First, the benefits of creating irresistible offers:
As entrepreneurs and small business owners we all want to increase sales. But, getting the sale is not just getting one big YES. Rather, it’s about setting up a system that generates a series of yes-es.
It’s important that you are able to give your prospects an opportunity to say yes to one or several no risk offers as well as giving them some low risk offers. This way, it’s your prospects who put themselves in your pipeline.
Creating irresistible offers is what grows your list — your in-house email database of potential prospects. Different offers will appeal to different types of buyers, which makes it great for you to auto segment your multiple types of prospects.
Formats of creating irresistible offers:
Whether it’s free (no risk) or paid (low risk) offers they can be delivered in the form of:
- Free reports
- Free consultation
- White papers
- Video training
Creating irresistible offers is a lot like cooking in the kitchen. If I want to get my three kids to come downstairs for dinner I know all I have to do is bake some chocolate chip cookies in the oven. They can smell that from anywhere in the house. My kids (and all their friends) suddenly drop whatever they’re doing and come flocking into the kitchen.
In any house, you can bet chocolate chip cookies are always a big hit with kids. But, when it comes to your business do you really know what makes a truly irresistible offer? What is the hot button that will have your ideal customers drop whatever they’re doing and come flocking to you?
There is a simple process for creating irresistible offers. If you’re going to spend the time to create, develop and deliver on your offers you want to make sure you’re not promoting the wrong offer. The biggest reason businesses suffer from wrong offers is because they missed a key step.
#1 missed step that causes small business owners to have the wrong offer is:
NOT doing something called market research. To many of us entrepreneurs the idea of doing market research can sound boring, unsexy or perhaps simply too time consuming. I find that the opposite is true. We waste more time just guessing what our offers should be rather than just asking our target market. The simple wisdom here is: “if you ask them what they want, they’ll tell you.”
Take action on creating truly irresistible offers.
- Send your customers and prospects a short survey. Try Survey Monkey. They’ve got great plans starting from free all the way to just $780 a year. They also integrate with a list of great 3rd party tools and software to offer you even more insights into your target market.
- Integrate survey questions in every prospecting and client conversation. You’re talking to your target market anyway. Why not spend 2 more minutes to ask them your survey questions while you have their attention, so you can discuss different irresistible offer ideas.
- If you prefer to outsource to the experts who do market research everyday, contact my friends at Focus Forward. They can manage both small market studies or larger focus group projects to reveal what truly motivates your target market.
Conducting a market research project is far less costly than blindly launching new products, new services or new offers.
QUESTION: Where are you stuck in creating truly irresistible offers for your business?
I invite you to share your comments in the comment box below.
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