If you find yourself struggling to identify the perfect digital product offer our K.I.S.S.E.S. framework is here to help you!
We believe there are six keys to crafting an irresistible offer. When it comes to building a thriving business, a few puzzle pieces are as vital as creating an offer that’s positioned perfectly to sell.
First, let’s clarify what an “offer” is: Simply put, an offer is an exchange of value for money.
Someone has something valuable (that’s you!), and someone else has the money to obtain that valuable thing (these are strangers on the Internet). Your offer comprises three essential components: the solution, the price, and the audience. To have what we call a Chef’s Kiss Offer 👨🍳😘, these three elements must be in perfect alignment.
Creating a Chef’s Kiss Digital Product Offer Using K.I.S.S.E.S.
As we just mentioned, you need three aspects of your offer to be in direct alignment. When those digital (offer) stars align, you end up with a Chef’s Kiss Offer 👨🍳😘. It’s that moment when everything comes together and your business is cookin’!
We’re going to help you achieve the Chef’s Kiss Offer, but first, we need to identify why you may not have alignment right now.
Why isn’t your digital product offer working at this moment?
We’ve helped 1,000s of entrepreneurs fix their offer alignment and it all starts with getting on the same page about a few things:
- Solution and Price: The return on investment (ROI) and the perceived value of what you sell (your “solution”) needs to match the price you’re charging.
- Price and Audience: The price you set should align with what your audience can and will pay.
- Audience and Solution: Your audience needs to recognize that they require your solution.
When you read those three things, do you have any ah-ha moments where you think your current offer might not be in perfect alignment? Is the thing you sell not delivering enough value for the price? Is the price wrong for the audience you’ve built? Or, are you trying to sell something people don’t even know they want/need?
Here are a few examples of what NOT to do when creating a Chef’s Kiss Offer
Solution ❌ Price: Selling a hobby course on making clay earrings for $2,000. Customers who invest in their hobbies, especially ones around low-cost materials, are not going to pay premium offer prices.
Price ❌ Audience: Offering a $20,000 website package to early-stage non-profits. You have to sell to customers who are in the right phase of their business to afford your offer.
Audience ❌ Solution: Attempting to do advanced site speed audits for brick-and-mortar hardware stores. It’s likely hardware store owners wouldn’t even know why site speed matters IF they even have a functioning website 😅.
How do you create a Chef’s Kiss Offer using K.I.S.S.E.S.?
It’s always helpful to learn what NOT to do, but let’s shift our focus to what you should do next! We have a 6-step process to ensure the thing you sell becomes a Chef’s Kiss Offer and is repeatable, scalable, and simple.
Now, let’s break down the six elements of a “chef’s kiss” offer using the acronym KISSES:
- Known Problem: Does your target audience recognize the problem they have? Is it top of mind for them?
- Interesting: Do you enjoy working on this solution, and does it energize you?
- Scalable: Can this offer be scaled up efficiently and profitably?
- Social Proof: Do you have evidence that your solution works for others? Testimonials and case studies can be valuable here.
- Economical: Does the perceived value of your solution outweigh the price you’re charging?
- Singular: Is your offer distinct from others in the market? Does it stand out in some way?
Let’s take a moment to talk about pricing your digital product offer
The key question is whether your customers believe the value of your solution exceeds the price they’re paying for it. You can achieve this by either increasing the perceived value OR adjusting the price.
Ways to increase perceived value include:
- Shortening the time to achieve results
- Making the transformation more compelling
- Increasing the probability of success
- Offering case studies and success stories
- Making the experience enjoyable
- Reducing the effort required to get results
- Enhancing the overall quality
- Building an emotional connection to your brand
Pricing IS incredibly subjective, but it’s also objective when you understand the value you’re offering AND the audience you’re selling to!
Nail your digital product offer messaging with social proof and being singular
Your customers will be more likely to buy from you if they see others have purchased (social proof) and they believe your specific solution (singular) stands out from everyone else.
Social proof is fairly obvious and can be reinforced with testimonials, case studies, or any evidence that your solution works.
Being Singular involves highlighting what makes your offer unique compared to others in the market. What is different about what you sell? What outcomes do you deliver that other people cannot?
Still not sure what digital product offer to choose? Use our Offer Score Card!
It’s one thing to brainstorm offer ideas, it’s another to know WHICH offer idea is the best one to move forward with.
We’ve created an Offer Scorecard (shown below) to score your offers based on the six K.I.S.S.E.S. elements. The idea with the highest total score is the Chef’s Kiss Offer you should pursue.
Digital Product Offer Wrap-Up!
Crafting the perfect Chef’s Kiss Offer 👨🍳😘 begins by understanding your audience and their journey. Start by identifying where your audience is currently (point A) and where they want to be (point B). What transformation are they seeking, and what pain points do they experience at point A? Your offer should bridge the gap between these two points.
As we say with all aspects of business, finding an irresistible digital product offer also requires experimentation. You will have trial and error when it comes to identifying the right solution, price, and audience for what you sell.
The K.I.S.S.E.S. framework can guide you to design a winning offer, but remember that your sales message also plays a pivotal role in connecting these elements for your audience.