Many business owners create offers that sound great on paper but are too complicated to sell, too labor-intensive to deliver, or not profitable enough to sustain.
A strong offer is:
- Clear—customers immediately understand what they’re getting.
- Scalable—it doesn’t drain your time and resources.
- Profitable—you’re not just covering costs; you’re making real money.
Here’s how to build an offer that works for both your customers and your business.
1. A Good Offer Has One Clear Outcome
People don’t buy services, courses, or products. They buy solutions to their problems. If your offer isn’t selling, it’s often because it’s not clear what people are actually getting.
Examples of Offers That Are Easy to Understand and Sell:
- Duolingo Super – Instead of just “premium features,” the offer is framed as “Learn a language faster with unlimited practice and personalized feedback.”
- Haus Wine Membership (before it shut down) – Instead of just selling bottles, the offer was “Get exclusive small-batch blends you can’t find in stores.”
- Morning Brew’s Business Accelerator – Instead of just “business training,” they promise “Master business strategy in 8 weeks and join a network of top founders.”
How to Apply This to Your Own Offer:
- Instead of “branding services,” position it as “A 3-week process to create a brand identity that attracts your ideal clients.”
- Instead of “a fitness program,” position it as “Lose 5 lbs in 30 days with a routine designed for busy moms.”
If people don’t immediately understand what they’re getting, they won’t buy.
2. It Needs to Be Easy to Deliver at Scale
A great offer doesn’t just sound good—it also needs to be something you can deliver efficiently. If every sale adds stress instead of helping your business grow, it’s not a good offer.
Examples of Offers Designed for Growth Without Burnout:
- The Skimm’s Subscription Model – Instead of relying on unpredictable ad revenue, they built a paid membership for exclusive content that scales easily.
- Ali Abdaal’s Productivity Course – He turned his one-on-one coaching into a pre-recorded course, making it profitable without needing more of his time.
- Superhuman Email App – Instead of a general email service, they focused on a premium experience for power users willing to pay $30/month for efficiency.
How to Apply This to Your Own Offer:
- If you offer services: Can part of your process be turned into a product (like templates, toolkits, or courses)?
- If you sell products: Can you offer a subscription or membership instead of one-time purchases?
- If you do coaching or consulting: Can you offer a VIP group format instead of only 1:1 calls?
Your offer should make more money as you grow, not just add more work.
3. Price for Profit, Not Just Sales
One of the biggest mistakes entrepreneurs make is pricing based on what they think people will pay instead of what actually makes sense for their business.
Pricing Done Right: Examples:
- Glossier Play (Failed Experiment) – Glossier tried launching a colorful makeup line, but it didn’t match what their customers wanted. More products didn’t mean more sales.
- Oura Ring vs. WHOOP Subscription – WHOOP charges a monthly fee instead of a one-time price, ensuring recurring revenue. When Oura switched from a one-time purchase to a membership model, they faced backlash from customers who preferred the old pricing.
- Notion’s Pricing Shift – Notion originally only charged per user, but when they switched to a freemium model, they scaled 10x faster.
How to Apply This to Your Own Offer:
- Price for value, not effort. If your offer saves someone 10+ hours a week, price accordingly.
- Test different pricing structures—one-time fee, subscription, premium tiers.
- Factor in actual delivery costs—including your time, software, team, and overhead.
If your offer isn’t profitable, it’s just a hobby.
4. A Great Offer Feels Exclusive (Even If It’s Not)
People want what feels rare, special, or tailored to them. If your offer feels too available or generic, it’s harder to sell.
How Top Brands Make Their Offers Feel Exclusive:
- Airbnb Experiences – Instead of “book a tour,” they frame their experiences as “local-only, unique adventures you won’t find in guidebooks.”
- Ramit Sethi’s Courses – His business courses don’t open year-round. They have enrollment periods and applications, making them feel more valuable.
- Telfar Bags – Instead of always being in stock, they use limited drops to create demand.
How to Apply This to Your Own Offer:
- Use exclusivity strategically—Limited spots, seasonal launches, or members-only perks.
- Frame your offer around access—“Apply to join” sounds better than “Sign up anytime.”
- Make people feel like they’re getting something special—Not just “a course,” but “a VIP training with expert feedback.”
5. Test and Adjust Until It Clicks
No one gets it perfect the first time. If your offer isn’t selling the way you expected, it doesn’t mean it’s bad—it probably just needs tweaking.
How Brands Adjust Their Offers Until They Work:
- Morning Brew’s Pivot – Originally started as a finance newsletter but exploded when they repositioned it as “business news for millennials.”
- Liquid Death’s Branding Shift – Selling canned water wasn’t new, but branding it like a rebellious energy drink made it stand out.
- Figma’s Business Model – Originally targeted at individual designers, but their real growth came when they pivoted to teams.
Final Thought: Is Your Offer Working for You?
Your offer should:
- Be clear and easy to explain.
- Be simple enough to scale without extra work.
- Be priced to actually make money.
- Feel exclusive and valuable, not generic.
- Be flexible enough to test and improve.
If not, it might be time to refine.
Need help creating an offer that sells without overcomplicating your business? Let’s build it together. Start here.