How a delivery system gets you more clients

Everyone is chasing leads and yet, most founders struggle to get them and turn into clients.

And this has a simple reason behind it:

They force people to do something they aren’t ready for. I mean, would you do something you don’t want?

I don’t think so…

It’s the same with your potential clients.

And this “forcing thing” comes from the lack of a delivery system for your offer. If it uses a “take it or leave it model”, you’ll repel A LOT of people.

So the way to fix this is to make sure you reach people where they are in their buying journey.

And I’m not talking about content and stuff. I’m talking about the offer that will trigger them the most.

I’m not sure if you remember, but I often say that the more complex the solution is… the more problems it creates.

If I would try to sell you now a 6-months marketing service, I would create problems for you:

– Is it the right decision for me?
– I need to find time to do X
– I need to plan my budget

And a lot more similar issues. Issues that create friction. Friction reduces sales.

The thing is, not everyone is ready to commit to all of this. And not everyone has all those answers sorted out.

Some people simply aren’t there yet, but that doesn’t mean they don’t need or want your solution.

That’s why you need a delivery system. You can give them exactly what they want when they want it.

After several iterations, I found a very easy way to build one starting from what you’re already doing.

Step 1: Define what you sell

Start by defining exactly what you sell to your clients. What do they get if they work with you?

Step 2: Define how you deliver it

Then write down the entire process of delivering your offer. What are the steps you go through?

After doing this, you should end up with:

1. A clear offer
2. An overview of it

For step no. 2, most probably you’ll end up with 5-10 phases (if you have less or more, rebuild it).

Then you can see exactly how to turn some of those phases into levels of access.

So instead of selling it as a whole, with a “take it or leave it model”, you break it into pieces easier to say YES to.

Eg:

The first thing I always do with my clients is a workshop where I sketch their High-Demand Offer™.

I could keep this under my “whole thing” and force people to commit to everything to get it, or…

Turn it into a level of access to “my world”. A level of access easier to say YES to because the friction is 10x times lower.

And also a level of access that helps me build the trust needed to sell the “whole thing”.

See how things changed? Without truly changing anything to my business or rebuilding it.

It’s just the way I sell my services and how I use a delivery system to share my offer with potential clients.

Easier to say YES. Easier to build trust. Easier to increase revenue.

And everything is already inside your business. You just need to turn what you sell into a High-Demand Offer™ using the delivery system.