Your offer is everything and can make or break your business. After all, you're selling something because you really believe in the product yourself.
So continuing on from our previous lesson we're going to continue to stack our irresistible offer.
In the previous lesson we discussed 1. Relevance, 2. Credibility and 3. Value.
Now we'll continue stacking the offer with...
You can come up with the best offer in the world and you will totally miss the boat if you offer it to the wrong group of people.
You CAN’T sell ice to an Eskimo, as the saying goes, but you CAN sell ice, and a lot of it, to a very thirsty crowd. All you have to do is give them a taste… and then offer them a second glass.
When someone shows up to your offer they must see that it is something that is offering them the solution to the problem they are searching for.
If they do not see this right away, once again they will be gone.
Leave no room for doubt in the potential customer’s mind here. You may notice that I continue to use the words, “potential Customer” pretty heavy throughout this chapter.
I want you to remember that they are not a customer until they purchase. This may help you realize the importance of getting all of this right.
It is not to scare you off out of fear that you won’t be able to achieve all of this, I just want you to see the importance. There is nothing worse than going through the trouble of creating a product and ending up with zero results.
Give the customer something they can use to gauge the validity of your offer and what makes it better than buying from the competition.
Domino’s Pizza’s “Pizza in 30 minutes or it’s free” is a good example of this.
Another good example is Federal Express’s: “When it absolutely, positively has to be there overnight.”
As the potential customer is looking at your offer they need to be able to see a clear picture in their mind on how your product is going to benefit them.
They need to be able to picture that benefit and the feeling they will feel from the benefit. With the FedEx example I used what are the benefit and the feelings you picture in your mind.
Transfer the risk from the customer to you.
Take all risk out of the picture for the customer. If you’re potential customer shows up and feels there is any risk to them whatsoever in making the purchase they will close out and leave.
You need to do whatever you can to take away any risk at all. It might be just the fact that you have a good strong money back guarantee that comes with your product.
Whatever you need to do that will eliminate risk to the customer you need to do so.
Why should they buy it right now from you instead of waiting?
Here is a good time to go and check out some sales pages to see if you can identify the sense of urgency that is placed within the sales copy.
Maybe it is that the price is going up at any moment or you have a limited amount of copies to sell and then you
closing it down. Maybe it is only going to be live during the launch process.
Whatever you use as a sense of urgency, you must use something that makes sense and can be justified by you as to why you are using the sense of urgency reason. It has to be believable to the customer.
One last thing on your sense of urgency is to remember to follow thru with what you are saying.
If you are limiting your copies make sure you close it down after that many copies are sold. If you do not follow thru true to your word, you will eliminate the sense of urgency the next time.
In other words, “they won’t believe you the next time!” They will remember and make the decision in their mind that they have more time to shop around.
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