Less.

This is what most of my clients feel like they should be offering.

Most of the people I cross paths with are terrified of being too pushy.

They’re terrified of “over-selling.”

They blanch at the thought of ever pushing someone to buy more than they need.

And there’s a deep sort of integrity there. But it’s only a half integrity. It’s coming out of collapse.

Those same people would never consider that being too passive, under-selling or selling someone less than they need might be out of integrity in any way.

It’s a strange sort of thing.

And so, most of them go about their business lives playing very, very small and offering very small things.

Imagine you sell supplies for crossing the Sahara desert and your friend visits you, excited to tell you about their trip but they only have a small flask of water.

Is it really kind to say, “Sure. You’ll probably be fine.”

And so it is.

They offer single sessions to clients knowing full well it won’t even come close to delivering them the real result they want, but have rarely considered created a beautiful, bespoke, larger package.

They do the occasional talk but have never thought of leading a workshop.

Or they lead workshops but they’ve never thought of hosting a retreat.

Or they have led retreats but have never considered starting a school or higher level mentorship program.

You get the idea.

Most of them have never considered that their clients might actually want more from them, not less.

And sometimes that ‘more’ might be less.

Some entrepreneurs offer a lot of high level things but have never considered creating more affordable eBooks or online, homestudy versions of their work.

Your clients might actually want to hear from you more frequently. That’s possible.

They might want to access your content in different ways. They might want more shallow or deeper versions of your work.

I’ll never forget when I first ran my Marketing for Hippies 101 program online. I had forty people sign up and pay me $200. They’d been waiting for me to offer something like this since I was never going to tour my workshops to where they lived. That money had been sitting there on the table the whole time.

And then I led my Niching Spiral program and, on my third go at it, made $24,000 from a thirty-day, online program. My clients were wanting help with this and, when I offered them something more than the blog posts and free videos I’d put out about it, they lept.

In November of 2016, I decided to launch my Marketing Mentorship program for twelve entrepreneurs. I was surprised and delighted by how quickly it filled, generating a solid $5000/month for me. It wasn’t for everyone, but there were clients of mine who’d been waiting, though even they hadn’t known it, for such a thing.

Most entrepreneurs have a poorly thought out, spindly little business model. Your business model could likely afford to be more robust. As you build it out, two things happen. As you build out the free and cheap levels of your work (e.g. blog posts, podcasts, online video, eBooks etc.) your business becomes safer to approach and check out. As you build up the higher priced levels of it, your business becomes more sustainable for you.

What do your clients want from you?

I’d wager a hefty amount of money on this answer . . .

More.