How To Make An Irresistible Offer

Today I am going to show you how to make an irresistible ecommerce offer.

As a result of learning this your business should:

• Make more sales in less time,
• Meaning you will be covering more of the fixed costs sooner,
• To make more profits over and above these costs.

But unfortunately, crafting an irresistible ecommerce offer is not given enough priority. This leaves lots of money on the table.

The primary reason is that people don't know what they don't know.

But this isn't the only reason. You might be suffering from:

• Poor understanding of your customers needs.
• A risk averse nature from previously burned.
• Not enough profit in the channel to give room.
• An incomplete product offering to fully serve customers needs.

As Ryan Holiday says "the obstacle is the way". So let's address these challenges step by step.

Here's how:

Step 1: Develop, Use, Refine, Repeat an Offer Checklist

So if you are reading this today and you think great I get it. Don't stop at that. Create your own checklist based on mine below and use it often.

Mine originates from great copywriters like

• John Carlton,
• Gary Halbert,
• Ryan Deiss, &
• MaryEllen Tribby.

The value is not in reading this once, but ingraining it through use many times over years.

I have been using mine for over 10 years.

Step 2: When setting pricing go high before you go low.

You should start 60% plus above your raw costs. Sounds crazy. But if you think about all the types of discounts and how often you will go on sale in line, you know it won't last long. Industry events like Black Friday / Cyber Monday will put your margins under pressure.

It is much easier to set high prices at the start rather than slowly moving them up. Of course you can't be well above market price. The available margin should be a factor in your decision whether to add the product in the first place.

You can do more creative value adding discounts when you have healthy margins. Examples are bundle deals, buy one get one free, spend and save etc rather than the dreaded 50% off sitewide.

Step 3: Be a Customer Forensic Investigator

Make sure you read your product reviews. Good and bad. When things go wrong, list contributing factors and root causes. Put in place both corrective actions and preventive actions.

Better systems lead to repeatable excellence. This is a block by block barrier that competitors can't breach.

Use "customer's voice" in your ads, your sales page copy and elsewhere on site. It demonstrates how much you understand and empathise with their needs.

Another great tip is to ask customer what else you should be selling. Perry Marshall likes to ask:

"What other solutions have you been looking for and how hard has it been to find a good one?"

Solutions that are very hard to find are gold as there is not much competition there. Think about adding a survey like that on your order confirmation page.

My Irresistible Offer Checklist

1. Are you demonstrating high value compared to price.
2. Is the offer time critical?
3. Have you empathised deeply with their needs?
4. Have you lead with benefits not features?
5. Have you shown not told results?
6. Have you explained how fast results will come?
7. Have you addressed all the objections?
8. Have you reversed the risk?
9. Have you made it as easy as possible to start?
10. Do you have an upsell or cross sell from this offer?
11. Is the ask in return explicitly clear?
12. Is this offer only available from us?
13. Is it not too good to be true?

So what else would you add or do you think some of these are redundant?