3 weeks ago, I integrated a simple questionnaire into my newsletter sign-up flow.

It asked simple questions:

• What’s your offer

• What are your problems

• What are your goals

Reading through 40+ submissions, I was SHOCKED at how many people share one similar problem. A few that stood out for me:

• “how I move from trading hours for services”

• “land bigger contracts. Not clear on best strategy on getting more ideal clients”

• “how to make it easy to say yes without compromising on quality or depth of the work?”

You must have heard me say this before– but these aren’t problems! These are actually SYMPTOMS of a different CORE problem in your business– No clarity in your “Offer”.

Without a strategic offer—you struggle with how to present yourself, how to identify the premium leads, or how to effectively manage clients!

And that’s exactly what we’ll cover in this week’s Solo CEO skillset newsletter.

Once you internalize the concept “intro offer”, business will suddenly become a MUCH simpler game to play!

3 offer mistakes consultants make that lead to inefficiencies, low-quality leads, and high stress:

1. Creating “Custom proposals” based on client’s demands

This is the costliest offer mistake.

I’ve said this a 1000 times, and I will repeat it again until you internalize this: Clients don't know what they NEED. They understand symptoms, but almost never the root causes.

When you create offers based on their demands, you position yourself as high level freelancer, not a strategic partner. And they’ll treat you accordingly– someone who takes up their tasks.

Added to that, custom proposals send your business in a horrible doom spiral:

• You can't outsource anything. Everything requires YOUR direct involvement

• You can't automate or systematize your processes

• And every project becomes unique, making your delivery more time-consuming

Custom proposals is the surest way to send your business into chaos!

2. Creating offers based on “What I do”

Another mistake I see all the time.

When you say statements like "I write SEO blog posts" or "I build systems", you are a sending a loud signal that you’re still thinking like a freelancer, and not a strategic consultant.

"Here's what I do. Now YOU figure out how it's valuable."

Can you see the flaw in this:

• You force prospects to connect the dots between your services and their desired outcomes (something they're TERRIBLE at doing)

• You surrender all your strategic power

• And you make it nearly impossible to charge premium prices for your service

This is usually why you get stuck relying on referrals. You need past clients to explain the value of your work because you don’t know how.

Clients don't buy services, they buy OUTCOMES.

3. Creating offers that are TOO BIG, right from the start

Last mistake for the consultants who’re doing the basics right!

You say– "We’ll unlock <…>.Let's start with a 6-month retainer at $5k/month!”

When times are good or your network is strong, you might get away with jumping straight to $20k-$30k retainers. But this approach creates two problems:

Firstly, you skip evaluation. The client hasn't evaluated you, and you haven't evaluated them. So, a long project is like proposing marriage on the first date! High-stakes decision with minimal trust makes– It’s HARD to say “YES”.

Secondly– you've designed your solution based ONLY on what they've TOLD you. Then you get in and discover the reality is completely different! Now you're stuck with three terrible options:

• Change the terms mid-project (awkward and unprofessional)

• Do a ton of extra work for free (goodbye profits)

• Fail to deliver the promised results (goodbye reputation)

Any consultant who’s been at this long enough will groan in recognition at this one because we have ALL been there. And it royally sucks.

Massive retainers without proper discovery are destined for disaster from day one!

The Assessment Intro Offer — The perfect approach to land $20k+ retainer deals with ideal clients:

Let’s break down a consultant’s ideal offer.

Instead of the high-stakes massive retainers, we need a smaller offer that:

• Builds immediate trust (for both sides)

• Gives YOU a chance to evaluate if they're worth your time

• Gives THEM a chance to experience your genius firsthand

• Allows you to discover what they ACTUALLY need (not just what they say)

AND that’s profitable to run independently for your business!

The Assessment Intro offer is this solution that I coach Solo CEO students. In fact, building this custom offer for their expertise is the first task I assign.

Here’s how we usually structure the offer:

• A focused $3k-$6k project (low-risk investment for them)

• 4-6 weeks of implementation (low-risk investment for you)

• A comprehensive assessment of client’s current situation

• An experience that makes them think, "I NEED this person in my business"

This approach eliminates the "freelancer trap" instantly.

You're diagnosing problems like a doctor and prescribing solutions like an strategic partner!

The Solo CEO’s Intro Offer playbook – 3 steps to create your irresistible $3k-$6k intro offer

Step 1: Pick a high-stakes problem (that you’re ultimately trying to solve)

This is all about your "one thing" statement – the ultimate transformation that defines your business.

Don't be vague! Be painfully specific:

• "I help SaaS founders double their customer acquisition rate in 90 days"

• "I help course creators hit $50k months without adding more team members"

• "I help executive coaches book 5+ discovery calls per week on autopilot"

The problem MUST be high-stakes – something that keeps your ideal clients awake at 3 AM. When they hear you describe their exact pain, they should feel like you're reading their mind.

Step 2: Design a simple, specific assessment (with a low hanging fruit)

The secret to intro offers: You're getting PAID to create the game plan you'd build anyway!

This is work you'd normally do at the beginning of any client project. But now, you're packaging it as a standalone service that:

• Shows clients exactly how to achieve their desired outcome

• Proves beyond doubt that you know what you're talking about

• Creates the perfect setup for your larger retainer offer

Your assessment should be comprehensive yet crystal clear, including:

• A brutally honest diagnostic of their current situation

• A spotlight on the biggest opportunities they're missing

• A step-by-step roadmap that makes the path forward obvious

• Clear metrics that will signal success

And, to make your offer absolutely IRRESISTIBLE, add what I call a "quick win" component – something that delivers immediate value while the assessment is underway!

Step 3: Price the offer intentionally (prioritizing trust, not revenue)

This last step’s important– Don’t miss it.

Your intro offer is NOT about maximizing revenue. It's about building trust and qualifying clients for your much more valuable retainer services. Remember– you don’t need a LOT of clients.

The more intro offers you complete:

• The more premium retainer options you'll have

• The more efficient you'll become at delivering these offers

• The better you'll get at identifying your ideal clients

That’s it!

You now have the exact playbook that's helped dozens of my Solo CEO clients transform their businesses from chaotic and underpriced to strategic and premium.

And it’s so simple, you’ll be kicking yourself that you didn’t do this sooner!

So what are you waiting for? Start designing your intro offer TODAY.

With love and growth,

Kasey

Whenever you’re ready, here’s how I can help you become a Solo CEO:

1. Want to land your first (or next) $10K+ client—without relying on referrals or working 24/7? Get my FREE 5-day email course, The Solo CEO $10+ client blueprint, and learn how to build a high-ticket, repeatable business. 

2. Ready to build a high-ticket, scalable business with hands-on support? The Solo CEO Accelarator is my small-group program, where I personally help you build your offer, attract $10K+ clients, and build a repeatable sales system. Reply to this email and I’ll send you details!