Your Irresistible Offer ChecklistApr 05, 2023
Creating a clear and compelling offer is essential for ditching sales calls and increasing online sales. In this article, we’ll tackle the crucial components of an irresistible offer, including defining your target audience and creating a promise that resonates with them. Increase online sales by implementing these steps in your offer creation process.
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1. Identify Your Niche
Pinpointing the perfect niche for your business is paramount in attracting high-value clients. Generalists typically have to charge less and provide a broader range of services, making it hard to scale. It's vital to identify and understand the needs of a specific market before creating an offer tailored to them.
You need to know the following:
- who are you targeting
- what specific challenge they are struggling with, and
- how you can provide the solution that will help them succeed better than anyone else.
The first step in finding your niche is researching potential markets. Start by asking yourself questions like:
- Who could benefit most from my services?
- What markets have naturally been attracted to my business in the past?
- What unique experience or education do I have?
- What issues can I address for these potential customers?
- What kind of businesses would have the budget and resources to pay for my services?
Once you've identified potential markets, it's time to gain a deeper insight into each one to determine the best option by obtaining market data. You can learn so much about an industry, its challenges, and what solutions they have tried by engaging with professionals in the field and surveying potential customers. Research trends in the industry, talk with people in similar roles or positions within those industries and read up on the news related to those topics. By delving further into each potential market, you can better understand the issues these organizations encounter and create an offer specifically tailored to them.
Another way to find your niche is through researching job postings within those industries (this one works well for copywriters wanting to learn the language of an industry or business). Take note of any common language used throughout job descriptions related to skills needed or desired by employers in that field. These words can help inform your content strategy when crafting offers tailored for this audience segment later on down the line. Additionally, look at companies already offering services similar (but not identical) to yours—what’s working well for them? How could you improve upon it? What do the reviews posted online indicate could be done better? These insights can prove invaluable when designing something unique for this target market segment.
Once you’ve identified your niche, it's time to define the transformation you will offer them. With a clear understanding of what problem they need solved and how you can help solve it, you are ready to craft an irresistible offer that will convert high-value clients.
2. Define The Offer Transformation
People buy things to solve problems, and it’s vital that you can clearly articulate what life is like before and after they purchase your solution. When defining the transformation you’ll deliver, it is essential to be as clear and concise as possible. Clarity will always win; the more specific you can be with your transformation, the more intensely the prospect will connect with it.
Think about how your product or service will change the buyers' lives in tangible ways – increased income, more free time, better relationships with clients and colleagues etc. Make sure that the transformation (or before and after) is clearly articulated. Remember, no ambiguity! Don’t forget to include how long it takes for someone using this product or service to achieve their desired outcome. Is there a particular timeline associated with achieving success? If so, don’t avoid talking about it–it can help set expectations and set you apart from other options on the market.
Defining your transformation is vital to creating an irresistible offer that will convert high-value clients. Now let's look at how you can reduce the perceived risks of buying your offer with a guarantee for your product or service.
3. Reduce The Risks With A Guarantee
Assuring potential customers that you have reduced the risks can help them feel more confident that they are making the right choice, and guarantees can be an effective way to boost conversions and attract more valuable clients. It shows potential customers that you stand behind your product or service and gives them peace of mind when purchasing.
When designing a guarantee, it is essential to consider the following factors.
- What type of guarantee will best suit my business?
There are four main types:
Time-oriented guarantees: You’ll do something within a specific timeframe. For example, we’ll get back to you within 24 hours of your claim or submit your tax return on time. You can always add terms and conditions to go into details about when this guarantee no longer applies.
Delivery-oriented guarantees: A guarantee that you will deliver something to the client. This could be the number of leads an advertising agency will deliver or the minimum amount of money you’ll save on your tax return.
Experience-related guarantees: The experience your client will receive working with you or your company. This could be a satisfaction guarantee, a quality of work guarantee, or a customer offer guarantee.
Money Oriented: We’ll refund X% of your money if…
The best way to leverage guarantees is to consider the top objection you receive related to the risks of buying your offer and build a guarantee that can overcome that objection and provide protection and assurance to buyers.
- How long should my guarantee last?
Provide customers sufficient time to trial your product or service, yet not too long that it may become a financial burden for you regarding refunds and customer assistance costs. A good rule of thumb is 30 days from the date of purchase – this allows plenty of time for testing without being overly generous with returns and refund requests down the line.
- What kind of restrictions should I include?
Depending on what you’re selling, it may make sense to include certain restrictions to protect yourself from abuse or fraud attempts by malicious buyers who try to take advantage by taking multiple refunds over time instead buying once like intended buyers would do. Be sure these restrictions don't discourage legitimate purchases, though – keep them reasonable and clearly stated so that everyone knows what's expected when buying from you.
- How can I use my guarantee as an upsell opportunity?
If possible, structure your return process so that returning customers have access to additional offers after they've returned their original purchase – this could help turn dissatisfied customers into repeat purchasers. For example, offering discounts on future orders might entice someone unsatisfied with their first experience back into giving your products another chance at success, provided they know about it beforehand.
Offering assurance is critical to establishing faith with potential customers and showcasing confidence in your product or service. Now, let's look at how to make a clear promise that will attract more high-value clients.
4. Make A Clear Promise
An offer promise is the outcome or results that your offer provides. The key is to keep it simple. In one sentence, what is the outcome you provide? Be specific.
Making an explicit promise to your customers is essential for creating an irresistible offer. By outlining the outcomes tied to each feature, you can build clarity and trust with potential clients that will help convert them into high-value clients.
5. Transform Features Into Outcomes
You can add power to your promise by explaining how the features of your product or service directly tie into achieving the promise. For example, if someone purchases a monthly subscription program with access to weekly video tutorials and live Q&A sessions, then demonstrate how these two elements work together to help them reach their desired goal within the specified timeframe outlined in the offer.
Start by listing out all of the features of your offer. If you're a web designer, mention features such as mobile compatibility, custom programming and e-commerce integration - all of which contribute to an improved user experience. Once you have these listed on your sales page or website copywriting services page, take each one and explain how it contributes to an outcome for the customer.
Ex. "Our responsive design guarantees a smooth experience regardless of the device, while our custom coding offers exclusive, tailored solutions for clients."
You want people leaving feeling confident about their decision, so don't leave anything up for interpretation. When done correctly, linking outcomes back to features makes selling easier because people can quickly connect the dots between what they need versus what is offered by other providers to get results faster than ever before.
An Offer Too Good To Resist
Creating an irresistible offer is challenging, yet the effort will be worth it! Using this comprehensive offer checklist, you can make an offer that will attract and convert high-value clients without the dreaded sales calls. Ensure you have all of these elements in place before launching any new product or service so that customers cannot resist buying what you're selling.