The Offer Dream Team: Your Easy Yes and Next Yes Offers

The '90s Chicago Bulls. The Spice Girls. The Golden Girls.

Whatever your idea of a dream team, none of them became iconic by having everyone off doing their own thing.

Your offers could learn a thing or two from them.

Because the reason you're constantly looking for your next client may not be your marketing; it might be what happens after someone says yes to working with you. 

Let's talk about it.

Are Your Offers Playing on the Same Team?

Welcome back to the Easy Yes Offers series. So far, we've talked about how to review your existing offers, why your offers may not be selling, and the POP Framework.

In this final episode in the series, we're diving into your offer dream team, which is all about ensuring your offers actually work together.

Here's what I mean.

You've got a smaller offer over here. A bigger project over there. Maybe a retainer you added because recurring revenue sounded like a good idea.

That's not wrong, per se, but there's no obvious place for a potential client to start and no clear path for a happy client to keep working with you. So you finish a project, say goodbye, and head straight back to marketing to find another client.

That's doing business on hard mode.

Your Easy Yes Offer shouldn't exist in isolation. It's part of your offer dream team, and ideally, it should lead people to what I call your Next Yes.

In this episode, we're talking about why your offers need to work together, the role of your Easy Yes and Next Yes Offers, and how designing a clear path for clients can help you do less marketing and sales and spend more time doing the actual work.

And who doesn't want that?

Because if you've already done the work to get someone's attention, earn their trust, and turn them into a client, I want those efforts to count.

When Your Offers Are Doing Their Own Thing

Something I see all the time when I look at an experienced service provider's offers is that the individual offers may be perfectly good but there’s no through line.

There's no obvious entry point. Smaller offers don't lead to bigger ones. And if I were a potential client looking at everything they sell, I'd have to work to figure out where to start and what I may need next.

That's not an offer suite working together. It's a collection of things you happen to sell.

Honestly, it's easy to see how we end up here. There's so much external influence in how we design our offers.

You see someone selling VIP days and think maybe you need one. Retainers are having a moment, so you add a retainer. Someone tells you that you need a low-ticket offer, a productized service, fractional work, a membership, or whatever business model the internet has collectively decided is the answer this month.

And because you're an experienced service provider, there are probably a lot of things you can do.

So you create an offer because you can do the work. Or because a client asked for it once. Or because you saw someone else's business model and thought maybe it would work for you too.

A couple of years later, you look at your website, and you've got six offers that feel like six different business owners created them.

It's time for you to get them working together.

Your Easy Yes doesn't exist in isolation. It's part of the bigger picture of your business, and it has a very specific job to do.

That's really the idea behind your dream team offer. Every offer has a job to do, and those offers actually work together.

Your Easy Yes Is the Proof of Concept

As we've covered in past episodes in this series, your Easy Yes is your proof of concept.

It's the taste test. It's an opportunity for a client to work with you, achieve a result, and build trust.

The client should finish the work feeling like hiring you was absolutely worth it. They got a result. They experienced your process. They know what it's like to work with you.

You've proven the concept. Which leads to the question: What comes next? 

The Easy Yes creates the win. The Next Yes builds on the win.

That distinction matters because your Next Yes isn't simply another offer you could sell this person. It's the logical next step based on the progress you've already helped them make.

You're not sitting there thinking, “Great, they bought one thing. What else can I get them to buy?”

You're looking at the results you've created together and asking what they're likely to need next.

• What does this progress make possible? 
• Where are they going to need more help? 
• How can you keep building on the work you've already done?

Think about a brand photographer. The Easy Yes could be a focused brand shoot. The client gets a great set of photos and experiences what it's like to work with them. The Next Yes could be quarterly shoots to keep their content library fresh.

Or an operations consultant. You start with an operations audit and a 90-day roadmap. The client gets a plan and a clear win. Then the Next Yes is helping them implement it or stepping in as fractional operations support.

Or take an interior designer. You start with an in-home design consultation for one room. The client gets direction and gets a taste of how the designer works. The Next Yes is a full-service room design or even a bigger project.

These are different types of services for different businesses, each with the opportunity to build a longer-term relationship with the client.

Now, does every single Easy Yes need to lead perfectly into a Next Yes?

No. You can absolutely have a standalone offer.

But strategically, I want you thinking about where your client relationship can go. If every single offer ends with you saying goodbye and going back out to find someone new, you're making your marketing and sales a whole lot harder than it needs to be.

A Trusted Service Provider Is Hard to Replace

Before you think I've been body-snatched by a celebrity entrepreneur and am about to teach you how to squeeze every possible dollar out of your clients, absolutely not.

There's something in this for your clients too. Longer-term relationships can make their lives a whole lot easier.

Remember that finding people to work with comes at a cost to your client.

