Practical Sales Training™ > How to connect with your buyer > The scope of your offering
What is it?
Talking about the scope of your offering in terms of cost, reach or other factors can help potential buyers understand if you are the right choice for their needs.
Why does it work?
It works because buyers are looking for the most likely solution to meet their needs with the minimal amount of risk or unknown. If you make it obvious just how big or small your offering can work or how expensive or affordable it could be, it may feel to you like pointing out the obvious but it could make or break your chance of making the sale.
How can you use it?
There are a couple of ways you can do this.
It could be a bullet point list (as in the example) or it could be a range from small to big. It could be an image, it could be text – it could even be a jingle, but the main focus should be on what would be most meaningful for your buyer.
This might include:
Scenario:
You help businesses grow using paid ads, but your clients range from solo consultants to national retail chains. You worry your messaging is too vague or seems either too “big” or too “small” for certain leads.
How you use The Scope Effect:
You create a visual slider on your website and brochures that says:
Budgets we work with: From £500 to £500,000
Clients we serve: From local start-ups to household brands
Campaign sizes: From 5 leads a day to 5,000+
Locations: UK-wide, with clients in Europe and the US
This immediately helps potential clients self-identify where they fit without needing to ask. It makes your offering feel tailored, while also showing the range of your capability.
