The one “must know” for every business is understanding “What Offer Can You Make That Your Customers Can't refuse?”
When considering this topic, I found that most sales experts would regularly quote The Godfather film. You know, the one “I’m gonna make him an offer he can’t refuse”. That’s all fine and good, but shoving a horse’s head in your customers bed really won’t work.
I prefer to think along the lines of Homer Simpson, that genius yellow man who stated:
“If bacon grew on trees, I’d be a vegetarian.”
In simple terms, this comes down to a risk versus value decision on the part of the customer. Do they feel they are getting value by purchasing your service or product versus the risk involved? And by risk, I really mean the monetary cost to the customer.
To help ease their concerns about the costs, you offer them money-back guarantees, free shipping, bonus product. To get them over the sales line you inject that sense of urgency by setting deadline dates, or early bird prices.
So, how do you know you are providing the right offers?
Well, firstly put yourself in your customer’s shoes. If you were the customer, what would it take to convince you to buy? Then consider whether you have given them a good enough reason to buy; and finally, why they would choose you over the competition?
Jeez Sales funnel man, that’s a lot of questions there. Where’s the damn answers? Well, I’ll tell you. The answer to everything is FREE. Yep, you read that right - FREEEEEEE.
Sports stars, film stars, millionaires, all like FREE. Ever walk around a Costco and taken a food sample because it’s there and its FREE? I’ve even taken bites out of things I don’t even like, because it’s free. If you’ve never been to a Costco, then you're missing out. I’d recommend you visit your nearest store and sign up. There you are, FREE advice. Felt good, didn’t it?
The types of things you can offer will vary depending on your business (we've covered some of these in our incentives blog); eBooks, podcasts, free product, are all viable freebies. If FREE isn’t where you want to be, then offer great value or the risk / cost will be too great for your potential customers.
So, there you have it. If you take nothing else away from this apart my handy "18 Splendid Offers" cheat sheet, remember this: everyone loves bacon….
…except perhaps vegetarians.
To Your Success,
Aka - Sales Funnel Man