I get it. Trust me I REALLY get it. You want to sell EVERYTHING YOU KNOW. The thing with your Thing is that when you realise you’ve got this better, quicker, smarter, cheaper, more detailed, simply ‘better’ way of doing something, you want to help–and you want to give people EVERYTHING you have.
The problem with everything is it can be too much. I know you know the full result is only possible when everything gets done, BUT be OK that sometimes even a ‘bit of your Thing’ can make a massive difference. It can be overwhelming to a client to get all of your Thing at once. It can be too much to comprehend or implement, it can be too much to take on physically, mentally, emotionally (!) and practically, so it’s up to you to only share a slice when all there is capacity for is a small piece.
You can do this by splitting up your Thing into steps that be taken one at a time (or two at a time, if you must). Or you can do this by always doing all your Thing, but taking it in stages of depth–so start with an overview to understand it, then implement at different levels of complicated. It may even be necessary to offer a ‘taster’ of what your Thing is–this may or may not be the first step of what you do and something that comes later, but it’s a good ‘example’ of what you can do to help.
Of course, make sure you still start with the ‘good stuff’–this isn’t about holding back and saving the good bits for later. The problem with saving the good bits is that your client might not realise there is better to come and be underwhelmed with what they get now (fire your big guns first is always the thinking).
Say you ran a restaurant and had a few people in the bar next to the dining room and you want to entice them to come eat dinner with you (now, or another day)–you’re not going to send them out a bread roll are you? (the answer is no, btw–yes, it might be the first thing they get when the sit down for a full meal but it’s unlikely to be your best bit!). What you’d do instead is send out a tiny slice of your signature dish–enough to demonstrate your skills, get their taste buds tantalised, and clearly send the message that there is more ‘good stuff’ where this came from. And that’s exactly what you need to do in your offers too–this applies to free give-aways and ‘first purchases’ alike. Send out the big guns first (even if it’s a slice of a gun... hmmm, analogy failing now but hopefully you get the idea?).
Having said all this, don’t shy away from selling everything if and when you know the client can handle it, of course. The flip side of this is not to force people to buy from you step-by-step if they don’t want or need to. Be OK to serve up the full 5-course tasting menu if they are hungry when they walk in the door and ask for it.
Want to talk more about this?