The salability of a product has very little to do with the product itself. What actually sells it is the marketing behind it. A product can be at the top of its class, but if the offer for it falls short of the ‘magic’ that draws customers in like moth to a candle light, the product will not make any money. Creating an irresistible offer is an art but it is not difficult. The right offer presented at the right time to the right audience is a money generating machine! Here’s how to do it.
Irresistible offers can be created over and over again for any product by repeating just a few steps. There is a science to it and if done correctly, will always produce predictable fantastic results! While it is true that the product itself has very little to do with its salability, it is essential to have a product that delivers on the promises given in the offer. Should the product fails in delivering on what was promised, it can create a sense of being cheated in the customer and any chance of repeat sales is diminished.
An irresistible offer is formulated as early as the product creation stage. To a customer, a good product must solve a problem. There is no motivation for anyone to buy something that does not specifically fill a need. Naturally the first step is to identify the needs or problems of a particular group of people. This will automatically determine the niche this product will be suitable for.
There are many ways to discover the needs of a niche. Joining forums of a particular interest group and paying attention to what is discussed is a very easy way to do so. It is almost certain that any common problems faced by people in the same niche will be discussed. Another way is to use surveys. Very rarely will anyone resist a chance to talk about their problems and needs if it means a possible solution may result from doing that.
The next step is to then identify what other ways can the product be useful to the customer. Make a list of every way that the product can be useful or what else it can do for the customer. This list will be the different components of the offer as well as selling points that will make the offer irresistible! Be sure to exhaust all ideas to build as big a list as possible.
Once the above list of product benefits is completed, divide it into 2 categories. The first is the “really good stuff” – this will be used as the bonuses. The rest of the items will be the core offer or discarded if they are not really relevant. These core and bonus components can then be packaged as live trainings, e-books, videos, audio recordings, webinars, workshops and tools.
The final part in formulating an irresistible offer is the most important. As a rule of thumb, customers will most likely buy a product if they feel that it is worth 10 times more than what it is sold for. Thus it is very important to indicate the value of each of the above core and bonus components clearly (at 10 times more) before revealing the price of the product package that the customer will pay.
With these information ready, it is now time to format the irresistible offer. A typical good format will generally follow the structure below.
A) Use a curiosity provoking heading/title.
B) State the problems or needs of the niche. Using stories is great for this.
C) Introduce the core components of the product.
D) Create urgency to purchase the product by limiting time or quantity of the bonus components.
E) Present the value of each core and bonus components (about 10x selling price).
F) Reveal the actual price the customer will purchase with.
G) Optionally give a limited additional discount to encourage customers to act quickly.
This is all that is required to create an irresistible offer! Just repeat these steps every time for a new product and it will sell like hot cakes! As mentioned before, keep in mind that the product should at least meet the needs of the customer as promised in the offer.
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