You thought you did it. It was easy to create an offer people actually want! But then, nothing happened. You got no calls. No DMs. No sales.
I know how frustrating it can be to launch a product and then hear crickets. Crickets are a sound I am deeply familiar with. This is because there is a difference between a good idea and a wanted offer. Creating an offer people actually want might involve a good idea, but that’s not even close to the whole of it. So, let’s dig into the specifics.
Step 1: Start with the Problem — Not the Product
As the party seeking to sell something, we often focus on the features that we think make the product worth the price. I’ve done it when building packages for my consultation services; others I know have done the same. We are asking the wrong questions, because our questions include what makes this worth $999? And while that might be a helpful thing to determine, it also fails to address the solutions. People want solutions to their problems; they don’t necessarily care about the feature that gets them there.
What does this look like? Here are some examples that might help you think through your offer.
(Note: these examples came from ChatGPT, so if you need a little inspiration, head over there!)
- Problem: “I can’t keep up with creating content for my business.”
Solution:
Offer a Content Calendar Template + AI Prompts Toolkit to help entrepreneurs plan a month of content in one hour.
Why it works:
Instead of selling “a social media training,” you’re solving the real problem of time, burnout, and decision fatigue.
- Problem: “I’m getting website traffic, but no one is buying.”
Solution:
Create a Sales Funnel Audit & Fix-It Package that identifies conversion gaps and provides clear fixes.
Why it works:
You’re not selling a generic “funnel service.” You’re targeting the specific pain of traffic that isn’t converting.
- Problem: “I want to start a business, but I don’t know where to start.”
Solution:
Offer a ‘Start Smart’ Business Clarity Bootcamp that helps moms identify their profitable idea, target market, and simple launch plan.
Why it works:
You’re not just offering business coaching — you’re helping overwhelmed beginners get unstuck and take the first step.
Step 2: Talk to Real People
Sometimes we think we have great ideas that will sell like hotcakes. The truth is, we are often wrong. There is something that tends to tell the whole story, no matter what our ideas are: data. If you want to create an offer people actually want, you have to go with the data.
Customer interviews, polls, and feedback can provide valuable insights into what your offer should be. Ask real people what they need. Current customers, social media followers, and people you know in person are great places to start. You don’t necessarily have to pay for research.
In fact, it can be better if you’re the one personally talking to the people because you can extract real language.
How to Extract Language Your Ideal Client Actually Uses
Want your offer to hit home the first time someone reads it? Use their words — not your polished, professional ones.
The fastest way to build trust is to make your ideal client feel like you’re reading their mind. And that starts by listening.
Look at places where your audience is already talking:
- Discovery calls and client sessions
- DMs and email replies
- Polls on Instagram or Facebook
- Comments in niche Facebook groups
- Amazon reviews or testimonials — yours or a competitor’s
Pay attention to the exact phrases they use when they talk about their problems. Not “I’m struggling with lead generation,” but “I’m posting every day and still hearing crickets.” That phrase — “hearing crickets” — is emotional, visual, and real. That’s the gold you want.
Here’s a tip: keep a simple spreadsheet or swipe file with columns like:
- Problem they’re having
- Exact words they used
- Emotion behind it
- What they wish would happen instead
You’ll use this “voice of customer” data in your sales page, email subject lines, and even your offer name. When someone reads your copy and says, “It’s like you’re in my head,” — that’s not magic. That’s research.
You don’t need fancier words. You need familiar ones — the kind your ideal client already says out loud when they’re frustrated or dreaming of a solution. Create an offer people actually want by using their own language.
Step 3: Validate Before You Build
There are a few different ways to validate before you build. One is pre-selling. Pre-selling has its pros and cons – the obvious con being that once you set a date, you have to keep it.
People who paid for your product probably don’t care that you’ve been dealing with a full plate. They want what they paid for. On the other hand, the pro is that you won’t waste your time creating something that no one will buy.
Other options to validate before you build include waitlists and beta offers.
If you have a list of interested parties before you create the product, you will have an idea of how many people might purchase it when it’s done. You can also have people test the product to help you determine where you need improvements and what a good price point is.
Step 4: Create an Irresistible Promise
You have to back up your offer with something truly irresistible. Offers are about results, not just the services. You must frame your offer in terms of the transformation.
Let’s look at a few examples of this.
Before, you may have said:
Buy four coaching calls, get one free!
With the irresistible promise, it will look more like this:
Double your sales in three coaching calls, or you don’t pay!
Come up with something that removes the risk, and you’ll have an offer that grabs attention.
Step 5: Ask “No” Questions
Saying “yes” feels like a commitment that scares off buyers, even if they truly would benefit from your offer. This is where “no” questions can make an impact. It is so much easier to say no!
What are “no” questions?
- Do you disagree?
- Would it be crazy to consider trying this for a month?
- Are you opposed to learning a more efficient way to handle this?
- Would it be premature to talk next steps?
If you’re a buyer still on the fence, would these questions scare you off? I don’t think so!
Bonus Tip: Use Your Unique Edge
Here’s the truth: it’s rare to find a business that is completely unique in what they sell or do. That said, your story, approach, or methodology makes it different. Only you can be you like you.
Find your unique thing – the thing that no one else has (you) and stand out in a crowded market.
Conclusion
Creating an offer people actually want doesn’t start with brainstorming… it begins with listening.
- Know the problem.
- Talk to your people.
- Validate the demand.
- Make a promise they care about.
- Skip to the “no.”
You don’t need to reinvent the wheel — you just need to design a wheel that rolls exactly where your ideal client wants to go.
You need clarity, conversation, and confirmation. Strive for that, and you can create an offer people actually want.