During one of our recent Zoom calls in The Circle, my friend Josefine Wanner, a highly accomplished business growth strategist joined us to share her invaluable insights on creating irresistible offers that I believe will greatly benefit all independent patient advocates. Josefine emphasized the significance of following her seven-step process, which serves as a roadmap to avoid common mistakes and achieve success in the world of independent patient advocacy.

As independent patient advocates, we strive to provide exceptional value to our clients while building profitable practices. However, without a well-designed and irresistible offer, we may find ourselves struggling to attract and convert clients effectively. Josefine’s proven methodology equips us with the tools and guidance necessary to create irresistible offers that not only resonate with our ideal clients but also generate consistent and sustainable growth.

By following Josefine’s seven-step process, we can navigate the potential pitfalls and challenges that often arise when creating offers. These steps provide a solid foundation for success, enabling us to position ourselves as trusted advocates and attract the clients we genuinely want to serve. Whether you’re just starting out or looking to refine your existing offers, Josefine’s insights will prove invaluable as you craft compelling and irresistible solutions for your clients.

In this article, we will delve into each of the seven steps outlined by Josefine. Together, we will explore the significance of identifying the ideal client, conducting thorough market research, designing and pricing offers, promoting and selling, co-creating and delivering, collecting feedback, and refining the offers based on insights gained. Each step plays a vital role in the overall process, and by understanding and implementing these principles, we can enhance our ability to create irresistible offers that truly resonate with our target audience.

Step 1: Identifying the Ideal Client

One of the fundamental steps in creating an irresistible offer, as emphasized by Josefine, is identifying your ideal client. This crucial step involves distinguishing between trigger clients and ideal clients. Understanding the difference between these two groups is paramount to the success of our independent patient advocacy practices.

Trigger vs. Ideal Clients

Josefine highlights the importance of connecting with our peers and referring trigger clients to someone else. Trigger clients are those individuals who, at first glance, we may think we should serve because they resemble a former version of ourselves. However, Josefine cautions that these trigger clients often drain our energy and may not benefit from our specific expertise. By connecting with our peers and referring trigger clients to them, we ensure that these individuals receive the assistance they need from professionals best suited to address their unique circumstances.

Conducting Client Research

For new entrepreneurs and independent patient advocates, it is crucial to focus on defining our ideal client and understanding how this profile may evolve over time. As we gain experience and insight, our understanding of who we truly want to serve becomes clearer. The process of identifying the ideal client is not a one-time task; it is an ongoing exploration and refinement of our target audience. Through continuous learning and feedback, we can better align our services with the needs, desires, and preferences of our ideal clients.

By honing in on our ideal client, we unlock the magic of connection. When we resonate with our dream clients, we create offers that truly speak to their needs and aspirations. Our ability to attract and serve these individuals becomes seamless, resulting in more meaningful client relationships and ultimately, greater success in our independent patient advocacy practices.

I encourage you to network with other advocates and actively engage in discussions sharing  your experiences in identifying your ideal clients. Gaining this clarity on the clients we genuinely want to serve is HARD.  Supporting each other as we navigate this vital step can help us all identify our ideal client quicker and with more clarity.  If you have successfully completed this step (even if just temporarily) please share your experience in the comments. Remember, this understanding may shift and evolve over time, so it’s important to remain open to new insights and experiences. Together, we can refine our ideal client profiles and lay the foundation for creating irresistible offers that resonate deeply with those we are truly meant to serve.

Step 2: In-Depth Market Research

Josefine also emphasized the immense value of conducting thorough market research as part of the offer creation process. Market research is a critical step that allows us to refine our ideal client profile and gain a deeper understanding of their needs, desires, and pain points. By investing time and effort into this research, we can create offers that truly resonate with our target audience and position ourselves as their go-to advocates.

