How to find Clients using Grand Slam Offer (2/5)
Atif Dastgir ??
1% Better | Performance Marketer for Personal Branding | Subscribe to my Newsletter for a better connection
I hope you have read the Part 1. If not then please have a look before reading this.
Link of Part 1: How to find Client using Grand Slam Offer (1/5)
Now move forward....
In Part 2, I will explain the basics of Grand Slam offer in depth. Our next lecture will also cover the Grand Slam Offer because without this offer we cannot increase our clients.
Let's get started.
A marketing professor asked his students,
“If you were going to open a hotdog stand, and you could only have one advantage over your competitors . . . which would it be . . . ?”
“Location! ….Quality! …. Low prices! ….Best taste!”
The students kept going until eventually, they had run out of answers. They looked at each other waiting for the professor to speak. The room finally fell quiet.
The professor smiled and replied,
“A starving crowd.”
Your Grand Slam Offer, however, forces a prospect to stop and think differently to assess the value of your differentiated product.
Doing this establishes you as your own category, which means it’s too difficult to compare prices, which means you re-calibrate the prospect’s value meter.
What To Look For?
There is a market in desperate need of your abilities. You need to find it. And when you do, you will capitalize, all while wondering what took you so long.
Don’t be romantic about your audience. Serve the people who can pay you what you’re worth.
And remember that picking a market, like anything, is always our choice, so choose wisely.
In order to sell anything, you need demand.
We are not trying to create demand. We are trying to channel it.
Here are the basic tenets of what I look for in markets. Let’s run through them before we return to the offer.
When picking markets, I look for four indicators:
1) Massive Pain
2) Purchasing Power
3) Easy to Target
4) Growing
There are three main markets that will always exist: Health, Wealth, and Relationships. The reason that those will always exist is that there is always tremendous pain when you lack them.
There is always a demand for solutions to these core human pains.
The goal is to find a smaller subgroup within one of those larger buckets that are growing, has the buying power, and is easy to target (the other three variables).
Starving Crowd (market) > Offer Strength > Persuasion Skills
In next section, we will explore "Three Levers on Success."
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