Fun Business Fun Money Podcast
EP 009 – Your ‘just right’ Goldilocks offer

Do you feel like you need to include EVERYTHING (and a set of bonus steak knives!) in your offers?

Leaving something out can feel like you’re doing your clients a huge disservice, even though its a massive time and energy suck for you to deliver.

In this longer coaching episode I share my 4 step process for creating your ‘Goldilocks’ offer, the one that is just right for you AND your clients, no burn out in sight.

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TRANSCRIPT

Hey there! Welcome to the Fun Business Fun Money podcast, I’m so glad you’re here!

Because…

We need to have a serious chat about your offer. You know, the one you’re sharing everywhere with all the enthusiasm you’ve got… but nobody is signing up or paying you money for it.

I’ve got some insights for you that will help you take it from a time and energy suck and move it into the sweet spot that has people paying attention and what I like to refer to as your Goldilocks offer. 

Before we dive into the details though, I want to give a shout out to all the lovely people who have listened to this podcast so far, thank you! It means so much to see that people are tuning in and sending me DMs and emails to share their insights from what they’re hearing on the podcast. I appreciate every one of you, whether you’re listening in real time, on the 24th of January 2023 as this episode goes live, or at some point in the future.

If you’re enjoying the vibe and info in this podcast, and you know someone else who might ALSO enjoy it, make sure you share it with them so they can get on with bringing more fun into their business and be making fun money. Share the love, share the fun, theres plenty to go around!

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Alright, lets talk about Goldilocks. Yes, the fairy tale, Goldilocks and the Three Bears, where everything was too hot, too cold, too hard, too soft. Goldilocks wants everything to be ‘just right’, that perfect balance, in the sweet spot no matter what it is.

Now I certainly don’t condone Goldilocks’ behaviour, she broke into someone else’s home, stole their food and basically took advantage of everything they’d set up for themselves. NOT. COOL. GOLDY!

To be honest you’ll see plenty of that approach out there! Forceful push marketing, manipulative sales tactics, overpriced offers that promise big and deliver very little.

It’s all out of balance and it turns me right off. Its also one of my key motivators to help YOU bring more fun, playful energy into everything you do. Life is just better! You can make your offers feel ‘just right’ for you and your clients, without any lofty promises or manipulative statements in sight.

Now, there’s a tendency to overload our offers with ALL THE THINGS, the value stack as it’s referred to in marketing. I think of it like the infomercial script where they talk up the thing and keep saying “But WAIT! There’s MORE!” and keep adding on bonuses if you buy RIGHT NOW before this fictitious deadline, creating FOMO and all that marketing hype.

GIVE.

ME.

A.

BREAK!

I fully admit that I’ve bought into that stuff in the past. I mean, at the time it made perfect sense to buy an ab roller that would OBVIOUSLY motivate me to do sit ups for perfect abs.  But we can all see through that BS these days, right?

Just for fun, l’d love to hear what you’ve bought from this kind of advertising! Was it all it promised to be? Did you actually use it?? I’m pretty sure my ab roller went in the bin about a year later haha! Send me a DM on Facebook or Instagram @ Fun business fun money, and tell me your story!

You might be wondering WHY this way of doing things is even an issue, if it works for others then surely it’s the way to do it, right?

Well the biggest problem with overloaded offers, especially when you’re offering a service online, is that it’s a massive time and energy suck. Not just for you to deliver, I mean, I’m sure it sounds good when you write it but the reality is all those extras and add ons eat into your profit margins – and that’s if you had any profit on it to start with!

But it’s also a time and energy suck for your CLIENTS. When they actually get into the work and try to complete things in the time THEY have available, they can become overwhelmed by it all.

🤔 You might see them do nothing at all, which can be frustrating for you.

🤔 They’re not doing their ‘homework’ between sessions, which makes your job harder because the next topic relies on that work being done.

🤔 Or they may even ask for a refund because it’s “not what they were looking for”.

It’s not that they’re the wrong client for you, or that it’s too expensive – even though that’s a common reason that some might give for requesting a refund or not signing up in the first place.

