How to Create an Irresistible Offer!
Al business is based on the offer: something only you can provide that a prospect desperately wants.
Without decent offers, your business will fail. Your promised solution has to be so attractive to the prospect that it presents them with tremendous value. But too many new marketers don’t really understand how making an offer works.
Let me ask you this: if I offered you $1,000 in exchange for $100, would you take it? Sure you would. An offer has to be so chockful of value that it convinces the prospect they get far more value from it than it actually costs. That’ll keep them keep coming back for more, over and over.
INTRODUCING AN OFFER
In any business equation, there are two basic players: you, the person with the solution, and the prospect, the person seeking the solution. What physically happens when you create an offer?
The prospect states their need, whether it’s a desire to make money or a cure for the infamous “heartbreak of psoriasis.” They have no idea what the solution is, but it’s a burning problem they must have solved. This is where you step up and say, “Really? You have that problem? I know the answer to that problem!”
But you don’t tell them what it is right away; you just tell them you know the answer, and if they want the problem solved, why, you can take care of it for them. So now they want what you have!
THE NEXT QUESTION
Suddenly, the prospect is itching to know: “What do I have to do to get that solution? How much?” Fair enough.
When it comes to creating value in an information marketing, how-to, educational setting, you need to provide a tangible proof of value. Value can differ from person to person, even when they recognize that
your offer is hugely valuable. So here’s a hard-and-fast rule: when you make and offer and someone asks “How much?” Go for the “Magic Ratio” of 10:1. Show them your offer is at least ten times more valuable than the price you’re asking.
When you offer them something worth ten times more than what you ask them for, you create value on the spot, in a tangible, quantitative way. That’s what we’re aiming for when we’re going for an irresistible offer.
SELLING YOUR PROSPECTS ON VALUE
In practical terms, the prospect’s perception of your offer’s value should work out to somewhere between
8-11 times the amount you’re asking them for. It can be higher, but if it’s too high, you might want to raise
the base value.
Typically, if your offer costs your customer $100, you want the perceived value to be $800-1,100. That’s an enormous value, and so they say “Awesome!” and give you money. That’s called a win/win scenario.
This is physically how an offer takes place; that is, it occurs almost entire in the minds of the two players, yours and your prospect’s. Especially important is what’s going through the mind of the prospect who has the problem you have the solution for.
They have to believe in the value you offer, and give themselves permission to spend the money they want to spend—because they urgently need your solution.
To access other business basic strategies and learn to master those strategies that help you start and build your business, check out our MOBE Silver Masterclass. To learn more about the Silver Masterclass, click HERE.
People hate to be sold to. When they sense they’re being coerced into buying a product, they become resistant.
Yet, most marketers don’t know how to sell. They sell by listing out all the benefits of their product or service.
They do it in a way that’s very overt and instantly creates resistance from the prospect. Daegan Smith has a different formula for making sales. It rips through resistance and doesn’t make the prospect feel they’re being sold to. He calls it the “invisible” funnel.
STEP 1: THE EMAIL SERIES
Start out by promising an email series called “7 Mistakes That Cost Me X.” Replace 7 with whatever number of mistakes and X with whatever they cost you.
Explain to your audience that you don’t want them to ever make the same mistakes. You want to show them how to overcome them and succeed quickly.
People in your audience are already thinking about this. They know they’re doing something wrong, and they’re following you because they hope you can show them what they’re doing wrong and help them gain success.
Once you’ve hooked them in with this promise, reveal one mistake per email. Explain what it is and how it can be overcome.
STEP 2: THE WEBINAR
Be strategic with the sequence in which you present the mistakes. Save the biggest mistake for last, and don’t just send out another email for the final mistake. Invite people to a webinar instead.
Explain that although you’ve talked about several mistakes already, the biggest mistake trumps them all. If they don’t overcome the biggest mistake, nothing they do to overcome the other mistakes will matter.
Then announce that you’re going to share this final mistake on a live webinar because it’s so important.
IT’S ALL ABOUT THE STORY
Most people think of webinars as a teaching medium. On this webinar, however, you’re not teaching anything. You’re just telling the story of how you made your biggest mistake.
We all hate to be sold to. When we sense that we’re being sold to, we become resistant. Stories, on the other hand, rip through resistance. All of us love to hear stories.
In a movie, we want to see the main character go through change. They start out in an adverse situation, then there’s a turning point, and finally life is different. Adapt this formula to your webinar and you can’t go wrong.
Communicate the damage that making this mistake did to you, reveal how you overcame the mistake and make the connection to your product or service. Then, people will be ready to sign up without feeling they’ve been sold to.
If you tell your story in the right way, it does the selling for you. That’s why this is called the “invisible” funnel.
The MOBE Gold Masterclass goes into more depth on this topic. It will show you how to find customers, sell to them and build a consistently profitable business using a Customer Acquisition Process. To learn more about the Gold Masterclass, click HERE.
Why do the majority of the population struggle with money? Why do they get stuck in credit card debt or lose their life savings in a bad investment?
Because they don’t understand the difference between emotionally connected and disconnected money.
If you know how to be aggressive with your emotionally disconnected money and stay conservative with your emotionally connected money, you will be financially prosperous and avoid losing what you worked hard for.