Make Your Offer Irresistible

Since we’re marketers and we're selling to human beings, don’t you think it might be critically important to know the five basic secrets that will generate results and have the greatest influence or impact on your customers?

I’m about to share with you something that will most likely make you seem like the Da Vinci of Marketing in your niche.

These can be switched around, they can be overlapped, use them to fit your particular sales situation, but I have arranged them in 'order of use' as they should appear in the marketing process.

In nature, in the presence of a vacuum, something will ALWAYS try to fill a void. Right? Well, the same is true for humans, human nature also follows this law of nature consistently and without fail.

This creates a wonderful circumstance for us marketers – here's why:

1. Natural Laws – The act of someone doing another person a favor or giving them something of value for free, causes an imbalance in the relationship between those two people. This imbalance further creates a subconscious pressure on the recipient to return some kind of value to the other person in some way. This is what’s known in marketing as 'The Law of Reciprocity'.

2. Reciprocation – The word “FREE”, in the marketing sense, elicits the highest response of any other word in the English language. That’s why we marketers use it over, and over again. That's not really such a hard concept to comprehend, is it? Wouldn't you agree that everybody likes free stuff? Don’t you? And even though “free” means something given, and received, without any return obligation or consideration, the recipient still feels obligated to return something of value.

As described above, if something of real value is given to a person, an imbalance is created – a void in nature – that needs to be filled, maybe not immediately, but eventually. If that person has gotten great value and uses from the gift, there will be a nagging sub-conscious motivation to reciprocate in some manner.

By contrast, I have found that some people just don’t appear to reciprocate at all, this is probably due to a perceived lack of value by the prospect or they simply didn't appreciate the full value of the offer. For that reason alone, it’s very important to make sure that your free gift offerings are associated with a promotion. And a promotion that your customers are conspicuously made aware of the total, real value they’re receiving.

3. Get your prospects to like you - Another 'Law of Nature' can be realized from the phrase, “if a customer knows, likes and trusts you - they’ll buy from you”. That know-like-trust process begins with your “free offer”. Now that you’ve introduced yourself with your “free” offer, you've completed the first part – they KNOW you.

The next step is to get them to “like” you. The surest way I'm aware of to get someone to like you is to let them know that you like them (reciprocity, again).

So, here again, not ALL people are going to “like” you and, believe it or not, you’re not going to like all your customers, but this is just the way it is. However, if you follow this formula, you’ve got considerably much better odds of finding customers.

Your ads and marketing letters must always be written as if they are a personal note to a real, live, breathing friend. Talk as if you’re talking to your best friend, and ditch the techno-babble”. Keep It Simple Smiley! (BTW, this is my personal motto - K.I.S.S. Lol)

And the last part of the formula:

4. Trust – You know? Trust is a funny thing. It's HARD AS HELL to earn, and easy as pie to lose. Now I don’t know about you, but whenever someone says “TRUST ME” the first thing that comes to my mind is a con-man, slimy used car or snake oil salesman, and the last thing I would do is trust them.

So the magical question becomes “how do you get your customers to trust you?” And the answer is really threefold:

• Be honest – don't ever lie, mislead, or embellish your marketing messages – especially to just make a sale. Believe me, word will get around fast and before you can say “Jack Robbins”, your business will follow your reputation right down the tubes.
• Be genuine – be who you are. Don't try to be something or someone you're not. It's unavoidable that you will change as you grow into the person you were meant to be. But, above all, always remain humble and never forget where you came from or the journey you've traveled.
• And be a leader. Accept the leadership role with regard to your customers and prospects. Don't hesitate a bit to tell them what they should do, what action(s) to take in order to buy from you.
  Convey your confidence, ask for the sale. You can't be wishy-washy, present yourself as an “Authority” figure. You are the expert in your field and the only one they should buy from.
  Always collect testimonials and endorsements. As proof of your trustworthiness, present the endorsements of your other customers, their friends, and neighbors.

Any offer made in letter form must include some endorsements from other customers. You should also mention articles written about you, as-well-as books, articles, newsletters that you’ve written, etc. It often amazes me at how difficult it is for most people to make a decision, so it’s a far better strategy that you provide your prospects with an action plan that leads them to say “yes”.

5. Scarcity – If there's a better persuader than this that can really motivate human beings to action, I don't know what it is. But years of experience has taught me that you must create and manage this marketing strategy to your advantage in every offer you make.

Think about the law of supply and demand. If demand for a product is high and supply is low, then the price will be acceptable regardless if it is high or low. Most people look for things that solve their problems or make them feel good about themselves and that are of good quality. And for some reason, they want it even more – if the quantity is limited in some way.

So even if you can just create the “perception” of a limited number of available units, a limited time frame for availability, or whatever other aspects you can conceive of to use, you’ll find this strategy to be a rapid catalyst to action for your customer.

The trick to making this work in marketing, though, is that you make your “free” offer available as-soon-as your customer takes action. The action needn't be much, it can be a very small one in-fact, like filling out an opt-in form for you (which gives you their name and email address), or accepting your product on a 30-day free trial basis.

The final piece to this puzzle, of course, is that you always include a guarantee of some kind in all your offers. I prefer the “Unconditional - no questions asked” type of guarantee - for 30, 60, 90 days, or even a full year if it fits your model. This type of strategy allows you to emphasize your credibility (trust) by saying you’re going to be around for a while. I’ve found that more often than not, there are very few takers to the guarantee policy you offer, and if there is – you wouldn’t want to keep an unsatisfied customer anyway, right?

Well, there you have it. That is the strategies and techniques I use every day in my business and marketing to generate real results.

Make sure to incorporate all five of these marketing tips in every single one of your offers (ads, sales letters, presentations, etc.) and you’ll experience dramatic results along with an increase in your business.

As always,

To your success!

Please leave a comment below to let us know how we’re doing.

Feel free to leave any suggestions for future posts or content. Or ask any questions regarding anything you don’t understand or need help with, I would be happy to help in any way I can.

I hope you find this information helpful. Thank you for reading.

P.S. Are you tired of wasting time and money on Affiliate Marketing that doesn't work? Want to copy a real business in just days? CLICK HERE TO LEARN MORE