How to Make your Offer Hard to Resist
Anthony Manly here from selfmanagedbusiness.com. In today’s video, I want to talk to you about making your offer hard to resist. And for most of us, when we get a lead we need to understand what the next step for that lead is.
And when it comes to business coaching, the next step for that leads to taking maybe a phone call with yourself. It could be a triage call, just a short, brief ten-minute call to understand whether that lead is a fit for your products or services or even your coaching program, which may be twelve to 24 months in length. Make your Offer Hard to Resist.
In saying that, what we need to first understand is we need to list out.
STEP #1: LIST OUT THE FEATURES OF YOUR SERVICE, PRODUCT, OR COACHING PROGRAM
And what I mean by features is what actually is it that someone’s going to get?
So let me use an example.
So if someone’s going to be signing up for a phone call, they’re going to be signing up for a ten-minute phone call. And on that call, I’m going to give you a plan that you can take away and implement.
It’s a fill-in-the-blank plan that you can take and literally implement yourself straight after the ten-minute phone call. It’s going to be up to you whether you take that on or not.
Another example might be, let’s say, for example, you’re a solicitor and a solicitor would probably list out something like our first consultation is 60 minutes in length feature, you come to my office, feature, you will get a checklist. Hard to resist.
That’s another feature.
STEP #2: PUMPING UP YOUR OFFER IS TO LIST OUT THE BENEFITS
So we’ve just listed out the features.
Now we need to understand the benefits of those features and the best way to do that is to think of them as a feature. And which means to them now that statement which means to them I picked up from Dan Kennedy, and Dan Kennedy is quite a smart man when it comes to direct response marketing. And if you twist it well, not twisted if you say to yourself, okay, I’m going to have a ten-minute triage call with you, which means you will spend ten minutes with me understanding what would be the next steps for you to take in order to execute on a plan.
Make an offer they can’t refuse.
Can you see how we’ve gone from a feature to a benefit?
So the benefit is spending ten minutes, you’ll get a plan, that’s actionable. If we take it back to the lawyer scenario. You remember I mentioned 60 minutes, come to my office, which means you’ll spend some time with me, you’ll be able to ask any questions you have. But I’ll also be able to give you a checklist of what you’ll need to take the next step.
So that’s the first part of improving your offer. And what you will need to do is start listing out the features and listing the benefits of those features.
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