Tuesday, June 4, 2019

Asking the Right Offer Questions

Online groups are a great place to test an offer or get feedback on how to deliver an offer.  However, I often see people asking questions that won't be very helpful for getting good feedback, so I wanted to address one of the most common questions that gets asked, and what a better question to ask would be instead...

THE UNHELPFUL QUESTION: "How much should I charge?"

This is question will quickly deliver a variety of responses that may not be helpful.  It's often followed by comments like:
  • Do you know what your expenses are?
  • Have you done your numbers?
  • What area are you in?
  • My so-and-so charged this.
  • I would pay this. 
  • I've never bought that before, but I could afford this.
None of these are going to be as helpful to learning more about how to deliver an offer or identify an ideal client.  What they accomplish instead is just delivering a wide range of opinions that may not apply to you or what you're offering.

THE HELPFUL QUESTION: "I'm planning to offer a (product/service) photography package, for (estimated price) $950, in (specific location) Sedona, AZ and I'm curious what else you would need to know to help you make a decision about wanting this offer?"

This question delivers an example of an offer you'd like to test, and asks questions that help reveal the hidden fears, concerns, and questions that people need to have answered in order to move forward.  With this question, you can better understand the need-to-know factors that go into whether or not clients feel ready to take action on an offer.  The types of questions that follow are much more helpful for refining your offer or understanding client needs:
  • How much time will it take?
  • Can I see examples of previous work?
  • How many images will I receive?
  • Can you do it in a different location?
  • What do I need to prepare in order to begin?
  • Do you offer payment plans?

These questions reveal actionable and answerable items that can be delivered with your offer in order to bring client clarity to a product or service.  Try using this question the next time you want to test an offer in a local group or marketplace in order to get more helpful information that will ultimately make your offer easier to act on!

Anne Ruthmann helps creatives find smarter solutions to common business problems as a Creative Business Strategist and author of the Pricing Workbook for Creatives.  Her wisdom is steeped in the experience of managing her own creative businesses since 2004.  Stay in touch on Instagram, Twitter, or Facebook.

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