This section is as important as the previous one and it will help you build a better offer. Now, there’s a common mistake in the industry. Everyone just finds a niche and comes up with a channel, and suddenly thinks they have an offer. Like “I do TikTok ads for SaaS companies”. Well, let me tell you this will NEVER work. Why? Because in order to build a good offer we need to apply reverse engineering, How does this work? We can’t just assume SaaS companies want to be helped to do marketing with TikTok. In fact, nobody cares about a specific channel as I mentioned before. If you simply assume there’s a channel that will work with an industry you’re basically gambling. You’re literally giving your money to the casino. Just assume you don’t know anything yet.
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Instead of learning a skill like email marketing, FB ads, lead gen, and thinking we can help anyone, we do the opposite. We first find a market. It can be any market that you prefer (maybe a market where you have previous knowledge or a market you’ve seen succeeding lately). Then we reach out and get in touch with the business owners to get feedback about our offer. We ask about their problems, most common issues, etc. We can even ask them what kind of solution they’d like to get. Based on all that information we craft our offer and we learn new skills. But how do we shorten the learning curve? How can we learn about this while working? The good thing about building an offer is that you can start with a basic idea of an industry and a solution, put in the work and learn on the go. For example. You can start doing lead gen for SaaS companies. So you start reaching out to owners in this space and you offer them the service. They might show interest in the outcome, which will be something like increasing MRR. But when you jump on calls and explain what’s your original idea, you might find out that there might be another better solution to accomplish their goals. For example, meta paid ads. Maybe you can get more exposure, reach more people and get more subscriptions for their platform. See? So you adapt to what the market needs, not to what you think is good for them. In my case I started helping IT companies get more leads. But what I’ve found after jumping on sales calls with these biz owners, was that they needed to shorten their sales cycles because they were too long. Getting meetings booked wasn’t enough for them. So I came up with a solution and I decided I was going to help them build a better pre-qualifying process, and to help them structure their sales cycle in a different way. See? The offer evolves based on the feedback you get from your market. Not based on what you think it works. To summarize: Step 1: Start with a simple idea → Step 2: Reach out to your industry → Step 3: Offer the service + get feedback → Step4: Tweak and improve the solution → Repeat Step 2.