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Does it seem like nobody wants to pay you for your work?
You’ve got people joining your free stuff. They’re watching your stories, liking your posts, maybe even hopping on sales calls…
But when it comes time to actually buy something, they disappear. They ghost. Or they say “I need to think about it” and slow fade into the background.
This ends today.
In today’s post, I’m going to break down:
the reason people don’t want to pay you for your offer (yet!)
and the three changes to make so you can confidently sign paying clients
And the best part is… I’m breaking it down using a real life example from one of my clients. That way you can see how these pieces come together in a way that is super tangible.
We recently ran her offer through this exact 3 part equation and she went from being low key ghosted, to signing her first client this year. As you can see in the message below ⬇️
If you’re an audio person you can listen to the podcast, or if you like to consume your info in written form, just keep reading.
Let’s get into it.
They want your work, but not your offer
Ok here’s the distinction I want to be sure you understand.
The reason you struggle to sign clients right now:
is NOT that people don’t want your work
and it’s NOT that your work isn’t “worth the price”
The problem is: you are trying to sell an offer that nobody wants.
But before you get all emo, Pablo Escobar on me, let me explain! Because I know that may sound super harsh, but I promise it’s not that dramatic.
The good news is… people DO want your work.
The bad news is… they don’t want your offer.
You might be wondering, ok so what’s the difference between my work and my offer?
Your work is the method, the tools, the transformation you’re actually capable of delivering.
Your offer is how that work is packaged, positioned, and presented to the people you’re trying to help.
Your offer needs to
solve the RIGHT problem
and lead to a compelling result.
Your work is valuable and people WILL pay for it.
But first, we have to distill it into an offer that makes the value obvious to your people, so they understand how you can help them.
You know how to help people. You have training, certifications, advanced degrees, lived experience. Quite frankly, you’re overqualified.
But when you talk about what you do, it doesn’t land.
People don’t “get it.” They don’t engage.
And that’s what we need to fix.
We need to “juice” up your offer
Sometimes…. you gotta make a Dad joke to get the point across.
Recently I was ordering a drink in Thailand, staring at this massive juice menu at a restaurant. There were so many choices “Green Machine,” “Vitamin C Blend” “Beauty Boost,” etc. etc.
And I noticed something really interesting:
I completely skipped over the juices that were just named from the ingredients.
”Vitamin C Blend”… no thank you.
”Green Machine”…. bye.
But the ones with names like “Anti-Flu” or “Beauty Booster”? I was immediately drawn to those.
Even if they had essentially the same ingredients (give or take a splash of ginger), I instinctively saw more value in the juice names that clearly told me “here’s what were going to do for you!”
And I noticed the exact same thing when I was picking out tea at the super market.
Some of the tea boxes just said “Chamomile” or “Lavendar” in big letters. Basically the name of the ingredient, was the name of the tea.
But other tea boxes were named for the result. They would say things like “Relax” or “Goodnight Tea”. And even if the relax tea was a chamomile and lavendar combo, and another tea just said “chamomile and lavendar”.
I would pick Relax tea every time.
Even if it cost 2x more.
Why?
Well usually they have a prettier box, and I’m a sucker for visual branding.
But also, I don’t want to buy the ingredient. I want to buy the result.
I don’t want to buy a cup of flavored hot liquid.
I want to buy winding down and feeling relaxed after a long day.
Right now you might be selling chamomile tea when what your people really want is a good night’s sleep.
And even though, it’s not a big mystery that chamomile tea helps you relax and sleep better. So stating that fact might sound like stating the obvious.
That’s exactly what we need to do. We need to state the obvious and connect the dots for your people.
but you can’t just put lipstick on a pig
An important caveat to remember is: you can’t put lipstick on a pig (or in this case…. a dog)
Well you technically can. But then you just have an animal with a pigmented snout.
In this context, what I mean is:
You can’t just dress up an offer with fancy words and expect it to sell if the offer doesn’t fundamentally work.
If you try to sell relax tea, but it’s just a bag of sesame seeds, you will never have a repeat customer. And the negative word of mouth will spread.
If your offer isn’t actually designed to solve a specific problem and lead to a result — no amount of messaging will make it something it’s not.
Sometimes it is just a messaging tweak.
More often, it’s a structural redesign.
That doesn’t mean scrapping your method.
But it does mean being willing to break the offer down and rebuild it in a way that delivers the exact value your clients are looking for.
