Do You Actually Like the Offer You're Selling? [Let's See]

Speaker: 00:00:26

Hey, y'all.

2

: 00:00:26

Welcome back.

3

: 00:00:27

Now, in the last solo episode, I asked

you to do a time audit on at least

4

: 00:00:32

one client in the next few weeks.

5

: 00:00:35

You haven't actually had enough time

to do that yet, but I'm coming back

6

: 00:00:39

today to make one more ask of you.

7

: 00:00:42

In a previous episode, I introduced

my Offer Scorecard from my Order of

8

: 00:00:47

Operations framework, because every

offer you build systems around should be

9

: 00:00:52

evaluated first on the following criteria:

10

: 00:00:56

Is it profitable?

11

: 00:00:57

Is it sustainable?

12

: 00:00:59

And is it enjoyable to deliver?

13

: 00:01:01

Now, profitability and sustainability

are mostly numbers-driven, and

14

: 00:01:07

I love doing those calculations.

15

: 00:01:09

We can totally work backwards to

make those calculations in slow

16

: 00:01:14

season, in winter if needed.

17

: 00:01:17

But how you feel delivering your offer

really is best captured in the moment,

18

: 00:01:23

because specific instances, both highs

and lows, get burned into your memory.

19

: 00:01:29

And if I ask you in January how you

feel about your offers, it's gonna

20

: 00:01:34

be really hard to give an accurate

account without some qualitative

21

: 00:01:39

data as you serve those clients now.

22

: 00:01:43

So I would love it if you would create

one more section in your notes app,

23

: 00:01:49

or if you're using a CRM like Dubsado

or HoneyBook, you can totally add

24

: 00:01:53

these notes right into their project,

and they are not client-facing.

25

: 00:01:58

But at the end of each stage of working

with someone, on a scale of one to five,

26

: 00:02:04

simply note your level of enjoyment and a

few words about why you chose that number.

27

: 00:02:12

So, for example, if you just booked

Jane for a newborn session, I want

28

: 00:02:16

you to think about how it felt

going through this process, the

29

: 00:02:20

inquiry and the booking stage.

30

: 00:02:22

Five, being completely happy or satisfied,

and one, being unhappy and wishing

31

: 00:02:29

you no longer owned your own business.

32

: 00:02:32

Did they book you with no problem?

33

: 00:02:34

Did you have to chase them in

order to get the proposal paid?

34

: 00:02:37

Did they ask for a discount?

35

: 00:02:39

Yes, I'm being a bit dramatic, but it

is much easier to interpret how you felt

36

: 00:02:46

later if you have notes about it now.

37

: 00:02:49

So once you've written down that

number in the inquiry and the booking

38

: 00:02:53

stage, I want you to do the exact same

thing after you have the session or

39

: 00:02:59

you create the deliverable, and then

again after you actually deliver it.

40

: 00:03:05

Then, and only then, can we review your

offer and take this all into account

41

: 00:03:11

before we build systems around that offer.

42

: 00:03:15

Because some of you are sitting

on offers that you haven't

43

: 00:03:18

really evaluated in years.

44

: 00:03:21

And while I think having an offer

that's profitable and sustainable

45

: 00:03:25

really is a good thing, if you hate

delivering it, I can't help you fall

46

: 00:03:30

back in love with your business.

47

: 00:03:32

I can't help you create systems

that actually bring you joy and

48

: 00:03:37

keep you serving the clients

that you want to actually serve.

49

: 00:03:41

So again, in the last episode,

I asked you to do a time audit.

50

: 00:03:45

If you haven't sat down and created a

section in your notes app or gotten a

51

: 00:03:50

piece of paper in order to do that, please

make sure that you are doing that as

52

: 00:03:54

well, because that is one piece of the

puzzle, and figuring out how you currently

53

: 00:04:00

feel while you are delivering your offer

to your current clients is another.

54

: 00:04:06

And all of this is work that we could

do together inside of Experience Edit.

55

: 00:04:11

That is when we actually look at your

time audit and how you feel about your

56

: 00:04:16

offer in order to go through my offer

scorecard and make sure that the offer

57

: 00:04:21

that you are currently building your

entire business around is something

58

: 00:04:26

that can sustain you long term.

59

: 00:04:29

If you want more information about

an Experience Edit for you and your

60

: 00:04:33

offer, go to coliejames.com/experience.

61

: 00:04:37

Okay.

62

: 00:04:38

But please do your time audit, and please

write down how you feel delivering your

63

: 00:04:43

offer to clients now, because it makes

the next steps in our work so much easier.

64

: 00:04:50

All right.

65

: 00:04:51

That's it for this episode.

66

: 00:04:52

See you next time.