Read time: 4 mins
In this week’s issue, I want to talk about why you should always lead with your complete solution that will solve your client’s major pain point as a Local Small Business Consultant or Digital Marketing Agency Owner…
I know…
It sounds like a no-brainer, right?!
But funny enough, most only *sell* a small piece of the puzzle…
Rather than the whole “puzzle.”
With that being said…
Let’s dive in!
What Do You Mean By A “Complete Solution”
In my mind a “complete solution” is just that, a complete solution!
But a complete solution for what?
Great question!
That depends on your prospective client’s major pain point.
Do they need more leads?
Do they have enough leads, but can’t convert them?
Do they have leads, convert them, but need a way to sell them *more* of whatever it is that they sell?
I think you get the picture…
So you have to first figure out exactly what their biggest pain point is in their business.
And this may come as news to you, but each client will likely be different!
And that’s OK!
You just have to be able to develop a plan to match their needs.
Does that mean you can’t just offer one product or service in your business?
Nope!
You absolutely can!
Just know that whatever it is that you’re offering…
Will likely be only a piece of the puzzle that they’re trying to solve.
So don’t be shocked if at some point they say they have decided to move on from your product or service to something else…
Especially if that something else is offering a complete solution even if that means it includes yours.
Why You Should Sell A Complete Solution First
By selling a complete solution to your prospective client’s major pain point first…
You give yourself the best possible chance to…
- Actually be able to fix the problem they’re trying to solve
- Land them as a client
- Keep them as a client
- And earn a whole lot more money
That is the most ideal outcome for both the client and yourself.
In fact, this removes some of the things holding you back from actually getting clients like…
- Fear of Failure
- Imposter Syndrome
And instead, it gives you a ton of confidence…
Knowing that you actually can solve your client’s problem(s)…
And that you’re worth every single penny they pay you to solve their problem(s).
How Selling Only A Piece Of The Puzzle Is A Recipe For Disaster
We’ve been taught that we need to lead with a “foot in the door” product or service first…
But if you think about it…
That doesn’t give your prospective clients a complete solution to their major pain point.
So you’re actually doing a disservice to them…
Especially if you have the capabilities to actually solve their problem, but aren’t offering them your complete solution.
Besides that, you’re actually missing out on…
Making a whole lot more money!
So a prospective client who might have paid you handsomely for your complete solution…
Is only paying you a nominal amount for your piece of the puzzle (foot in the door product or service).
See how that line of thinking is ass backwards?
We’ve been taught you need to have a value ladder and it should start with your lowest price product or service…
And ascend to your highest price product or service.
When the fact is that it should be the opposite.
You should lead with your highest priced product or service (the complete solution) and descend to your lowest price product or service.
Does that mean you shouldn’t use a “foot in the door” strategy by offering one, if not THE, lowest price product or service you have?
Not in the least…
How To Use A Piece Of The Puzzle To Sell Your Complete Solution
By now I think you understand how offering your “complete solution” is in your prospective client’s and your own best interests…
But you can still use a “piece of the puzzle” (or “foot in the door” product or service) so to speak…
To attract prospective clients as a Local Small Business Consultant and/or a Digital Marketing Agency Owner.
However, it may not be in the way that you think…
In big box retail stores like Target, Wal-Mart, etc…
It’s called a “loss leader.”
A “loss leader” is usually a good product that is showcased on an end cap (the end of an aisle) at a ridiculously low price.
And the same can be done when selling a “piece of the puzzle” or a “foot in the door” strategy…
Only here’s the catch…
Instead of just using it as a way to make a quick sale…
Use it as “bait” to lure in prospective clients and once you meet with them either in person or over the phone (or Zoom)…
And you discover their major paint point…
You then offer them your complete solution to solve it for them.
If they aren’t willing to take you up on your complete solution offer…
You can still proceed with selling them your “piece of the puzzle” instead as originally planned.
This way you gave them an opportunity to have their problem solved…
And if for whatever reason they aren’t ready or whatnot…
They know you can solve their problem…
They know how much it costs…
And THEY chose to pass on your solution.
In the meantime, you can still sell them your low ticket product or service.
A win-win for you.
And hopefully a win-win for your client too!
Give it a try and let me know how it works out for you.
See you next Monday.
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