Read time: 4 mins
In this week’s issue, I want to talk about how the offer(s) a Local Small Business Consultant or Digital Marketing Agency Owner has are so incredibly vital to their overall success…
The cold hard truth is that your offer is everything…
And if your offer isn’t irresistible, then you will struggle to get clients.
So with that in mind…
Let’s dive in!
Why Most Offers Don’t Convert
If you’re finding that you’re having trouble getting customers or clients (making sales)…
It’s likely that your offer isn’t as good as it should be.
In fact, I’d venture to guess that most people’s problems with their offer isn’t a traffic problem or a marketing problem…
But rather, it’s an offer problem.
The offer is everything!
It must stand out from the crowd and essentially sell itself.
Nowadays, there’s so much more competition than there was even just a few years ago.
And with so many options at a local small business’ disposal…
Like my good buddy Adam says…
You need to stand out from the “sea of sameness.”
But unfortunately (or fortunately), depending on how you view it…
There’s a lot of really bad offers out there.
So that means it’s not all that hard to stand out from the crowd when you make an irresistible offer.
Why The Best Marketing In The World Won’t Sell A Bad Offer
Even if you have the best looking website or sales funnel…
Fancy graphics…
Killer copywriting…
It likely will only give you marginally better results if your offer is only so-so.
That’s why the offer needs to be so darn irresistible.
Because if your offer is bad or average at best…
All the copywriting in the world won’t likely get it to convert.
And on the flip side…
That also means that an irresistible offer will usually be highly successful and make sales (get customers and/or clients)…
Even if you don’t have the best looking website or sales funnel…
Amateur graphics…
And next to no copywriting whatsoever.
Why The Offer Is So Important
As I previously mentioned…
The offer is EVERYTHING!
Without an irresistible offer, the rest simply doesn’t matter.
And the main reason I’m talking about this in this week’s issue is because…
Sometimes we simply need a reminder of this.
A reminder that our offers are so much more important than any of the fancy marketing is concerned.
But it’s so easy to overlook the offer…
And quickly blame other factors, such as…
- Traffic sources
- Sales funnels
- Sales copy
- Ad creatives
- Price points
- Etc.
When in reality, it’s because the offer simply isn’t good enough.
So what makes up an irresistible offer?
I’m glad you asked… 😉
How To Create An Irresistible Offer
That’s a great question…
There are many factors that can be added or taken away to make an average or bad offer into an irresistible one.
I think it goes without saying, but…
First and foremost the offer has to solve a problem that the potential customer and/or client has.
Secondly, it must be perceived as high value from your customer and/or client.
Third, it must be perceived as low cost in terms of risk and price to the customer and/or client.
Fourth, it must be multiplied by urgency and scarcity to the customer and/or client.
I’ll give you an example and let’s see if it checks off all the boxes…
I offer social posting as a service for $99/mo.
Does it solve a problem the customer and/or client has? Yes. (The customer/client likely isn’t posting to their social media accounts at all or frequently enough.)
Is it perceived as high value from the customer and/or client? Yes. (But that’s debatable – depending on if the customer/client understands the time and money it costs to produce images/posts.)
Is it perceived as low cost in terms of risk and price? Yes. (But, could it be even better? – Perhaps by adding one of a couple different risk reversal strategies.)
Is it multiplied by urgency and scarcity? No. (One could add a special sale price over a set period of time.)
So as you can see…
Even a darn good offer like I outlined above can be improved to become an irresistible offer.
By implementing all four outlined above…
You have a truly irresistible offer that’s a “no-brainer” type of deal…
One that’s just too good to pass up.
Does this mean you have to have a truly unique product or service?
Absolutely not!
Even an extremely simple and boring product or service can be turned into an irresistible offer.
So the next time you aren’t getting the customers and/or clients you think you should…
It’s time to get back to the basics and revisit your offer.
Because I’m almost 100% positive that if you can be honest with yourself…
You’ll see that your offer is simply not good enough.
So I’ll leave you with this…
What can you do to improve your offer(s) to make them irresistible?
See you next Monday!
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5. Level up your knowledge through training programs & done-for-you digital assets specifically for Local Small Business Consultants and Digital Marketing Agency Owners here.
6. Turn your social media profiles into lead generating landing pages here.
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