The 3-Part Equation to Create an In-Demand Coaching Offer
Alright — let’s get into the framework.
Here are the 3 pieces your offer must include if you want people to buy:
Solve the right problem
Clearly position your offer as the solution
Show how that solution leads to a compelling result
Let me break each part down with a real example from one of my clients, a performance coach for equestrians.
1. Solve the right problem
When I first looked at her sales page, I could see immediately: it was trying to speak to too many people and solve too many problems.
She was talking to at least two distinct demographics:
riders returning to the sport after an injury or extended time away
competition riders trying to win.
These are totally different problems. Totally different audiences.
We had to pick one.
She chose to focus on competition riders who were underperforming on show day despite all the training.
The client’s problem:
“I know I can ride better than this, but something happens during competition. I panic. I fold under pressure. I underperform.”
or
underperforming at competition d/t nerves
2. Position your offer as the solution
This is where we are addressing the GAP aka what is making it hard to solve the problem on their own. Why are they stuck in the problem?
This one happens in two parts:
Meet them in THEIR gap:
From their perspective, why do they have this problem? What do they think is going on.
So for this example: why do they competitive equestrians think they are underperforming?they just haven’t trained well enough
they are a nervous rider- and it’s just a personality trait. (aka they are screwed)
Her riders thought the issue was lack of skill or just being a “nervous rider.” So they kept training more and more drilling the technical side.
But it wasn’t improving their show day performance. At least not consistently.
Why?
Because the real gap wasn’t their technical skill.
2. Bridge them to the REAL gap
If the gap isn’t their technical skill. If the solution isn’t to just “train more”, then what is it? What is the REAL gap? What’s actually keeping them from solving the problem of underperforming at competition?
The real gap is: they are riding dysregulated.
Then the solution becomes: They need to learn how to regulate their nervous system under pressure.
Here’s what that looks like when we position it:
The reason you are underperforming at competition is because you are riding dysregulated.
When you learn how to regulate your nervous system under pressure, you can consistently compete at the level of your training.
3. Show how the solution leads to a result they care about
Here’s where a lot of people stop short.
They present the solution and expect people to immediately want in.
But we aren’t quite there yet. We still have one more dot to connect. We have to show them how solving the problem leads to the result they want.
We literally have to spell it out. Even though it might seem so obvious.
In her case, the compelling result was:
“At your next competition, ride the way you KNOW you’re capable of riding, and feel proud of your performance.”
That’s what they want. They want to show up and do their absolute best. They want to feel proud of themselves. Not defeated.
And here’s the key:
We didn’t overpromise. We didn’t say “win your next show.”
But we didn’t under-promise either. We didn’t just stop at “ride more regulated”. We took it all the way to: ride your best ride and feel proud of yourself.
We found the result that was both compelling and credible based on her process.
The 3 part equation recap
Your offer needs to hit all 3 parts of this equation.
I solve this problem
by using this solution
to get you this result
and to plug that in using the example from my client
I solve this problem → underperforming at competition from nerves
by using this solution → teaching you how to regulate your nervous system under pressure
to get you this result → compete at the level of your training + feel proud
If You’re Struggling to Sell, Start Here
If you’re posting about your work and hearing crickets.
If people are “so interested” right up until you share your price.
If you’re getting on calls but not signing clients.
I want you to look at your offer through this lens.
Are you solving a problem they want solved?
Are you positioning your offer as the solution the problem?
Are you connecting the dots about how solving the problem leads to the result they want?
Could anyone look at your offer and understand
you solve this problem
by using this solution
to get that result
You don’t need to scrap your entire program or redo your website.
You just need to rework how the offer is built and positioned.
Your work is already powerful — we just need to package it in a way that people understand, want, and are willing to pay for.
You are good at what you do.
You are qualified.
And your work is worth paying for.
Let’s stop letting algorithm silence, ghosted DMs, or “I need to think about it” convince you otherwise.
If you’re ready to create a six-figure offer that actually sells — one that feels aligned, gets your clients results, and makes the sales process feel like service — this is the equation to start with.
You don’t need more bells, whistles, or busywork.
You just need an offer that works.
Let’s build that.
Learn about the Feb Enrollment Special here
If you want help clarifying your offer- so it actually sells, book your Offer Audit. A free 30 min call where I will personally look at your offer.
If you want my support in building and launching your offer, Create Your Six Figure Offer is the space for you. Learn more
