There’s a wonderful question you can ask your clients:
“What would you definitely buy from me if I were smart enough to offer it?”
I wish I could remember who first gave me that question, because it opens up an entirely different way of thinking about your business.
Most business owners spend almost all their time looking outward.
How can we find more prospects?
How can we generate more leads?
How can we get more people to buy what we already sell?
But your greatest opportunity may be sitting quietly among the people who have already bought from you.
They already know you.
They already trust you.
And most importantly, you can observe what happens after they buy.
You can see where they get stuck.
You can see what they don’t implement.
You can see the parts they enjoy doing…and the parts they would gladly pay someone else to handle.
That’s where your next offer may be hiding.
Start by making a list of your best clients: the people you most enjoy working with, who value what you do, and who have gotten a great result from working with you.
Then ask:
What are they trying to accomplish next?
What prevents them from getting the full result?
What are they currently doing themselves that we could take off their plate?
What would make the outcome easier, faster, or more certain for them?
Sometimes the answer is simply to ask them.
Years ago, I had primarily been doing live events when I decided I wanted to work one-on-one with a handful of people.
I sent a short email to my existing clients that essentially said:
“Hey, I’m going to work with a handful of people one-on-one this year. Would you like to work with me?”
That was it.
I didn’t create an elaborate campaign or write a long sales letter. I simply presented the opportunity.
The people who were interested replied, I explained how it would work, and I immediately filled my allocation for the most expensive thing I offered.
Your clients may already want more help from you.
They may want a more complete service, a higher level of access, or greater certainty that they’ll get the result.
But they can’t buy something you haven’t offered them.
But they can’t buy something you haven’t offered them.
So take another look at the people you’ve already helped and ask yourself:
What would they definitely buy from me…if I were smart enough to offer it?