Your clients have to find someone to solve their problem. They have to figure out if that person is actually good at their job. They have to decide if they trust them. Then they have to explain their business, goals, preferences, or situation.

After that all of that, they still have to learn how to work with this new person. All of this takes time and energy.

So when a client finds a service provider they trust who does good work, being able to keep working with that person is ideal for them too. 

They don't have to go back out and start the search again, and you don't have to start from zero when learning about them because you already have a relationship.

You want your offers to give that relationship somewhere to go.

You’ve Got to Pitch the Next Thing

Here's where I see service providers miss a massive opportunity. They do the Easy Yes. The client is happy. They get the client a result.

And then they don't ask them.

They sit there thinking, “Well, if they want more help, they'll ask.”

Why are we expecting the client to design their own next engagement with us?

Your clients don't know your offers the way you do. They may not know you can help with the next piece. They may not even realize what the logical next step is.

It's your job to make that natural next step clear.

And I don't mean waiting until the final meeting and suddenly surprising them with a sales pitch.

The Next Yes should be seeded from day one.

It needs to be part of the sales process. It can be on your website. You can talk about it on the sales call. You can show it as a potential Phase 2 in your proposal.

You can simply say, “We start here. We'll focus on X and get you to Y. Then, if it makes sense, the next phase is Z.”

You're showing them the path to working together for months or years to come.

And there's another reason to show them the path from day one: it gives your Easy Yes context.

Think back to the operations consultant example.

The operations audit isn't just a random audit sitting out there by itself. It's the starting point for understanding what's happening, identifying priorities, and creating a 90-day roadmap.

Then the client can decide whether to take that plan and implement it internally or move into Phase 2 and have the consultant help them with the work.

The client can see why they're starting here.

That's the role of the Easy Yes. It's an obvious place to begin, and the potential client can also see where the work could go next.

The timing of the actual Next Yes pitch will depend on your work and the client.

For some services, you may start talking about the next phase halfway through the project. For others, it may make sense to do so during the final meeting. Maybe you need to hit a certain milestone or see a specific result first.

The timing can vary, but the Next Yes shouldn't come out of nowhere. By the time you're pitching it, the client should already understand how the pieces fit together.

You've done good work. You've built trust. They know what it's like to work with you.

So pitch the Next Yes. I mean it. Pitch the next thing.

Remember, selling the Next Yes to a happy client is much easier than going back out to find a brand-new one.

Your Offer Dream Team Takes the Pressure Off

Think about the '90s Chicago Bulls. The Spice Girls. The Golden Girls.

Different kinds of dream teams, but the whole point is the same. It's not just about having great individual players. It's about how they work together.

Your offers are no different.

Your Easy Yes has a job. Your Next Yes has a job. And the whole point is to get them working together. Because when they do, all the work you've put into your marketing and sales starts going further.

Think about everything that has to happen to get a new client.

They need to find you. They need to pay attention. They need to understand what you do. They need to believe you can solve their problem. They need to trust you enough to spend money.

Then you need to sell them, and that's a lot of work! 

Your Easy Yes can help someone feel ready to buy. It's a clear place to start. Then your Next Yes allows you to build on the work you've already done together.

Will every Easy Yes client move into your Next Yes? Of course not. That's not the goal.

But what if 50% did?

Seriously. What would that do for your business?

If you worked with 10 Easy Yes clients and five of them moved into a bigger project, a retainer, or a longer-term engagement, think about what that could do for your business: 

• More revenue from the clients you've already worked so hard to get.
• Less pressure on your marketing to constantly bring in new leads.
• Fewer new leads are needed to keep your business booked.
• More time spent with your head down doing the work you're actually paid to do.

Your dream team can help make that possible for you. 

Put Your Offer Dream Team to the Test

Before you create another offer or spend another month trying to get more people into your world, look at what you're already selling.

• Do your offers actually work together?
• Is there an obvious place for a new client to start?
• Does that Easy Yes get them a clear outcome and build trust?

And from there, is there a logical Next Yes that builds on the work you've already done together?

If your Easy Yes goes brilliantly, what would your client logically need from you next?

Not, “What else could I sell them?” What builds on the results you've already helped them create? That's where you should be looking for your Next Yes.

This is exactly the kind of work we're doing inside the Staying Solo Squad this August.

We're focused on building your Easy Yes Offer so it's easier for potential clients to understand, buy, and say yes to.

But your Easy Yes doesn't exist in isolation.

We're looking at where potential clients should start, the outcome your Easy Yes creates, and how that offer fits with what you already sell.

You likely already have offers that work, so it’s just a matter of fine-tuning them and making sure you have a dream team working for you.

If you want my help figuring out your Easy Yes Offer, strengthening its positioning, and making sure it actually makes sense in your business, join us in the Staying Solo Squad.

Let's make it easier for potential clients to say yes and make sure there's somewhere for your happy clients to go next.