The Offer Edit

Creating a new offer can be one of the smartest things you do in your business.

The right offer can create a clear entry point for new clients and make your business easier to market, sell, and grow.

The wrong offer creates confusion and complexity.

That's because offers don't exist in isolation. Every offer affects your marketing, sales, positioning, and client experience.

Which is why the question isn't simply, “Should I create this offer?”

The better question is, “What job will this offer do?”

Because the best offers don't just generate revenue. They make your entire business easier to understand, easier to buy from, and easier to run.

Before you create a new offer, take a hard look at the offers you already have.

So, in this episode, I'm going to walk you through an Offer Edit: a simple process for evaluating the offers you already have and ensuring each one has a clear role to play.

This episode is the first in a new series all about Easy Yes Offers. Because great offers do more than generate revenue. They make your business easier to market, refer, sell, and run. Throughout this series, we'll look at how to create offers that solve clear problems, fit into a thoughtful suite of offers, and help your dream clients confidently say yes.

Imagine you've been referred to someone. You know you have a problem, and you know you need help. You land on their website ready to learn more, but instead of seeing a clear path forward, you're faced with a menu of options. Which offer do you need? What's the difference between the VIP Day and the Intensive? Should you start with the Audit? Is Consulting different from Coaching? Where exactly are you supposed to begin?

This is where many potential clients get stuck. Not because there aren't enough options, but because there are too many.

And that's what I want to talk about in this episode. 

Sometimes the reason sales feel difficult isn't that you're bad at selling. It's because your offer suite is making the sale harder than it needs to be.

There’s no denying you’re talented, experienced, and genuinely good at what you do. But when marketing feels like a struggle, referrals aren't converting, or conversations feel harder than normal, the instinct is often to create a new way for people to work with you.

But before you create another offer, I want you to take a hard look at the offers you already have, because most of the time the answer is to simplify them so they’re easier to market, refer, sell, and buy.

Your Offer Suite Impacts More Than Sales

Your offers do far more than just generate revenue. They shape how you market your business. They shape how referrals happen. They influence the conversations you have with prospective clients. They impact how easy it is for people to understand what you do. They even influence how much mental energy it takes to run your business day to day.

It’s so easy to assume that more offers create more opportunities. On the surface, that sounds logical. More offers should mean more ways for people to work with you and more ways to make money.

But every offer comes with a cost that most people fail to consider, as every one of your offers needs: 

• Positioning and messaging
• Marketing
• Examples and proof
• Systems
• Sales collateral and conversations 

When you have too many offers, your attention becomes fragmented. Instead of getting really good at selling a handful of offers, you're trying to sell ten.

You're creating complexity, and that has consequences as it makes: 

• Your marketing harder because you're constantly deciding what to promote.
• Referrals harder because people aren't exactly sure what to send clients to you for.
• Sales conversations harder because prospects are trying to sort through options instead of making decisions.

And perhaps most importantly, it makes your business harder to run as there’s way too much going on. 

The Accidental Offer Suite 

The longer you’re in business, the easier it is to end up with a pile of offers as you learn different strategies and are influenced by celebrity entrepreneurs who teach that the fastest path to success is whatever they’re selling. 

So you end up adding a VIP day, and then a workshop….and every single addition feels like a good idea at the time because each one solves an immediate problem or promises a new opportunity.

But eventually those additions create a level of complexity that starts working against you. And if you're already feeling stretched thin, another offer may be the exact opposite of what your business needs.

If you’re looking for ways to increase revenue without working more hours and want your business to be more sustainable, a cluttered and chaotic offer suite does the exact opposite.

Stop Creating Offers to Avoid the Real Problem

Most people don't create a new offer because they've identified a genuine strategic opportunity. It’s usually a reaction to something else in the business not working. 

Sales or referrals have slowed down, or you’re bored, or your marketing isn’t working the way it used to.

The next thing you know, you're deciding you need to add a VIP Day. Then a strategy session. Then you launch a workshop. 

Before long, you’ve built an entire catalogue of offers, and you’re still dealing with the same underlying problem. The new offer didn't solve the issue; it just gave you something fresh and fun to focus on. 

That's one of the reasons that offer creation can feel so attractive. It feels productive. It's exciting. It's creative. It's much more fun than consistently marketing an existing offer.

But if we're honest, sometimes creating a new offer is a distraction from the harder work that actually needs to happen.

This brings me to what might be my strongest opinion in this episode.

For most service providers, three public-facing offers are plenty. Most service providers would make more money by focusing on selling a handful of offerings exceptionally well rather than maintaining a long list of options.

Now, does every business need exactly three offers? No. There are always exceptions.

But when I look at businesses that are easy to understand, easy to refer to, and easy to buy from, I see restraint. Their offers have clear roles, solve specific problems and most of all, new clients know where to start.  

