The lifeblood of your business lies in your ability to sell your product or services, but many entrepreneurs struggle to craft a great pitch.
To shape a compelling offer, you need to know your customer, make ideas accessible, and pitch benefits that outweigh the perceived cost.
Here are five key components to include when structuring an irresistibly good offer:
The heart of your sale lies in the value you bring.
Before you package your message, ask yourself, “What is the most valuable thing I can do for my customer?”
How can you take your client from Point A to Point B in a way that creates a win? Sell the outcome, because this is really the crux of your offer.
What style or slang terms do your customers use?
Every bubble has its lingo, and companies do well in using the common language of their people. Offering ski apparel? You’ll sell more if you throw in jargon like kickers, white rooms, throw downs, etc.
Ever wondered, “what’s the catch?” or refused a deal because it seemed too good to be true?
People are so used to being short-changed that when they receive a value-filled offer, they find it hard to accept. Include a solid reason behind your offer (an overstock, warehouse relocation, or a once/year sales blowout), and clients will be more eager to engage.
Or try including a case study to show your product or service in action.
High-ticket items carry high risk.
People generally think of costs in terms of monthly expenses, so breaking a hefty price tag into segments can mean the difference between a customer balking or a prospect proceeding. Incentivize customers with payment plans, and it will make large purchases seem more realistic.
Many prospects consider buying but never pull the trigger.
Use elements of scarcity (limited supply, time, or resources) to gain leverage. If you have a running countdown of time or available stock, spread the word to drive response. Add a bonus item (free frosting with your cake mix) or an outrageous guarantee (think 30-day, no-questions-asked return policy), and you may reverse the hesitation someone has about doing business with you.
Don’t slack when it comes to structuring an offer that sells. Before your next campaign, craft a compelling, thoughtful offer. Your conversion rate will skyrocket and so will your bottom line.