Surveys

There are various methods we can employ to conduct market research effectively. Josefine mentioned a few key approaches, including surveys, interviews, and social media analysis. Surveys allow us to gather quantitative data and collect valuable insights from a larger group of individuals. By crafting thoughtful survey questions and sharing them with our target audience, we can uncover valuable information about their preferences, challenges, and aspirations.

Interviews

Interviews, on the other hand, provide an opportunity for deeper and more qualitative exploration. By engaging in one-on-one conversations with potential clients or individuals who represent our target audience, we can gain invaluable insights into their specific needs and pain points. These conversations allow us to dig deeper, ask follow-up questions, and truly listen to what they have to say. By actively listening, we can uncover valuable nuggets of information that may inform the design of our offers.  This is the method I have been using since starting Tennessee Health Advocates.  I personally have found that getting curious and exploring things in a one on one setting with other advocates has provided me with the most value and return on my time investment.

Social Media Analysis

Social media analysis is another powerful tool in our market research arsenal. By monitoring conversations and engagement on platforms such as Facebook, LinkedIn, or Twitter, we can gain a better understanding of the topics, questions, and challenges that our target audience is discussing. This information can guide us in tailoring our offers to address those specific pain points.  

Josefine’s point about the importance of talking to people and listening to their needs cannot be stressed enough. Market research is not a one-sided data collection exercise; it is an opportunity to engage in meaningful conversations and build relationships with our potential clients. By truly understanding their needs and desires, we can design offers that meet them with precision and create transformational experiences for our clients. 

Again, I’m going to highly encourage you to actively participate in market research discussions and share your experiences. Supporting each other in honing our market research skills and leveraging the valuable insights gained to create compelling offers. By listening to our potential clients and engaging in genuine conversations, we can develop a deep understanding of their needs and ensure that our offers are tailored to deliver exceptional value.  

Steps 3-7: Completing the Process of Creating the Irresistible Offer

The majority of our live call with Josefine focused on steps one and two because she has found most entrepreneurs either get stuck in these two steps or more importantly skip these crucial steps.  Skipping these steps can prove disastrous for a new business and cause ongoing harm to the health of the business.  However, the remaining steps deserve some attention so let’s take a look at the remaining five critical steps in order to understand their significance in the offer creation process.

Step 3: Designing and Pricing: 

After gaining clarity on our ideal client and understanding their needs, it is time to design our offer. This step involves creating the framework, pillars, and skeleton of our offer. Importantly, Josefine advises that designing and pricing should be done before building out the offer itself. By establishing the design and pricing upfront, we can validate the viability of the offer and ensure that it aligns with our target audience’s expectations and our business goals.

Step 4: Promoting and Selling:

Once we have a well-designed offer, it’s time to promote and sell it to our target audience. Promotion plays a crucial role in attracting the attention of potential clients and standing out in a crowded market. By employing effective marketing strategies, we can reach our ideal clients and communicate the unique value of our offer. Selling is the next step, where we convert interested prospects into paying clients. Josefine’s emphasis on this step reminds us of the importance of effectively communicating the benefits and transformation our offer can provide to our clients.

Step 5: Co-Creating and Delivering:

Co-creating the offer with our beta clients is an essential step in ensuring that we meet their specific needs and desires. Engaging with beta clients allows us to refine and tailor the offer based on their valuable feedback and insights. This co-creation process strengthens the client-provider relationship and enhances the overall client experience. Once the offer is co-created, it’s time to deliver it to our clients. Delivering the offer with excellence and professionalism is crucial in building trust and creating positive outcomes for our clients.

Step 6: Collecting Feedback: 

Collecting feedback from our clients is an ongoing and essential practice. Feedback provides us with valuable insights into the effectiveness and impact of our offer. It allows us to assess whether we are delivering on our promises and meeting our clients’ expectations. By actively seeking feedback, we can identify areas for improvement and make necessary adjustments to enhance our offer’s value and outcomes.

