Agency offers that made me $250k

When I started online business, I might have done it in the worst way possible. I paid some random online business coach to teach me how to share my expertise with the world. My expertise at the time was how I solved my homeless situation and started my career as a podcaster. One thing I did have on my side were my results. My podcasts had already reached the top rankings, I was interviewing celebrities and I even had sponsors. So I was successful in my own field.

I was paying a coach to teach me how to develop my offer. Being great at what you do is one thing. In fact, it’s the easy thing. Focus on being good and getting results and you’ll have half of what it takes for a profitable business. On the other hand, you need a way to sell that expertise to others.

Creating an offer is about communicating the outcomes that you can provide to others. You must do so in a way to convinces people that can achieve that outcome while working with you. If people don’t believe you can help get them to the promised land, they won’t be buying.

Let’s breakdown elements of a great offer and how I’ve used them to make over $250k online.

How to Define Your Unique Value Proposition

Positioning is one of those topics that can get confusing. I’ll try to simplify it from my perspective.

Positioning is where you place your brand in the marketplace of solutions relative to the problem you’re solving.

This can mean a multitude of things. You could be the easy to access option; people can buy your solution the fastest. The most expensive has a place in every market as well. Some people will only buy something if its super expensive. You also have what I call the concierge market where a business helps you get the task done. There are many spaces in the market, you just have to choose the one that suits your skills, results, and outcomes the best.

When I started my consulting career, I was at the bottom of the market. It was free to schedule a call with me and I’d answer all your questions. My love for podcasting and desire to learn drove me to do hundreds of calls with podcasters for free for two years. I still don’t regret making this move because it helped set the foundation for my growth. Although this offer didn’t make me money, it gave me an ungodly amount of knowledge on podcasters and the industry as a whole.

Offer: Podcast Strategy Session

Profit: $0 (Knowledge 🧠)

Building a Pipeline

Agencies should all have pipelines created. This means you have a clear flow of prospects coming into your business. The best pipelines are continuous and don’t require a ton of work. In fact, the right pipelines are created with no effort at all.

One great example of this were the Facebook groups from about 2014 to 2020. You could join a community filled with your ideal customers. Spend weeks or months reading posts about their problems and issues they were facing. Then start creating valuable content to build trust and set your position. Listening to their problems and then providing solutions would instantly attract even more of those ideal prospects to reach out and start a conversation and BOOM. Your pipeline is flowing.

The right lead magnets are a great way to create a pipeline. Ebooks might not be as popular but you can still create tools and assets that fit in this conversation. If the creation is valuable to your audience, the format doesn’t matter that much. What really matters is the problem you’re solving with your lead magnet.

My best lead magnet was a training on podcasting profitability. I wanted to share my systems I’ve years over the years to make money from my different podcasts. The lead magnet acquired over 500 leads and led to a ton of sales. (Now most of my lead magnets are trainings. It just works too well.)

Offer: Podcast profitable training

Profit: $52,873

Pricing at the Top

Pricing is always a debate in the world of entrepreneurship. Charging what you’re worth is popular. But I don’t believe in increasing pricing without adding more value. It’s always better to create even more value points for your market first. Even get testimonials so the new pricing is reflected in your program.

My agency pricing started on the free level. Then it grew to a few hundred dollars. Now, I’ve reached the $1,000+ level for each of my services. (Hence why I explained that you should start at the more expensive tier.)

My most expensive offer is a full podcast launch. This service is well into five figures now so it requires a lot more effort, resources, and strategizing. I love the process and everything I get to do. Each client is drastically different so it keeps me engaged and locked in.

Offer: Podcast Launch

Profit: $98,219

Personalization

One thing that really will make your agency offer more profitable is personalization for each new client. This goes against what some might say about creating no-brainer offers. But what I’ve realized about scaling is sometimes your prospects have the money and are willing to pay for the solution. But they might not actually need the other elements of your offer. Allowing prospects to select certain parts of your business to be focused on is smart.

For example, I always personalize marketing plans for my podcast clients. Some of the businesses I work with only care about LinkedIn. Others also focus on Facebook. Then I have clients that would prefer to find guests for their own shows but most of my clients prefer for me to handle the booking process. I switch up certain details of my offer based on who I’m talking to.

Offer: Podcast Marketing

Profit: $102,308

How I Create My Offers

As you can see, I’ve been running a very successful agency for a very long time. I want to share my process for creating offers.

Step 1: Talk to the market

I like to sit and talk with a massive amount of prospects before I run and create something. My number to short for is literally fifty. Record every call, ask everyone the same question and keep calls short so you can do a lot.

Step 2: Presentation

I learned this from a business mentor. Creating presentations is huge for building your process. It’s a great way to display problems, solutions and your pricing details. Prospects don’t have to ask a ton of questions after your call because they have a clear visual to review.

Step 3: Get 10 Yeses

I don’t believe an offer is great until ten prospects say yes. That can be substituted for a yes from your current clients. Some of them might hear the offer and want an upsell.

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