Helen Graves’s latest article is titled “Make Em an Offer They Can’t Refuse (Part 1)”. [Article]


Helen Graves’s latest article:

Make Em an Offer They Can’t Refuse (Part 1)

Few things are more discouraging to a passionate entrepreneur than creating products and programs that donât sell well.

It’s hard not to take it personally, which can bring up feelings of doubt, hurt, disappointment and even embarrassment. But for the savvy, âIâm gonna make it happenâ business owner, thereâs no such thing as failure â thereâs only feedback.

When the feedback you get is an audience thatâs not buying, itâs time to take a look at the offer you’re making.

There are two levels to creating a compelling offer. I want to share some of the tips from my Passion for Profit coaching program on what you can do in the development stage to ensure that you’re creating an offer your audience wonât be able to resist. (Then, next time in Part 2 weâll look at how to present the offer in the most desirable light.)

Here are four clear-cut and simple tips you can use to be certain youâre putting your time and energy into offers that will get snapped up!

Irresistible Offer Tip #1 â Make Sure Itâs a Really Desirable Topic

It’s tempting to create a product or program focused on something you know your audience needs. My advice â donât do it. People are notorious for not buying what they need, but instead spending their money on what they want. I call this the broccoli vs. ice cream syndrome.

When in doubt about whether the topic youâre considering is ice cream or broccoli, ask your audience. Pick up the phone, send out an email, put together a survey. Youâll be surprised at how happy they are to steer you in the right direction.

Irresistible Offer Tip #2 â Give It a Mouth-Watering Title

Titles (like headlines and subject lines) serve an absolutely crucial role in your sales and marketing Рthey capture your audience̢s attention. The goal, of course, is for your title to create a powerful incentive for your potential client to want to buy. So it has to reach out and grab them and motivate them into action.

So spend some time on crafting a really delicious title for your product, program, event, workshop, ebook or home study course. Some tips for a great title: itâs specific, it is conversational rather than salesy, itâs curiosity-provoking, it highlights benefits and results rather than features, itâs not overly clever or cute.

I usually recommend to my clients they spend at least as much time on the title as they do on the content itself. Yes, itâs that important!

Irresistible Offer Tip #3 â Add On a Tempting and Relevant Bonus

For me, the key word here is ârelevant.â Adding a bonus (or two or three) can certainly increase the appeal of your package. But too often, I see folks throwing on things that are totally unrelated to the main offer. The point of a bonus is to give that extra nudge that tips people off the fence. If Iâm considering your business building program, Iâm not likely to be swayed by a bonus e-book on organic recipes or an audio about feng shui. (Not that those arenât interesting and valuable subjects in the right context.)

The best bonus directly supports the results offered by the main package component. Ask yourself: Would this [whatever the bonus is] clearly add to the value of what Iâm getting? If the answer is no, head back to the drawing board.

Irresistible Offer Tip #4 â Determine the Value Before You Set the Price

Price is often the first thing business owners want to figure out when theyâre creating a new product, program or event. But as I counsel my clients, itâs usually the last phase of your program-development process.

Here’s why â itâs hard to determine a fair price until youâre clear on what is being offered, both in terms of âdeliverablesâ and results. Secondly, other factors can come into play as you determine the âmagic number.â There are times when it makes strategic sense to price a program on the low end. For example, if itâs a new âand untried- offering (it then becomes paid learning), or so you can draw more people into it and have a bigger pool for your upsell offer.

Tie Your Offers Up with a Red Ribbon

Your special brand of transformation is important in helping your clients solve their current challenges. The content of what you offer is always showcased by the âwrappingâ you give it. When you think strategically and creatively about your topic, title, bonuses and pricing, you can create a âpretty packageâ thatâs easy for them to say âyesâ to.

Helen Graves, Grand Poohbah of Crackerjack Online Marketing Strategy, offers practical online sales and product marketing tips to create long-lasting client connections. She can be reached via www.CrackerjackOnlineMarketing.com.

Sign up for her free special report on product launch strategy, ‘How to Create Desire So Your Products and Programs Sell Like Hotcakes’, at www.Product-Campaign.com.

Make Em an Offer They Can’t Refuse (Part 1)

*This news post was submitted by Helen Graves.

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