One of the reasons I love the business model I teach is
because it effortlessly PULLS clients to me. I never have
to chase them or worry about having as full a roaster as I
want. The first step in making this happen is creating what
I call your CFO - Compelling F.r.e.e. Offer. The problem is
that very few solo-preneurs actually utilize this simple
method of attracting all the clients they want.
Your Compelling F.r.e.e. Offer (CFO) is what entices people
to want to find out more about you and what it is that
you're offering. When you make your complimentary offer
compelling enough, more people will be interested in taking
advantage of it, which increase the audience to which you
can then market to.
Your CFO can be packaged in a variety of ways: a mini
e-course, a checklist, a CD, an audio download, a special
report, a free teleseminar, etc. I offer a few different
CFOs - a mini ecourse, an audio download, and for joint
ventures I offer one of my paid products for free as a
bonus to their paid offering.
The content of your CFO should be broad in scope, yet
address a particular problem your target market is
struggling with, something that they'd pay to have a
solution to. That's what makes your offer compelling in the
first place, and it's what attracts them into your
Marketing & Product Funnel. Your CFO should be loaded with
valuable content, so much so that you leave your prospect
thinking, "wow, if this is what he/she gives away, imagine
what his/her paid stuff must be like!"
To lead them further down your funnel, you'll want to be
sure to not give away the store in your CFO, but share what
the problem is, what your solution to the problem is,
giving them a taste of how you can solve it for them. But
what's key to making your CFO successful is to not just
give great content, but to leave them with wanted more. The
'more' comes by way of your paid products and services.
The results of having a CFO are three-fold: you build your
credibility and become known as an expert in your niche,
your word-of-mouth marketing catches fire, and you're
approached to share your CFO with even more people through
joint ventures and strategic partnerships.
The mistake I made when I first started my consulting
business was trying to pitch my services to people who
didn't even know me (I cringed when I remember all those
wasted early morning networking breakfasts). We all know
that it's much easier to get business by referral, right?
Because the person referring you has a relationship with
you, and they have come to know, like and trust you well
enough to pass your name along to their friends and
colleagues.
That's what this method of marketing does for you. Your CFO
is the start of building that critical know, like and trust
factor with your prospects so that when they are ready to
invest some money in a solution to their problem - whether
via a product or service - your name is at the top of the
list.
And the best part? You NEVER have to sell them on what
you're offering. It's brilliant, really.
So, start researching what it is that your target market
wants most, what problem is keeping them up at night. Then
create your solution and offer it to them as your CFO. to
get them into your Marketing & Product Funnel. It's a
winning formula every time!
----------------------------------------------------
Alicia M Forest, MBA, Multiple Streams Queen & CoachT,
founder of ClientAbundance.com and creator of 21 Easy &
Essential Steps to Online Success SystemT, teaches
professionals how to attract more clients, create
profit-making products and services, make more sales, and
ultimately live the life they desire and deserve. For FREE
tips on how to create abundance in your business, visit
http://www.ClientAbundance.com .
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