your clients can engage with you at different stages of their journey once they are welcome into your business eco-system, that’s your products suite.
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However, it requires clarity in your business in order to achieve it!
Imagine you’re tending a ladder in front of your ideal clients; one that values and meets them at their needs, and you offer a portfolio of opportunities they can choose from in order to get your products or services to help them win.
Unfortunately, most businesses have a rather high cost per client acquisition (CPCA) because once they meet an ideal client they offer and close the deal for one service or product, and that’s it! End of the transaction. In an ideal scenario, your ideal client will be able to purchase multiple services from you as they sort out their needs and desires, this is how you lower your CPCA. If you’re interested in knowing how it’s done, keep on reading, and don’t hesitate to reach if you need help designing your unique products suite, that’s one of my polished skills.
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Now, a mindset shift is the first step required in order to achieve this objective. Understanding that having a wider range of products available at different price points with different options is key as a first step. If you don’t see the value in investing the time and money to create this product suite understand you might be leaving money on the table, and that’s totally fine if you’re ok with that approach.
On the other hand, if you’re keen on establishing your offers ladder, the second step will be to think about what’s the one service or product that can be priced as low as FREE, and can be packed with valuable solutions for your ideal client – without holding back. It might be an ebook, a downloadable guide, a cheat sheet, an actionable checklist, or even a physical book for a low fee. Free is not the objective, rather you want this to be an introduction full of great information; think about it as a first impression.
Third, place this offer in the most visible space online or offline, as an opt-in on your website in exchange for your client’s email address, or a gift/sample/take away at your office. Fourth, moving up one level in the ladder, create a Flagship Ready™ offer that will become the gateway to the next level of your ladder. Flagship Ready is my signature course where I share my roadmap to creating your flagship offer on a weekend, plus launching it organically.
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Your final product can be a low price no brainer option, or your best offer with a higher price and multiple payment plans. It’s up to you on how to position it! The real important component of this step is to pack your best knowledge in a service or product that represents your brand, values and delivers a great experience. The sales, packaging, and pricing are important indeed but the focus is to demonstrate your best knowledge/skills/experience followed after that first impression.
Fifth up on the ladder will be your most valuable and indeed higher priced offer. Think about 1:1 access to working with you, a VIP experience, or a lifetime access value. Your best creation, so unique to you that you will automatically create raving fans.
Sixth, answer the question, what else does your ideal client need from you from this point onwards to reach their highest experience while working with you or using your product. Once you’ve come up with that next level that’d become your next offer up the ladder. But, It doesn’t stop here, your imagination is the limit, without any doubt it could very well stop here with 4 solid products suite. It’s not about the volume but rather taking your ideal client by the hand in their growth journey, accompanying her to a big win in a wide range of services being part of your eco-system.
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Ideally, most if not all of your services will be automated and supported by a team that will facilitate delivery so that you can focus on creation from your zone of genius. The truth is, the more people you can serve, the better your business will grow, and why not meet your ideal client at their stage of growth rather than asking her to meet you at what you offer? It’s food for thought!
Your Products Suite aside from becoming multiple revenue streams becomes the single focus in your business, that is, you and your team will offer your business solutions step by step with clarity and confidence. Your ideal clients will feel welcome and your brand will stand out from a crowded market space with ease.
Now, how does that sound? Let me know by reaching out to me directly or in the comments below, I’d love to hear from you. To your success!
About the Author:
Andrea is a health and wellness advocate, a holistic business coach and has been an entrepreneur, international networker, strategist and business developer throughout her professional career. She helps women entrepreneurs design their own balance with a business that reflects their uniqueness through her coaching business, Andrea Cristancho Int.