It’s Time for Your Offer Edit

Before you create another offer, I want you to do an Offer Edit.

Start by making a list of all the offers you currently have. Everything. Services, packages, retainers, VIP Days, workshops, programs, audits, courses.

If someone can buy it, it goes on your list.

Once you've made that list, sort every offer into one of three categories: Recommit, Refine, or Retire.

Recommit

The recommit category is for offers that are working. People buy them. You enjoy delivering them. They fit your business. You're willing to actively market them.

The question I want you to ask yourself is simple: Am I willing to spend the next six to twelve months consistently talking about and selling this offer?

If the answer is yes, it belongs in the Recommit bucket.

Refine

The refine category is for offers with potential, but that need work. Maybe the positioning isn't clear. Maybe the outcome isn't obvious. Maybe the pricing needs attention. Maybe the scope has become bloated over time. Maybe it's competing with another offer in your business.

The offers in this bucket need some refinement to work better for you and your business. Often, it’s a matter of tidying up scope or boundaries, or breaking part of a bigger offer out on its own to create an Easy Yes Offer so that there’s a clear entry point for your potential clients. 

Retire

Retire is the hardest category because these offers once worked. Sometimes they made good money. Sometimes you're attached to them.

But if an offer no longer fits your business, rarely sells, creates confusion, or distracts from better opportunities, it's worth asking a hard question:

If this offer didn't already exist, would I create it today? If the answer is no, that tells you something.

The Easy Yes Test

Once you've completed your Offer Edit, I want you to take it one step further. Every offer that survives should pass what I call the Easy Yes test, which has three parts.

Client Fit

Before you look at revenue, ask yourself a simple question: Do people actually want this? Ask the following questions: 

• Is the problem this offer solves clear and specific? 
• Can someone immediately understand who it's for and why they would need it? 
• Or does it require a long explanation every time you talk about it?

Think about how people respond when you mention it. Do they lean in and ask questions? Do they immediately see themselves in the problem? Or do you find yourself constantly trying to convince people that they need it?

You also need to look at the pricing: 

• Is this a price you can confidently stand behind? 
• Can you talk about the investment without hesitation? 
• Can you explain the value without feeling like you're apologizing for it?

If every sales conversation feels like an uphill battle, that's important information. A strong offer doesn't mean everyone buys. It means the right people quickly understand why it's valuable, and it solves a clear problem. 

Business Fit

Next, you need to get real about your experience delivering the offer. Consider the following: 

• Do you actually enjoy doing this work? 
• Do you look forward to these projects, or do you dread seeing them on your calendar? 
• Do you genuinely believe the offer creates meaningful results for clients?
• Does this offer fit the business you're building today?

It’s easy to fall into the trap of keeping offers because they worked at one point, but if they’re not working for you anymore, that’s okay. Just because an offer “works” doesn’t mean it’s working for you anymore.

You may find the work stressful, or you may not like working with the type of clients it attracts. An offer can be successful and profitable, yet a bad fit for you and your business in this season. 

Offer Suite Fit

Finally, there's offer suite fit. Every single offer in your business should have a job and earn its place in your lineup. 

It should be clear how this offer fits alongside everything else you sell and whether it creates an Easy Yes or a Next Yes.

An Easy Yes Offer helps someone get started. It's an obvious solution to a specific problem and easy for clients to understand, say yes to, and recommend.

A Next Yes Offer gives existing clients a logical next step. It builds on work you've already done together and helps clients continue making progress without having to start from scratch.

Not every offer needs to lead to another offer. But every offer should have a clear purpose. It should support your positioning, make your marketing easier, and help prospective clients understand where to start or what to do next.

Think about referrals, too. Can someone easily describe this offer to another person? Can they quickly explain who it's for, what problem it solves, and why someone would want it?

The best offer suites create clarity. Buyers can immediately see where they fit. They know which offer is for them. Existing clients can see a natural next step when they're ready.

On the flip side, some offers create confusion. And when that happens, your offer suite isn't making it easier for people to buy; it's making them work harder to figure out what they need.

That's usually a sign that the offer doesn't have a clear role.

Every offer in your business should have a reason to exist: it serves a specific purpose, supports your positioning, and strengthens the rest of your business. Anything else is simply a distraction. 

Building Your Easy Yes Business 

Your offer suite isn't just a collection of things you sell. It's one of the biggest factors shaping how your business operates every day.

It influences how easy it is for you to market and sell your services, and whether your business feels delightfully boring. 

I encourage you to take the time to edit your offers so that they help make what you’re selling an easy yes for your potential clients. 

Because the businesses that are easiest to market, easiest to refer, and easiest to buy from are the ones with the simplest offers. 

In the next episode, we're taking the next step in the Easy Yes Offer series and looking at the real reasons your offers aren't selling. Once you've simplified your offer suite, the next question is whether your offers are positioned to make buying easy.