Offers that fill your pipeline

Hey there,

The older I get, the more I fall in love with systems that scale my impact and earnings, but not my hours.

My preferred system? Wedge offers

Low-ticket, high-value products that fill my pipeline with ideal clients and earn predictable revenue, without my active involvement.

But if you’ve ever tried to figure out what offer to create, you know it’s not as simple as slapping together a cheap checklist or AI-generated ebook.

Today, I’m covering the top 8 challenges I faced when building my first offers. Turns out, they’re the same that I now help other business owners overcome.

Let’s tackle them, one by one, so you can get your offer out the door and use it to attract new clients on autopilot.

👋 Want to nail your wedge offer?

Check out my upcoming masterclass:

1. Fearing it will cheapen your brand

This is usually the first hurdle. The thought goes something like this: “A $200 toolkit will attract lots of customers that can’t afford my $10,000 signature service.”

Reality check: A wedge offer doesn’t devalue your brand or premium services — it strengthens them. It’s a preview of the transformation you’ll deliver when your clients get direct access to you.

Tips to overcome this fear:

• Position your offer as the first rung, not the whole ladder

• Emphasize that this is the offer for people not quite ready for your premium tier

• Remember, your premium clients will appreciate a bite-sized way to test-drive your expertise

Now that you’re confident this won’t cheapen your brand, let’s tackle the next fear…

2. Fearing cannibalization of high-ticket services

Cue the second round of doubts: “What if everyone just buys the affordable offer instead of hiring me for my signature service?”

Here’s the deal: A well-designed wedge offer doesn’t replace your high-ticket service — it accelerates the right people to say ‘yes’ to it.

Your wedge offer will get your clients as far as their limited experience will take them. Then Imposter Syndrome will rally them to hire you, rather than risk screwing it up themselves.

Tips to get past this:

• Solve an introductory problem, not an advanced one. Leave the heavy lifting for your premium services

• Make sure the wedge offer tees up your high-ticket offering. (Think: “If you loved this, here’s how I can help you go further faster.”)

• Stop underestimating your audience — they’ll know the difference between a $200 DIY resource and a $10K white-glove service.

Alright, fears addressed. Now let’s figure out what you’re actually going to create.

3. Lacking clarity on your expertise

You’ve got all sorts of knowledge, skills, tools, and frameworks. But choosing the right one (or combo) to productize into your low-ticket offer? That gets overwhelming.

Especially since we’re too close to our own abilities to know what to prioritize. As they say, “It’s hard to read the label from inside the jar.”

Tips to find your focus:

• Look at past wins — what’s one thing you consistently help clients achieve?

• Ask yourself: What problem can I help them solve in a couple hours? (that’s wedge offer gold)

• Stick to what you love doing — you’ll be marketing and selling this, so don’t pick something you secretly hate or wouldn’t use yourself

Once you’ve got clarity on your expertise, it’s time to think about your audience…

4. Not knowing what your audience needs most

Building off #3, just because you’re clear on your zone of expertise, doesn’t mean your clients care about it.

You need to focus on solving problems your clients want help solving. Otherwise, you’ll end up creating something that collects digital dust.

Tips to uncover audience needs:

• Survey past clients — ask what their biggest challenges are right now

• Check your inbox, DMs, and chat widget convos for FAQs — they’re a goldmine for offer ideas

• Find forums, groups, and subreddits — mine for questions you’re clients ask or problems they ask for help with

Got a clear idea? Great. Now, don’t overcomplicate it…

5. Trying to solve too big a problem

“I’ll teach them everything about [insert zone of genius topic]!” Sound familiar?

This is the curse of knowledge getting in your way of focusing on small wins. It’s also where wedge offers go to die.

Nobody wants to spend 6 months going through your comprehensive online course that teaches every single skill you’ve acquired the past 10 years.

Tips to simplify:

• Focus on one problem, one solution. Period.

• Make it something clients can implement with minimal effort — a resource they use to get their own win in an afternoon or a weekend

• Remember: When they’re ready to solve the entire problem they’ll hire you — not do it themselves

Once you’ve simplified, it’s time to actually make it happen. Beware! Perfectionism ahead…

6. Getting stuck in perfectionism

Welcome to the vortex of endless tweaks. This is where many great ideas stall.

Internalize this quote:

Tips to move forward:

• Launch ugly — refine as you go

• Test it with a small group before making it “perfect”

• Set a deadline and stick to it — coaches & accountability partners work wonders

Now that it’s created, let’s price it… without getting greedy.

7. Overestimating what buyers will pay

Once I help my clients identify their wedge offer — one they’re proud of, not some gimmicky lead magnet — I coach them to spend one half-day per week for 2-3 months to launch it.

Thing is, when you commit the time, you fool yourself to believe it’s worth more than people are willing to spend.

Remember: Successful wedge offers are as accessible as they are affordable.

Tips to price it right:

• Consider the 2 pricing tiers:

  • Commitment (mid-ticket) products: $200-$999

  • Impulse (low-ticket) products: <$200

• Focus on perceived value, not hours of effort

• Test different price points to find the sweet spot

• (advanced) Consider using a Price Hike strategy

Now that it’s launched, there’s one more hurdle to overcome…

8. Underestimating the power of repetition

You’ve launched your offer… once. And you’re disappointed only 4 people bought it (one is your Mom).

Here’s the truth: People are busy. You need to tell them about it 5-10 times before they pay attention, let alone buy.

Tips to get noticed:

• Introduce your offer to your audience over a simple launch series that warms them up and overcomes their objections

• Continue promoting consistently — emails, social posts, email signature, website, all of it

• Share success stories and testimonials to build trust

You made it

These 8 challenges will show up when you set out to create your offers. And now you know how to navigate them.

Set your fears aside, start small, stay focused, and keep at it. Your wedge offer is the first rung in your profit ladder and the gateway to scalable revenue.

You’ll not only drastically reduce your time spent on marketing, sales — especially chasing poor fit leads. You’ll expand your ability to serve many clients, without your active involvement. Then you can re-allocate your time to work with ideal clients (or work a little less).

On January 15-16, I’m hosting a legit masterclass on creating wedge offers.

You’ll learn and implement my Reverse Flywheel Framework to develop offers that fill your pipeline and generate semi-passive revenue streams.

P.S. I’m making it free — you actually cannot buy anything during the training.

But I’m only letting the right people in to ensure an optimal experience for everyone.

Want in?

Link ladder

🪜 Record high-quality video content like a pro (free series)

🪜 Set realistic revenue targets & allocate expenses for your agency (budgeting tool)

See ya next Sunday! 🤘

👋 First time reader? Service-based business owners read my weekly newsletter to grow their profits and impact. Subscribe today.