I escaped the golden shackles of Corporate America to build a 7-figure branding agency. Now I help others build & launch small-but-profitable digital products. I write a fun, actionable, spunky newsletter focused on helping you create a brand & digital products that actually make money. It's part offer & product creation; part marketing; part branding; and part nerdy stuff like conversion tips and using systems properly.
"I worked so hard on this but it's just not selling..."
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Remember Goldilocks? That picky home invader? Guilty of breaking-and-entering and eating the bears' porridge? Turns out she didn’t just have boundary issues. There’s something we can learn from her about getting customers to buy from us. Some case studies... The Too-Hot ProductRecently, I worked with a client who...well... she overdid it. She created what we’ll call a “comprehensive business transformation system.” I don’t remember the exact contents but it was vibes like:
Her sales? Crickets. Why? Because potential customers looked at this monster and didn’t see value of more more more. What they saw was a second job. A chore. Homework. Busy nights and booked weekends. Their brains screamed: “I DON’T HAVE TIME FOR THIS!” no sale The Too-Cold ProductOn the flip side, another client offered a single 45-minute masterclass on Instagram growth for $197. The pitch was essentially: “I’ll teach you cool stuff about hashtags!” Also crickets. Potential buyers thought, “That’s it? For $197? Pffft. I can learn about hashtags on Google for free.” returns to scrolling TikTok The Just-Right ProductMy most successful client this year (actually...all of my most successful clients this year) specialized in tiny but good. Had a course with:
Sales? Out the roof. Had to shut it down temporarily. There’s a Goldilocks Zone to creating digital products & courses. (Corny but true.) It’s where the magic happens. Your customers have to feel that your offerings are substantial enough to create real transformation but are streamlined enough to actually be accomplished. How to Find Your Just-RightTo create the shortest possible path to a significant result, ask yourself:
Audit your offers (hell…audit your entire business) and ask: “If I removed this, would it significantly harm my customer’s ability to get results?” If the answer is no, toss it out like day-old porridge. If you need help with that audit…I’m here for you. Charlie PS. I’m serious when I say I’m here for you. I tweak this stuff for a living so hit reply if you need me. |
Charlie Pabst ⚡ Digital Brand & Product Coach
I escaped the golden shackles of Corporate America to build a 7-figure branding agency. Now I help others build & launch small-but-profitable digital products. I write a fun, actionable, spunky newsletter focused on helping you create a brand & digital products that actually make money. It's part offer & product creation; part marketing; part branding; and part nerdy stuff like conversion tips and using systems properly.
My wife and I recently moved into a new house. The yard is basically a miniature rainforest. Roughly one wild acre of grass, reeds, ferns, rocks, a black bear, a trillion birds, three two fairly domesticated deer, and one far less domesticated mountain lion. If I don’t keep on top of things the yard will soon swallow our house. Then the town. Then the entire west coast. So every couple weeks I get out there with a mower and weed-whacker and take care of business for 5 or 6 hours. The net...
During the pandemic, a client of mine woke up to find she'd been blacklisted. She'd been "naughty" you see. Said something absolutely ridiculous like getting out for some sun and vitamin D might be good for one's health. The Administration at the time said, "Ah hell nah. Not on my watch." Next morning... Her Instagram account...gone. Facebook account...gone. YouTube account...gone. She lost 2.5 million people from her audience overnight. (Her husband lost his stuff as well via association.)...
A few years back I found myself sitting at an elegant table. In front of me on a pristine white tablecloth are three gorgeous little mini cakes. One white, one pink, one almost black. My friends were getting married soon and had enlisted my help sampling dessert options. The lucky day had come. I'm about to eat cake. I pick the dark one first because obviously it's chocolate and I neeeeed it in me. "Ohh muh gohh thash good," I mumble. I bite into the white one next thinking vanilla will be a...