The step in creating an offer your prospects can’t refuse is to figure what it is they are interested in. One way to do this is by listening to your existing clients. Pay attention to what they are saying. If you listen carefully you will hear common themes.

I am a business coach but my clients weren’t going on about how they needed a business plan or a goal setting system – even though that is part of what they needed. I kept hearing over and over that they were having trouble with finding time to balance everything in their lives so I created a workbook to guide people through goal setting and time management in 7 areas of their lives, not just their businesses.

By listening to my clients I was able to create a whole new product and source of revenue. Because time management is such a huge topic, I was able to create some free things that people could request and download from my website too – a 15-page ebook, a free daily planner worksheet, and an audio to go along with it.

Think about your area of expertise. What do you have the answers for? It doesn’t have to be for the exact thing you’re selling, it can be for something complimentary. I’m not selling time management coaching exclusively, I sell business planning that helps small business owners get more clients, more money, and more time. Time management is just one piece but it’s a critical piece that influences the other pieces.

If your business centers around cleaning products for the home you can create some valuable content about household cleaning tips. Insurance agents, offer a free eBook about the benefits of whatever insurance you specialize in. If you sell jewelry, offer a valuable eBook on fashion tips that goes beyond just the jewelry. You get the idea.

Create a valuable give-away – don’t be afraid to provide content. You are an expert and there is no way that you can possibly give everything away in one article or eBook or audio recording. You are creating a first impression. If you are generous with the free stuff then people will remember you as being someone with valuable info. They will know they will get great value if they hire you. Vice versa if you’re stingy.

If you have done this well, you’ll be on your way to building a list of pre-qualified prospects who are interested in what you have to offer.