Who would want your introductory offer?

Plus: Wild Self Belief, Capture the Magic, and 8 ticket left for #SBOC26

Author

Pat Miller
September 04, 2026 • Estimated Reading Time: 2 minutes

Who would want your introductory offer?

You built the small package because it was supposed to be an easy yes. $100, low risk, get them in the door, and they'll upgrade once they see how good you are. And all you're getting is a bunch of nos. Meanwhile your ideal clients show more interest in the $3,000 dollar package? How does that make sense?

Look at this the way a buyer does. One thing is $100, one thing is $3,000.

The first question anybody asks is, what am I missing if I buy the cheap one?
Why would I buy basic cable on purpose?

Your clients aren't dumb. They know they're getting a fraction of what you can do.

And the ground has shifted under the intro offer. The value of information is going to zero. If your starter package is a checklist and a video and wishing them luck, that's like selling them the IKEA instruction manual. Your ideal clients don't want to buy themselves a bunch of work. They want the problem solved. 

As one of my marketing heroes, Katelyn Burgoine says, “Don't sell a vitamin, sell the painkiller.”

The remedy: quit promoting the intro offer. Leave it on the website as an option, but spend your energy on the middle tier options and up. If people need a way to try out your services, let them test drive the Cadillac package. Give them one month on the big package with a discount. After 30 days, get their feedback. If they love it, they’re with you for the next year.

Homework: list what's on your website and mark each one vitamin or painkiller. Then go back to the last ten people who said no and offer them the test drive on the premium product.

Today’s Sponsor

Foureva Media helps entrepreneurs strengthen their brand, grow the business, and get into a circle of people who actually move them forward. Through the Foureva Circle Membership and the Six Figure Circle, you get practical strategy, accountability, and access to real opportunities instead of one more thing to read.

Tweet of the week

“wild self belief and borderline greedy ambition.” Love it.

Three Things I’m Thinking About This Week

  • Capture Your Magic for Content - Are you struggling to find great stuff to share in your social media? You need to share the pieces of your day that feel routine to you but unbelievable to someone else. You’re such a subject matter expert that you’re doing stuff in real time that your clients would marvel at if you shared them. Examples: resizing a graphic, two-clicks to balance out the monthly books, turning a meeting transcript into a brand guide, etc. etc. etc. The small stuff, the how-tos are social media catnip. Start noticing the magic you perform every day and share it.

  • Claude’s New Model is FIRE - Claude’s Fable 5.1 was released this week and it’s just kicking butt for me. Latest example: Go into my wordpress and rebuild my homepage with the messaging tweak we just discussed. I don’t even know how to log-in to wordpress and it did it for me without my supervision! The power and convenience is ridiculous. You need to get going with Claude Cowork…let me help.

  • 11 (!) Days until #SBOC26 - Small Business Owners Community Conference - The Countdown is on for the 6th annual Small Business Owners Conference sponsored by Athena Legal Solutions and Money Masters Bookkeeping. And, we only have 8 tickets left…don’t miss out! Get your ticket now!

Today’s Sponsor

Most owners don't think much about their printing until they need it. The postcard for the grand opening, the banner for the booth, the business cards you hand someone who actually matters. It's fine, right up until it looks cheap. That's where Minuteman Press Brookfield comes in. Printing, marketing, and design, no minimum order, and a woman-owned shop right here in Brookfield that treats a run of 25 like it matters as much as a run of 2,500. Got something coming up that needs to look like you meant it? Mention this SBOC ad and take 20 percent off your print order through November 13 at minutemanbrookfield.com.

Now, GO SELL SOMETHING!