Make Irresistible Offers

Make it easier for your client to say "yes" than to say "no".

OK, so let's agree that you read my last post and got in tune with your market... your list. You correctly targeted who should receive your message.

Your next most important element is your offer.

How can you make your offer irresistible? One of my mentors, Jay Abraham, illustrates the irresistible offer by telling the story of the horse traders. (I'm paraphrasing.)

Horse Trader A wants to sell his horse and offers it for $500. Once you buy it--it's yours, for better or worse.

Horse Trader B offers his identical horse, but puts the buyer at ease. "My price is $750, but I don't want you to pay me now. Take the horse for a month, before you have to make a purchasing decision. Ride it. Make sure you and the horse can get along. I'll even provide the feed for this trial period. Put the horse through its paces. If you decide to keep the horse after trying it out, then I'll accept your money. If you don't LOVE the horse, I'll take it back. No questions asked... and no hard feelings, either."

Which of these offers is "irresistible"?

If you're the buyer, which horse would you prefer? (Even if you have to pay more?)

You say you're not selling horses... but cars, or clothing, or dental care, you name it. What things can you do to sweeten your offer?

Can you extend a superior guarantee?

Can you offer favorable financing terms?

Can you add premiums or bonuses to the package that add value and set you apart from your competition?

By answering these questions, you'll begin to find the irresistible offers that your clients will jump at.

Til next time...

John Gilvary



For business growth help, see www.jgilvary.com