Topic

Offers

A list of deliverables tells a buyer what arrives. An offer also needs to explain why that work matters in their situation. Start with the decision your service helps them make, then describe its scope and limits.

• What are customers actually paying you for?

  An offer gets easier to explain when the deliverable has a clear job in the customer's business.

  3 min read

• When your service menu makes the buyer design the offer

  Help buyers choose a sensible starting point by explaining when each service fits, what it resolves and what needs to happen first.

  4 min read

• Which parts of your process belong in a proposal?

  Explain the steps that change the buyer's commitment, the evidence behind a decision or what happens when the work reveals something unexpected.

  4 min read

• When a client request deserves a new service

  Decide whether to improve your core offer, test a small extension or take on a different promise before adding another service.

  5 min read

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