Renee Hribar [00:00:00]:

Hey. Hey. Welcome back to another episode of Selling youg Expertise. I'm Renee Rebar, your sales coach and real life offer whisperer. Today we're talking about the first real offer you'll make in your business. Or at least the first real offer you can make before you let anyone buy anything from you. Wait, what? What'd you say? Renee, I have worked with so many amazing, brilliant service providers and consultants who have full transformation opportun opportunities that they could truly change the trajectory of a business's life. It's revenue, it's time management.

Renee Hribar [00:00:40]:

Everything from whether you're an obm, a web designer, an ads consultant, a life coach, a marketing strategist. If you have the skills, you know you can help them grow their business. So where is the problem? Oh goodness, here it is. If you've ever thought I don't know what to sell or this just happened this week. Toiled over a project proposal for hours. This one's for you. You don't need a giant program or a complicated funnel. You need a no brainer offer.

Renee Hribar [00:01:15]:

Sure, you might have those beautiful programs or funnels in the future. Like that's absolutely true, but if you're just learning how to sell your expertise, or if you're pivoting, maybe you were doing one thing and now you're offering something else. The no brainer offer is the ticket to long term success. See, here's the deal. I'm going to tell you a little story. You know, I like to tell a little story. We'll call her Laura for this story. So when Laura and I met, she had 15 years of corporate marketing experience and was a sought after keynote speaker.

Renee Hribar [00:01:50]:

But when it came to packaging up her experience, she was stuck. We started very simple, right? So we looked at what she already did for her high end clients and pulled out one foundational piece. Strategy. Every time she was brought in to be able to help her clients, she always had the first session be a strategy plan, a strategy map for the time they were going to work together. She was amazing at it, but she never thought of selling it separately. She always learned things during this first meeting. Right? And I'm sure you brought on clients before or worked with people where you said yes to helping them solve the problem, right? Whether they wanted to create a new income stream, whether they wanted to launch their podcast, whether they wanted to launch their next little mini offer or have a course available so they can make money in their sleep, right? All these good things. Launch their evergreen email sequence, launch their YouTube channel.

Renee Hribar [00:02:49]:

Wherever you're helping People, I bet that you've said yes to that full transformation. But in the first call, your onboarding call, you learned things that made you go, crap, I didn't include that. Or worse, you're three weeks in or three months in, and you realize I am giving them so much that is outside of scope, right outside the sow. And now you're looking at scope, creep. And you're doing the work extra and you're not even telling them because you, you promise something and you're a person of your word. So you promised this transformation, you promised this thing is going to happen and come hell or high water, you're going to make it happen, right? And that's where the no brainer offer will save you. All of those things that happen after they say yes. So a no brainer offer, even if they are shaking down your door, I want to work with you.

Renee Hribar [00:03:48]:

Here's $1,000. Here's $10,000. No, here's $100,000. I really want you to repeat after me, train yourself to say, that's great. Absolutely. Let's see how it all goes. But the first thing we're going to do is this. And whatever the this is, is a no brainer offer.

Renee Hribar [00:04:07]:

And that no brainer offer, what makes it a no brainer offer is that it's a first step. Now, what it really is in terms of delivery, if you're like Renee, well, what do I even do in this quote unquote, no brainer offer? You're going to do what you already have been doing. You're just going to sell it separately with your no brainer offer. It is exactly what you were already doing. It was just called your onboarding call. Because you and I both agree that your onboarding call is always very eye opening. And we don't want our eyes to open once we've made an offer for a longer term agreement or arrangement. So in Laura's case, we created a no brainer offer.

Renee Hribar [00:04:45]:

That was her strategy session. She always started with strategy anyway, but now we sold it separately. And here's the fun thing, because her initial onboarding calls were really only about an hour, maybe an hour and a half. What we did was we broke it into two sections. We said, listen, what we're gonna do before we start this project, before we even do the sow, before we write anything out in pen and paper, you know, I'm old school. So before we ink it up, we are going to do this first. And in this case with Laura, she said strategy. So she sold the no Brainer offer as a strategy session for one hour next week and then 20 minutes in a couple days.

Renee Hribar [00:05:31]:

And in between those, what she was doing was what she did on her onboarding call. So she was asking questions that she didn't ask during discovery. She needed access to certain things. She wanted to see the back end of certain things. She wanted to see the data, the dashboards, the information. She wanted to hear things from a different perspective now that they were in a paid working relationship. And guess what, the people that were paying for these strategy sessions, these initial no brainer offers, they show up differently as well. They show up now as a paying customer.

