How To Create Offers Customers Actually Want | Fine Point Marketing
Channel: Fine Point Marketing
Date: 21/07/2020

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How do you create an offer customers actually want? And one where you can be pretty confident it’s going to be something they want?

How would a business owner looking to sell their business sometime in the future benefit from creating a unique offer like this?

00:00 - 3 things you can do to create a great offer...
02:15 - How to interview your top customers and clients...
03:12 - Don't ask questions like this.
04:20 - How any business can benefit from creating an offer in this way - especially businesses that want to sell.

The first thing is to measure and analyze your customers from an 80/20 principle to determine who your ideal top clients are. 

This will almost always account for anywhere from you know in our experience anywhere one to maximum ten percent of your client base.

We call it the 80/20 principle or the 80/20 rule but that you know because 80/20 is fractal.

It really comes down to if you've got 200 customers chances are you've got 5 to 10 who are who are your ideal top client profile that's who you should start to duplicate.

Then the second thing is you do the same thing for your products and services.

You know you look at everything from an 80/20 principle you know what's the 20 percent that's generating 80 percent.

And the third thing is you conduct what we call a customer wishlist interview and that’s what we're going to focus on today.

One of the most effective 80/20 strategies you can you can utilize is to interview your top clients and find out:
✔what they wish you could change about your industry
✔what they wish you could provide them or sell them  
✔what they wish someone anyone would be able to solve a problem for them
✔what would make their lives so much easier
✔what would help them to expand and grow the value of their business

Creating Offers Like This Will Help You Sell Your Business By Standing Out From The Competition

How would a business owner looking to sell their business whether in two years or two decades - sometime in the future…how would they benefit from creating a unique offer like this?

This is going to set you apart from all of your competition and all the noise in the marketplace that's number one.

You're going to stand out from everybody else which in and of itself makes you more valuable not only to a potential transition process but also to your current customers, your current employees, and as I said it creates what we call that white space.

But when you're talking about the wishlist interview you're also going to get this same kind of feedback.

You’re going to know what your ideal top customers, those top customers: what they really want out of the marketplace.

What they really want out of your industry.

What problems they really want solved.

That should give you that laser focus that says okay here's where I set myself apart, here are the things that we offer.

Here’s where our talent lies here's our products and service lives that really focus like a laser beam on what these ideal customers want now.

We know how to market, we know how to inventory, we know how to spend money.

We know what kind of people we want, serving our customers we know how to reach them where to reach them, everything just becomes illuminated and it becomes so glaringly obvious we don't have to do any convincing it's more of a discovery process.

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Fine Point Marketing is an Appleton, WI based marketing and business growth strategy company focused on helping businesses build their business to sell.

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