Step 7: Refining the Offer: 

Based on the feedback received, we enter the refinement phase. This step involves using the feedback and insights gained to refine and improve our offer continuously. By continually and methodically refining the offer, we ensure that it stays relevant, compelling, and aligned with our clients’ evolving needs and preferences. Embracing this iterative approach enables us to create offers that stand the test of time and continue to deliver exceptional value.

It is crucial for us to implement these remaining steps with intention and dedication. By following the framework outlined by Josefine, we can create offers that truly resonate with our clients and elevate the standards of our independent patient advocacy practices. Let’s strive to design, promote, sell, co-create, deliver, collect feedback, and refine our offers with a commitment to continuous improvement and client-centered excellence.

My Thoughts & Experience:

I am incredibly grateful for Josefine’s insightful presentation on creating irresistible offers. Her expertise and advice resonated deeply with my own experiences as an independent patient advocate. The relevance of her guidance will be helpful for all of us as we strive to build successful and sustainable practices.

Ideal Clients

One aspect that particularly struck a chord with me was Josefine’s emphasis on identifying the ideal client. Through my own journey, I have learned the significance of understanding and defining the specific audience I want to serve. It is not just about attracting any client; it is about attracting the right client—the one who aligns with my values, expertise, and passion. This understanding has allowed me to cultivate deeper connections and deliver more meaningful outcomes for my clients. Josefine’s reminder to distinguish between trigger clients and ideal clients reinforces the importance of setting boundaries and focusing on serving those who truly benefit from our services.

Market Research

In addition, I found Josefine’s insights on market research resonated strongly with me. As I embarked on my own independent patient advocacy journey, I quickly realized the power of listening to people’s needs and desires. By actively engaging in conversations, conducting surveys, and analyzing social media interactions, I gained valuable insights into the challenges and pain points faced by my target audience. This knowledge enabled me to tailor my offers and deliver customized solutions that truly address their unique circumstances. Josefine’s advice to talk to people and listen attentively reinforces the transformative impact of market research and the necessity of building our offers based on genuine client needs. Not what we think and/or believe our clients need.

Design & Pricing

In my personal experience, implementing Josefine’s steps has yielded remarkable results. By designing and pricing my offers before building them out, I was able to validate their viability and ensure that they align with the expectations of my ideal clients. Promoting and selling these offers with confidence and authenticity has allowed me to attract clients who are genuinely interested in the services I provide. Co-creating and delivering the offers with beta clients has strengthened my client relationships and enriched the overall experience for both of us. Collecting feedback and continuously refining my offers based on client insights has allowed me to evolve and improve, consistently providing exceptional value.

I firmly believe that by embracing Josefine’s seven-step process, independent advocates can elevate their practices to new heights. As we implement these principles and share our collective experiences within The Circle community, we empower one another to create irresistible offers and deliver exceptional outcomes for our clients.

Spend some time reflecting on Josefine’s insights and consider how they can be applied to your own independent patient advocacy practice. Embracing these steps allows us to continue to refine and strengthen our offers, attract our dream clients, create sustainable and profitable practices AND help more patients and families get what they want, need, and deserve from our fractured healthcare system. Together we can leverage the power of community to support and uplift one another on this incredible journey of making a positive impact through independent patient advocacy.

Conclusion:

In conclusion, Josefine’s presentation has equipped us with a roadmap to create irresistible offers. By identifying our ideal clients, conducting thorough market research, and implementing the remaining steps, we can build sustainable and profitable practices that make a meaningful impact on the lives of our clients. I hope you seize this opportunity to create offers that resonate deeply with your clients and transform the landscape of patient advocacy. The possibilities for growth and success are boundless. 

I am committed to supporting each and every one of you as you implement these steps and continue to thrive as independent patient advocates. I hope to see you in The Circle where advocates support patients with support.  The Circle provides a nurturing environment to connect, learn, and grow together.

Stay tuned for more valuable insights and practical strategies to further enhance your independent patient advocacy practice. Together, we will unlock our full potential and make a lasting impact on the lives of those we serve.