Renee Hribar [00:06:04]:

So she sold a no brainer offer for $197. Now you can choose what you charge. But for her, because she wanted to really kickstart this and get this moving, she did it for a no brainer price. And that's sort of why I call it a no brainer offer. The first sale is so easy to say yes to, it's so easy to define and explain. So all those bumps in the road, as you're getting to know them, as you're getting to know their business, as you're getting to know who they are and what they need as a person, as a company, Whether you sell B2B or B2C, now you can say, listen, before we try to figure all that out in nine discovery calls, let's do this, let's create this. So strategy, right now I'm saying strategy because this was Laura, this is her example. But I have clients that do an audit or an assessment or they'll call it an evaluation.

Renee Hribar [00:07:01]:

They'll call it all different kinds of things, but it's still the same container. It's typically an hour to an hour and a half of their time. They send a questionnaire or some sort of set of questions or information that they need to collect in advance of the call. They book an hour or 40 minutes depending on their zoom calendar and that person shows up, or whoever needs to show up, shows up. They record it, they go through a map, a plan, a structure, a process of exactly what they used to do on their onboarding calls and then they come back. Because there's always things you have to find out in between, right? There's always like, oh, we need to get access to that, we don't have access to that right now, or we need to get this, or we need to think about this. So that's why I like those two or three days in between the two sections. And then the next section is usually about 30 minutes.

Renee Hribar [00:07:54]:

And in that second piece of the no brainer offer, in this case for Laura, her strategy session, she was able to really understand exactly what full transformation was going to look like and make alterations and really truly develop a spot on proposal not just for the customer, but yes, for the customer too. Because by then they actually understand what they need and what they don't have. And during these quote unquote, no brainer offers this for Laura strategy sessions, a lot of the clients that she was speaking to would have responses like this, like, wow, I hadn't thought of that. Oh my gosh, I'm so glad we mapped out this strategy. I see now how it can all come together. So they were actually getting more excited about what was to come. And then when Laura, in her second part of that strategy session, aka no brainer offer, that second meeting, that 30 minute meeting, she would take about 10, 15 minutes to review what they already did, gain clarification, cross T's, dot I's, and say, okay, here is what I believe your next best steps are. And when she presented, or if, because she didn't always, but if she presented an offer that was five thousand, ten thousand, a hundred thousand dollars, at that point they were like, yeah, absolutely.

Renee Hribar [00:09:13]:

So then the full transformation offer becomes a no brainer offer. So all Laura really had to get good at defining and explaining to somebody who had never paid her before, who really was an untested relationship, was a $197, 90 minute of her life and their life experience. And most people were at least, even if they weren't totally sure if she was the one at least willing to go, yeah, okay, we'll try it out. Because of all the reasons, because it was easy to say yes to, because it's not that much time, it's not that much skin off our nose. I've made worse mistakes for more money, right? So they're always thinking the worst case scenario, heck, we are too. This eliminated a lot of that friction in quote, unquote, the sale. And then once they started working with her, and this is for you, my friends, if, you know, if someone starts to work with you, they will love you and they will want to work with you forever and they will want to send you referrals. Then this works so perfectly for you.

Renee Hribar [00:10:14]:

And this is not just for you. This is not just something I thought of. This is something I've developed. I've seen work in tons of different environments. I mean, I've, I can't tell you, I have been in hundreds of thousands of sales conversations. And it wasn't always up to me what the offer was. Right. A lot of times I was selling for someone else, selling someone else's stuff.

Renee Hribar [00:10:35]:

And every time we were able to insert this, what I'm calling a no brainer offer. In Laura's case, a strategy session, which was 60 minutes up front and 30 minutes on the other side with a couple days in between. Her proposals landed, her proposal, rates raised, and then once she got delivering on the proposal, once it was accepted, of course, she was so happy. She did not resent her clients. She did not find things that were out of scope. And if she did, she was clear and confident about saying, hey, listen, I'm noticing a couple things that if we added them to our current work together, it could help us get to the goal faster. But they aren't included in our current agreement. Do you want to hear what it might look like for me to add those in again? It doesn't even necessarily have to be about money.

