Read time: 2 mins
You tell people what you do –
IT, HR, accounting, coaching, etc.
and they nod politely.
But they don’t buy.
Why?
It might be because what you’re selling is invisible.
Here’s what we mean:
“I do IT support for small businesses.”
Sounds useful, but it’s vague.
Why should I care?
What does it mean?
What does buying from you even look like?
Now try this:
“We offer a 3-hour Cyber Safety Sprint for $495 to lock down your email, file-sharing, and staff access — so you don’t get hacked and lose your data.”
This is specific.
It's meaningful.
And easy to say yes to.
This is the difference between offering a service and having a real offer.
HOW TO MAKE YOUR OFFER VISIBLE & VALUABLE
1. Anchor to a specific outcome
What problem do you solve? What’s the result?
The clearer the outcome, the easier it is to say yes.
2. Package it like a product
Give it a name. A time frame. A price.
Make it feel real, valuable, and easy to buy.
3. Use words your client would actually say
Test your offer. If you said it out loud at a networking meeting, would someone say, “Ooh, I need that”?
If not, sharpen it.
Bottom line:
If people aren’t buying, it might not be a pricing or visibility issue.
They just might not understand what you’re actually selling.
When your offer is clear, it should nearly sell itself.
And if you want help creating an offer your ideal clients can’t ignore?
Speak soon,
Lynne and Steve
TLDR:
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Vague services don’t sell. Clear offers do.
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Package your service like a product—name, price, outcome.
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E.g. Go from “I do IT” to “$495 Cyber Safety Sprint to prevent data loss.”
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Make your offer easy to buy, and it’ll be easier to sell.
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