It’s simply that it’s too much for THEM. They want results, you want to help them achieve those results. The easiest way to do this is to MAKE IT EASY!

That’s where your Goldilocks offer comes in, with just the right mix of ingredients.

So how do you create your Goldilocks offer? You certainly don’t need to break into your potential clients’ homes to check out what they need. I’ve got a simple 4 step process that I take my clients through in IGNITE, my private coaching program and workshops. Let’s dive into them.

STEP 1 – DITCH THE FLUFF

You want to be laser-focused on the specific outcome or result your clients want. 

What do they ACTUALLY want? In most cases its one or two clear and simple outcomes, one of which is usually to feel better about themselves or a situation in some way.

The rest is ‘nice to have’, but your main focus needs to be the thing that solves their greatest problem. It’s easy to get caught up in jargon and the ‘how to’, but what most people want to know is “Can you help me with this problem I have?”

Understanding what your clients need has been done countless different ways, often involving demographics like where they live, what car they drive and making up scenarios about what challenges they’re facing that you can magically solve with your offer.

I have a different approach to the ideal client profile or avatar – I use the money archetypes. Now if this is the first you’re hearing of this concept, don’t worry, I got you covered. When you’re done listening to THIS episode, pop on back to episode 3, titled “Unlock the power of your money personality” where I explain what these money archetypes are. Essentially they’re personality traits that drive your relationship with money.

When you look at your ideal clients from a personality perspective all the demographics become irrelevant. You don’t need to know what car they drive when you can simply speak to their buying behaviour and ways of doing things. Marketing your offers becomes a whole lot easier because your potential clients can see you ‘get them’ on all levels.

STEP 2 – SHOW THEM THE WAY

I don’t know about you but me being a Star Wars fan almost my entire life, I can’t help but have the Mandalorian’s voice in my head saying “This is the way” when I think of this step!

Step 2 is about laying out the exact steps they’ll take to get from where they are now, to where they have that result. 

I love the bridge analogy for this – they’re over there on one side and they want to be over on the other side where all the awesomeness is. It’s your expertise that will guide them across the bridge between those two points, where they’ve got the results they want they’re feeling more freedom and happiness than before they started working with you.

When you know the exact steps you take them through to cross that bridge it becomes a smooth road, no potholes or detours distracting them from achieving their goal in the simplest easiest way possible.

I’m sure if you’re an Accumulator money archetype you’ll be horrified at the thought of there being any potholes in your process, there’s no way you’d launch an offer without triple checking EVERYTHING! Other archetypes approach things differently, and having someone walk through it with you can make all the difference to the results AND what you charge for it.

STEP 3 – CREATE A ‘JUST RIGHT’ PACKAGE

Bundle it into a premium package that clearly shows your expertise as the path to their goal, without shiny distractions or obstacles to slow their progress.

When you bundle various elements of your expertise in one easy to buy and implement package, you’re automatically simplifying your business, your marketing and your ability to earn more money. You’re not having to think of 1000 different things and confusing your audience as you try to market all of your offers.

“Premium package” doesn’t always mean expensive, it also means it’s the full she-bang, all the elements they need rolled up into a neat package they can get their hands on at the click of a button. Think about all the little freebies or low-cost things you’ve bought over the years that can help you with one specific aspect in your business. 

Imagine how much faster you’d have got to where you wanted to be if its delivered in one package instead of thousands of little pieces? That’s magic right there!

Depending on your money archetypes that’ll be exactly the kind of thing you want. Celebrities, Romantics and Rulers tend to be an easy yes to things that contain all the elements they need in one easy package, the investment cost is secondary. 

Other archetypes might rebel against investing in this kind of thing, which is totally fine. Each to their own, ultimately you want your offer set up so it’s easy for YOU to deliver.

Remember, you’re the secret sauce here, your expertise and guidance. It has to work for you as much as it does for your clients, and I think this is something that’s easy to overlook for Nurturers, Connectors and Alchemists who want to give you everything plus a set of bonus steak knives and offer to come round and show you how to use them as well!

