Secret #3 To Improving Your Conversion Rate

Craft Irresistible Offers

Find Out How to Build Value Your Prospects Would Be Crazy to Say No To Today

You’ve tapped into your prospects’ core emotions... crafted your message using the Power of One... now it’s time to up the ante...

Time to build an offer so incredible that your prospects cannot say no to...

But how?

Take what you know about what your prospect deeply desires... something that they would ‘move heaven and earth’ to get and build your messaging showing them how your solution gives them their desire...

Then mix in an incredible deal - something they cannot get anywhere else.

Next, you must show them why they’re getting this deal - it has to make sense. You cannot say ‘limited quantity’ for a digital product, for example. Limited capacity… doing a marketing test... these are the kinds of things that do well.

And then you must sweeten the deal… throw in some bonus or premium. Perhaps it’s some insider or secret knowledge… maybe it’s a complimentary product or service. Just make sure that whatever you do heightens the core desire.

Let’s see this in action.

Imagine you sell insulated cups. Most vendors will start with the features and benefits of the cup - as if they were one and the same - which they’re not. As a quick reminder… features are characteristics of a product - like size, shape, color, insulation, etc. Benefits are what those features do for the prospect - how they make the prospect’s life better.

Starting with the product does not lead to irresistible… it leads to average, mediocre, and boring content and messaging.

Instead, start with the ideal prospect - and don’t say everybody. Yes, everyone could use an insulated cup, but advertising to everyone is:

1. Way too expensive
2. Cannot address their individual needs (people don’t easily fit into one-size-fits-all molds after all)
3. Speaks to no one.

Who has bought a lot of cups from you before? Study them. What compelled them to buy your cups? (Yes, our emotions and desires compel us to do things… they drive us as neuroscience and psychology have found. Emotions are centered in the oldest part of the brain - the one that’s hardwired for survival. The brain that’s sometimes referred to as the reptilian brain.)

Aren’t we taught that emotions wreak decisions and that we should push them aside?

The truth is far different. According to psychologist Moshe Ratson, “Decisions are very much informed by our emotional state since this is what emotions are designed to do. Emotions quickly condense an experience, and evaluate it to inform our decision, so we can respond rapidly to the situation.”

And Antonio Damasio, one of the world’s leading neurologists according to the New York Times), showed through a series of case studies that emotions are not a luxury, they are essential to rational thinking and to normal social behavior - from his book Descartes’ Error.

So, which emotions trigger the buying of a cup?

And not only which emotions, but which deep drivers?

Let’s sell our cups at an outdoor event… on a blazing hot day. How can we increase our sales… make our offer irresistible?

Well, we could sell them at a slight discount. To make the deal even better, we could fill the cups with an ice-cold drink. And we could purposely bring few enough cups that there aren’t enough to go around. It would help as well to have someone drinking from one of the cups and looking cool and refreshed.

And then, we could announce a special deal that for the next 10 minutes we’ll also throw in a free refill of the drink.

To recap:

The best (and perhaps only) way to craft offers that your prospects cannot refuse is to do the following:

1. Target a Specific Audience. Focus on folks who have shown a need or preference for your product. Study them… their behavior… their emotions…but move beyond just studying them. Get to know them on a personal level.
2. Emphasize Benefits. You will need talk about features to convince the logical, thinking part of the brain, but decisions are driven by emotions. Benefits speak to the heart.
3. Create Scarcity and Urgency. Limit availability and offer time-sensitive deals to increase perceived value. This taps into the FOMO (Fear of Missing Out) that your prospects have.
4. Tap into Emotional Triggers. Neuroscientists now say that emotions drive decisions.
5. Use Environmental Cues. Nothing happens in a vacuum. What’s going on in your prospect’s world that impacts them? Use events and surroundings to increase the perceived value of your offering.
6. Add Value. Adding bonuses - like the free refill - adds even more value making your offer sound like an even better deal.

For immediate help in crafting irresistible offers, Click Here to Schedule Your Consultation!

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