Renee Hribar [00:11:27]:

It could be like, well, listen, I'm willing to do this if you're willing to, you know, go from a three month agreement to a six month agreement. Oh, okay, we'll do that. I'll keep the price the same or extending it to six months and I'll throw this in as a signing bonus. An extension bonus. So there's all kinds of ways to work the deal throughout. But what's eliminated is trying to write a proposal blind, hoping that they say yes to the big transformation even though they're blind, because they've never worked with you. And it's really, it turns every single person you're gonna meet into how a referral feels coming in because they become vetted because they've worked with you, you've given them a little bit of your time, brain and excellence. And they've seen it, they felt it, they've understood it.

Renee Hribar [00:12:07]:

And for those of you who do real big transformations, it's going to help you educate them even more so that when you show them what it actually costs to get what they want, they're not like, oh my goodness, clutch my pearls. This is horrible. No, they're gonna go, oh my gosh. Wow, you're really, you're really helping me out. Thank you. So in Laura's case, she sold no brainer offers for 197. Then she moved her nearly $2,000 and, you know, two long term coaching clients into $5,000 each. If the results aren't enough to make you want to try a no brainer offer, I Want to tell you something else.

Renee Hribar [00:12:44]:

It's called the Costco rule of sales. I love this one. So this is what Laura said. I've got my no brainer offer. I've been selling it, it's working. But now I'm getting on calls with people who seem like they're ready for more. Should I introduce my whole offer or should I go straight to the bigger package? This right here. And I'm laughing because every single person who tries the no brainer offer loves it.

Renee Hribar [00:13:08]:

And then they get really good at the proposal. Takes so little time, they know exactly what to offer them. They deliver it, it's rocking and rolling. And then they get a customer who's like, oh, I really, really want to work with you. Or they get a potential client, they get a discovery call booked, and like, I just want to go all the way. And then we forget what we did and why it worked. I get this every single time I work with someone, so I just want to encourage you. It's okay.

Renee Hribar [00:13:31]:

It's a smart question. Here's what I told her. It's something called the Costco rule of sales. You know, when you walk into Costco, you tell yourself, okay, I'm here for paper towels and maybe some almond butter. There's this unspoken number you have in your head, right? Like, I'm not spending more than $300 no matter what. That number is. Your internal emotional spending threshold. We all have it.

Renee Hribar [00:13:54]:

Your clients have it or your potential clients have it. Even if what you're offering is exactly what they need, if it crosses that threshold, whether it's a financial limit or just what they're emotionally ready to invest, they'll hesitate or say no altogether. And here's the deal. Start with an easy yes, right? That's the thing. Get the easy yes. The no brainer offer, it's not just a warmup. It's strategic. Because if they say yes, they've already self identified as someone who wants to work with you.

Renee Hribar [00:14:25]:

And once they experience the results, guess what happens? Now they're the ones asking, what else do you have? And that changes the entire selling dynamic. So like I said before, you really only have to get good at, quote unquote, selling a no brainer offer. Because after that, it's really just you giving them your best advice. And they trust you. You're the authority figure. You know it and you've proven it already. It's not about pushing a bigger package too early. And that's where a lot of bad advice comes from.

Renee Hribar [00:14:57]:

So much that I hear And I just it make it hurts my heart. It's about letting the people walk themselves into the deeper work one step at a time. And in this case, a strategy session plus a couple days of support in between is a perfect gateway. It gives your customers the chance to vet you. It gives you the chance to vet your potential clients and customers and the whole experience is a win win. So from there, the custom fit offer feels so natural. It's a natural next step. You're the trusted advisor.

Renee Hribar [00:15:29]:

They already have worked with you. They can say yes, this person's amazing. And you can easily move forward to what really has to happen for them to get the goals that they said they wanted. So if you're wondering how to navigate the sales conversation, remember the Costco rule. Don't overwhelm your client by handing them the whole store at once. Let them fill their cart one yes at a time. So creating your first offer or your next doesn't have to be overwhelming. It just has to start with the relationship and the ability to help the clients experience your value.

Renee Hribar [00:16:02]:

So here's your action step. Write down the first thing you usually do with a client. The first step that is your no brainer offer. I want to help you more. I want to see you. I want to be able to talk to you more. Because this one action step is really just the beginning. Join my email list.

Renee Hribar [00:16:17]:

The link is in the show notes. And remember, you can hit reply to any email I ever send you and ask me anything. Now I'll see you Friday to talk more about what happens after someone buys your no brainer offer and how to turn it into those $5,000 a month, $10,000 a month deals. I'll talk to you soon. Can't wait.