If you’re involved in any online business, you’ve probably come across the expression “The money is in the list.” It’s basically a database of email list that you have built over time, which will then allow you to generate future profits through email marketing.
But… the challenge is, how do you get people to leave their email address to subscribe to your email list?
Entice your viewers or visitors...
First, you need to think like your audience – why should you type in your email address into a subscription form? So WIIFM? What’s In It For Me? In order to get someone to give you their email address, you will have to give them a very good reason to do so – by giving something that they want or appreciate, something irresistible.
So here’s the 7 core elements that you would need to create an irresistible offer.
The 7 Core Elements of An Irresistible Offer
#1 Relive Your Prospects' Pain & Deep Desire
If your offer can overcome your prospects biggest problem then you have the making of a good offer. But if it can overcome a painful problem and a deep desire you have the makings of an irresistible offer.
So where possible, always try to make sure that your product or service overcomes your audience’s deepest pain and strongest desire to make your offer truly irresistible.
#2 Your Offer Needs To Alleviate Pain & A Deep Desire
When making your offer, present it clearly. If your prospects have to think about what your offer is then it is too late, you have lost them.
A truly irresistible offer should be easy to understand and be immediately obvious how valuable it is to the prospect. A great offer would:
- Clearly and efficiently states what it is
- Show how it can benefit the prospect
#3 Back Up Your Offer With Proof (Believability)
Now that your prospect has read what you’re offering, doubts and scepticism will be creeping into their minds. So in order to get the sale, you need to make your offer sound credible and believable.
You can do this by using proof and logic. You can use many different kinds of proof when presenting your offer such as social proof, technical proof, factual proof, celebrity endorsements, client case studies, customer testimonials, accreditations and proof of results (Back up all claims made).
If you don’t have any customer testimonials or any other kinds of proof, then you can use logic to justify what you are promising in your offer.
#4 Overcome Known Objections
As people evaluate your offer, they will have doubts and objections. Here are a few examples based on a specific offer:
How To Run & Scale Profitable Facebook Ads – Objection: Aren’t Facebook Ads expensive to run? I don’t have a big advertising budget.
How To Train For A Marathon In 2 Months – Objection: I don’t have much time to train in-between work and family commitments.
How To Lose 20 Pounds In 6 Weeks – Objection: I have tried lots of diets before with little or no success. Why will this diet be any different?
Hopefully the above examples have shown you the kind of objections and self doubts people will have as they evaluate your offer.
Once you know your prospects objections, you can then present logical arguments to overcome them in your offer.
And more often than not, one of the biggest doubts and concerns someone will have is whether they can actually trust the vendor i.e. you to actually deliver your offer/promises and not run off with their money.
So when putting together your offer, it is critically important to identify all of the known objections that your prospects will have and then think of logical arguments so that you can overcome them.
#5 Display A Clear ROI
It is vitally important when making your offer that it is perfectly clear that the value of what your customers will receive is greater than the actual price that they will pay and hence making a purchase is a no brainer.
There are a couple of ways that you can do this depending on what you are actually selling and how you are presenting your offer, but one of the best examples of how to display value is with something called the ‘stack’ especially if you sell information products and training courses.
I discovered this method from Russell Brunson and it is a very effective way of displaying all of the key elements of a product or service.
You simply display all of the key elements and bonuses on top of one another, clearly displaying a value to each element of the product and bonuses and then displaying a final price at the end.
Then to make it a killer deal, you simply price drop and offer them a price that is lower than the value of what they are getting.
Why does this work so well? Because the human mind only remembers the last thing that you showed them. So by stacking everything on top of each other, they can clearly see the value of what they are getting clearly in front of them.
There are other ways to display a clear ROI such as 2 for 1 deals, value buckets etc. But showing a clear ROI is a critical part to your offer.
#6 Give An astonishing Guarantee
This is where you need to put your money where your mouth is.
If you truly believe your product or service will deliver on the promises that you made in your offer, back it up with an absolute no brainer guarantee that eliminates any buyer fear your prospects will inevitably have.
Unfortunately, 30 day guarantees don’t cut it anymore.
You need to really show the belief in what you are offering and offer the best guarantee that you can that makes it a no brainer for your prospect to make a purchase.
If you are offering a physical product, give it a 12 month or even a lifetime guarantee.
If you are a business coach and promise to double the revenue of your clients businesses in 12 months, give a guarantee that backs this up by promising to refund your fees if you don’t deliver on your promise.
Hopefully you get the idea. Deliver an astonishing guarantee that eliminates all buyer fear and you’ll be a credit card width away from a new sale.
But I will now reveal the final part of an irresistible offer that will give you a big bump in sales…
#7 Use Urgency In All Offers
In every offer that you create, you should always try to add in urgency and show why people need to buy NOW.
If you don’t use urgency in your offers, there is no reason for people to buy now. They can come back later after thinking about your offer and worse still, forgetting about your offer altogether.
So when presenting your offer, add urgency to it in the form of offer deadlines, limited product numbers, limited attendees etc.
By adding urgency to the end of your offer can you get sales increases of up to 500%. So where possible, always try and use urgency but only if it is genuine urgency or scarcity.
DO NOT use fake urgency or scarcity because if your customers latch onto this, you will lose them forever.