We’re in the midst of discussing the shifts you can take your aging in place company through, so you can maximize your results … for your clients and yourself. If you haven’t read the first three, you can find them here, here and here.
Before we get to the fourth and final shift, let’s take a quick break and talk about creating offers for aging in place clients.
Here’s the question you should ask yourself
“How can I craft offers that create results for my clients and freedom for me?”
How can you create a service or product offer that really gets results? And, actually sets you free to live your life? What I mean is, not working all day every day and being frustrated so much. (None of us want that.)
Well, here’s the answer.
The Foundations of Transformation
The answer is a principle that I call the Foundations of Transformation. What I propose you offer people is this:
When they go with your solution, what they’ll get is maximum results in minimum time.
It’s all about getting the results. (Remember, it’s not about more information. It’s about results.)
Before we get into what makes up the Foundations of Transformation, keep this in mind.
We’re talking about excellent products and services, amazing experiences and high-end offers.
There are no real shortcuts to these.
This is the framework for those offers that will get you the best clients who will pay. And, deliver dividends in the form of repeat clients and high-quality referrals.
So, let’s take a look at what this looks like.
#1 – Step-by-step strategy
The first ingredient is a step by step strategy. Here’s where you are, here’s what you want, here are the steps to get you there.
This is very important. If you’ve ever seen someone’s offer before in the aging space, most of them go like this:
“Here’s this big scary problem. I can help you through it.” Then, here’s a bunch of things you can do to fix the problem. It’s not step-by-step at all.
(Of course, most industries or niches have those offers, too.)
The reality is, when people get into uncharted waters, they’re nervous. They’re a little scared and unsure. They need someone to hold their hand.
Not so you can make a bigger buck. You take their hand, support them and lead them down the path that is good for them. That is what professionals do.
What I’m suggesting to you is that the right way to create offers is to build in support along the way.
– More education beforehand.
– More and better communication.
– Better support from someone that they can trust.
Give people a step by step strategy that they can follow. Step one, step two, step three, step four. If they follow it, they get the result.
That’s an essential component of this. Once you’ve got that, you’ve got a recipe for getting the outcome people need.
We’re not talking about a bulleted list, either. I mean, you’ve got to walk them through it. Teach them the why, what and how. It has to be what your solution is made of.
#2 – World class support
Then, you also have to give them world class support as they follow the strategy.
That means that as you walk with them through every piece of the solution, they’re getting help, advice, direction, etc. from you as they work with you to take action.
So again, it’s not just a bunch of information. You’re telling them. “Step one, is we do this.” Then, you’re helping them go through it.
Okay, great. We’ve made sure #1 is done right. Step two is this. You answer questions, teach and walk them through it. And, so on.
Do you see how a service that is structured that way is going to get much better results than one that’s just a bunch of information dumped on people?
By providing this level of support … you’re showing them that you’re there with them and working in their best interest 100% of the time… before, during and after your solution is in place.
– Even if they ask a ton of questions.
– Even if they interrupt you or your employees.
– Even if they complain.
– Even if they call you six months later.
You have to be in the trenches with them, yet still able to lead them in the right direction.
#3 – Teaching and coaching
Next, you need to back that up with some education and customer coaching.
I’m not talking about relationship coaching or anything you need a degree for. I’m talking about being that soothing voice that lets them know it’s OK. Teaching them to see what’s best for them, then leading them to it.
Here’s what I’ve found that’s very interesting.
I can give you the best strategy in the world and I can hold your hand while you execute it.
But, if I don’t back that up by helping you push through things like fear, overwhelm and doubt, you’re not going to get the results.
Because, it’s not about a strategy that you follow. I mean, that’s obviously important. But, what’s even more important is how you’re thinking changes.
These are things I hear from my clients over and over again.
“Yes, my business is working now.” And, “Yes, I’m making more money. But, the amazing thing is how my thinking has changed. I’m better. I get stuff done that’s important for my future. I get to have and do what’s important to me.”
That’s the kind of feedback that I want you to hear from your clients when they followed your step by step process.
– You’ve listened to their needs.
– You’ve told them about the solution.
– You got the customer.
– You walked them through it every step of the way.
– You teach & soothe through the process.
– They’ve gotten this incredible outcome.
Guess what? Their life is ultimately better for the entire experience!
If you’ve ever been through any coaching or business programs before, you know that most of them don’t have any of this stuff.
They don’t have a step by step strategy. The support is not that great and the education, while it may have good information, it doesn’t really help you change your mindset. Forget about it, it’s not there,
But, your company can be different. If you can create offers that include these things that you’re charging a premium price for it, so many more people will show up committed.
If you have the step-by-step strategy, fantastic support, you’re educating and coaching your clients … if you build that into your offers, guess what?
You can have something that stands the test of time, even when others are struggling.
Including these things is critical for having premium-priced offers that you can sell over and over again.
You’ll ensure your client knows they are in good hands, have an incredible experience and appreciate the value of what they purchased.
