Today we answer a question on every Entrepreneur’s mind: How do I create an Irresistible Sales Offer?
There are 4 main obstacles to buy and every successful sales offer overcomes all 4 of these obstacles to buy in their messaging. Today we will uncover all four, reveal how to learn which of the 4 is the primary obstacle to buy and can help you form your entire offer, and we will also reveal exactly what to do to optimize your offer by overcoming all four of these obstacles in your messaging.
Let me tell you a story, one you may have lived a 1000 times so you can optimize your offer with these techniques:
I’m a professional namer—I have been for 25 years, gosh I think it’s 27 now but don’t tell anyone…
So when I meet someone and I tell them I’m a namer, Likewise, when a client refers someone to me and they already know I’m a namer, almost everyone tells me they’ve never heard of someone being a professional namer before. By their excitement and tone, I can see they have a fascination about it, I have yet to meet anyone who doesn’t. They want to lean in, learn more. So I know the naming of what I do is effective. I do way more than Naming but when I say I’m a namer I get results. Never be afraid to repeat what works.
Right, every time I say I’m a namer, they want to know more, they want to know if it’s for them. And they also reveal they have a complete lack of knowledge about the price of such a service or even the value of a professional namer. Which for those who are listening, can completely optimize your offer and make it irresistible.
I’m then often asked; “What have you named? Now because I’m listening for it, I know they are interested in me, possibly naming for them, if I can overcome their obstacle to buy. What I don’t know yet is what is their primary obstacle to buy.
Their next question is usually; “Have you named anything I’d recognize?
The answer is yes, definitely. I’ve named for some very recognizable brands! Flipz Pretzels for Kraft, three credit cards for Discover, one for Capital One, one for Visa, They usually have one in their wallet, four cars for Saturn and Honda, food in almost every grocery aisle: I list a few Stouffer’s, Boar’s Head, Hershey’s… 100s more. I like to share that I’ve even named for Canon. I named their projector Realis. I tell them a story about how I was inspired by running into the Dalai Lama at the foot of the Himalayas, in Dharamsala. It was a dream come true. Much like a projector can be for us, bringing our dreams to life; a Realis.
This helps their mind go from analytical to aspiration and seeing themselves with such a magical, beautiful name. But so I can be sure that I have helped them overcome their primary limiting belief, I explain the products and services I’ve named have earned billions in sales worldwide in every market imaginable.
Can you see from their questions which limiting belief is their primary one in this scenario? The most limiting beliefs are about Money, Time, Ability, Change Of Status.
In this scenario it’s money.
Until you uncover their obstacles to buy, you can’t optimize your offer, but by addressing their limiting beliefs you can create an absolutely irresistible offer, no matter the product or service.
Any obstacle to buying is centered on a limiting belief and overcoming the limiting belief is paramount to selling to mass audiences. If you don’t believe me, consider The Pet Rock: which sold 1 million at $4 a rock. During one Christmas season. 4 Million dollars in sales is a pretty good Christmas.
What are the questions your potential customers are asking when you share your offer?
If you have no idea, this is where you need to engage in active listening. Whenever speaking with a potential customer they will ask questions, each question will optimize your offer especially if you are listening for their limiting beliefs.
Most limiting beliefs are about Money, Time, Ability, Change Of Status
Let’s start with discovering the limiting belief is Money. And to learn more about all four, I highly recommend you watch the full episode above!
If they ask questions like these, their biggest concern is Money:
● Do you have a friend and family rate?
● Can we do a trade?
- I’m sure I can’t afford your services, but what do you typically charge?
● What’s the time frame for my Return on Investment?
● Why don’t I just hire someone on “Insert” cheap and dirty options that are always available in every market?
If they ask questions about Money, then Value is exactly where you need to optimize your offer. They don’t feel confident this is worth the money, yet therefore, your offer isn’t ready yet.
Thank you so much for joining me today! Be sure to watch the full episode to learn everything you can from this week’s masterclass! I’m here for you every step of the way, and I can’t wait to see your irresistible offers and just how bright you shine because you can truly see it’s your time to Love What You Do and Love How You Do It.