STEP 4 – SET YOUR ‘JUST RIGHT’ PRICE

You want to price it at a level that resonates with your ‘perfect for you’ clients and reflects the incredible transformation they experience throughout your time together. 

Pricing is where a lot of people get stuck, they tend to low ball it and play it safe. But you know what? That’s YOUR beliefs about money coming through, and that may not necessarily be a match for your soulmate clients.

In fact, low prices can be a huge turn off for some money personalities! Your soulmate client could actually be a Celebrity archetype who happily invests in solutions that make it easy for them to look good. They’re more likely to look at your economy level pricing and dismiss it because it’s TOO LOW – they’re looking for the business class experience and your budget friendly pricing likely doesn’t reflect that.

You need to be charging at business class level for them to see the value.

I know, it’s weird if you’re a bargain lover, but that just shows you one difference in buyer behaviour!

The best starting point is to look at your own financial goals – what do you need and want to be earning versus what you’re actually earning? The gap is what it’s costing you to undercharge and overdeliver, you’re likely working far harder than you need to if you’re going to achieve that money goal.

That might be a bitter pill for some to swallow, but holding your prices low and overdelivering out of guilt or fear that you’re excluding some people is only hurting you and your personal freedom.

So that’s the four steps, let me just recap those:

STEP 1 – Ditch the fluff – Be laser-focused on the specific outcome or result your clients want. 

STEP 2 – Show them the way – lay out the exact steps they’ll take to get from where they are now, to where they have that result. 

STEP 3 – Create a ‘just right package’ – bundle it into a premium package that clearly shows your expertise as the path to their goal, without shiny distractions or obstacles to slow their progress.

STEP 4 – Set your ‘just right’ price – price it at a level that resonates with your ‘perfect for you’ clients and reflects the incredible transformation they experience throughout your time together. 

What happens when your Goldilocks offer is ‘just right’?

✅ They can see themselves doing the work and implementing it.

✅ They can see how your expertise supports them to achieve their goals.

✅ They can see the immense value they’ll get by investing in themselves through your offer.

✅ They’re reaching out asking how they can work with you.

✅ Sales conversations, whether on a call or in the DMs, are easy – or non-existent because its a no-brainer for them to click a link and pay you. 

✅ And there are little to no objections when you get it just right for your just right clients.

Now doesn’t that sound WAY MORE FUN than slogging it out with a bunch of random things, hoping your low cost offers are tasty enough to take a bigger bite with the next higher offer up the menu??

Because I’ve been there, done that and HATED EVERYTHING ABOUT IT. That’s why I’m so passionate about keeping things simple, but even I catch myself at times wanting to add extra bells and whistles to something that’s already amazing as it is.

I’m sure some of you are thinking “it can’t be that easy! People won’t buy if its too simple!” You’d be wrong on both counts. People LOVE simplicity, don’t overwhelm them with too many extras and bonuses they’ll never actually need or use.

If this idea of a Goldilocks offer sounds great to you, send me a DM about IGNITE, my signature private coaching program. This is where I give you the template for creating your Goldilocks offer now and in the future, along with my guidance and support to implement it.

We’ll have a quick chat about your business and the steps you take to cross that bridge from where you are now to the awesomeness waiting on the other side.

Depending on your specific needs and budget an intensive workshop might be the best option for you. Or it could be you need the full 6 month program where I also teach you how to speak your ideal client’s language, plus you have my ongoing support to implement everything.

You can find out more about both the workshops and the full IGNITE program over on my website, deirdreamies.com – the link is also in the show notes.

When you have your Goldilocks offer that’s just right for you AND your soulmate clients you’re not overdelivering or undercharging because you’re in alignment.

So that’s what I’ve got for you today, let’s make this year the one you set fire to your business in the best possible ways, where you’re achieving your financial goals without stress or burning out in the process!

As always – take care, HAVE FUN and I’ll catch you in the next episode!