7 Eigenschaften unwiderstehlicher Angebote: Wie man Angebote erstellt, die Menschen kaufen möchten

Introduction

You see, one of the most important things I’ve learnt in my business is to make an offer they can’t refuse. See, price is only an issue in the absence of value. One of the things that you got to do, you got to let people know. They can’t say no to your offer. Well, in my case, if they say no to my offer, they know what’s going to happen. Send one of my guys to their house with a baseball bat, teach them a lesson what it means to say no to Don Corleone.

Price vs. Value

Always remember when a consumer is making a buying decision, they’ve got a mental scale in their minds. Do I want to buy this or do I not want to buy this? It’s price versus value, price versus value. If the value is great enough, they have no problem paying their price. But price is always going to be an issue if you don’t offer enough value.

The Seven Traits of an Irresistible Offer

Trait number one, it has to be easy to understand.

You don’t want your offer to be very confusing. Oh, you get this, you get this and you get that, a bunch of stuff, it’s very, very confusing. It’s usually a single idea. One single simple idea that the consumer would understand. Let me give an example. If I was to ask you, okay, give me 50 bucks. You’re like, why should I give you 50 bucks? Oh, because I’m a nice person, I make videos, I teach you, you get value, give me 50 bucks. I don’t get it. I’m not going to give you $50, it’s very confusing, it’s a lot of different things. But if I was to say to you that give me $50, I’m going to give you $100 in return, no gimmick. Real 100 dollars, give me 50 bucks, I’ll give you 100 bucks, no gimmick. You see, it’s a very simple proposition, you want your offer, you want your proposition to be very simple, very easy to understand, and very easy to say yes to.

Trait number two, you want your offer to be highly desirable.

People don’t buy what they need, they buy what they want. And usually, we either buy something to avoid pain or to gain pleasure. To avoid pain, meaning that there’s a problem that we have or multiple problems that we have, how is your product or service going to solve me this problem? Not just a thing, right? Not just a thing, but how is this going to help me to ease my concern, to ease my stress, or to gain pleasure by giving me something that I’ve been wanting for a long time. So an offer is only truly irresistible, not from our perspective, but from the consumer’s perspective.

Trait number three, high perceived value.

Now what do I mean by high perceived value? It’s what’s valuable to the consumers. I remember many years ago, I saw these eBooks offers on ClickBank that they offer, a hundred eBooks for only a few dollars. It’s a lot of stuff, it’s just stuff. It’s just information, but it doesn’t have high perceived value to the consumers. So yeah, the value is high, but it’s not high perceived value to the consumers. So when your offer only has value but not high perceived value, from the consumer perspective, that is not good, that is not irresistible.

Trait number four, it has to be easy to get.

Because you have all those things, but it takes many, many steps or is very hard for the customers to say yes, or to buy or to take action. Now you have a sales prevention vehicle there. That doesn’t work, that’s not irresistible. Imagine I’m ready to buy. You have to have me fill out a 10-page thing and then I got to go to this website, and I got to put it in an envelope and I got to send it back to you. That’s not easy to buy, even though I want it, I like it, that’s not irresistible.

Believable and Credible

Trait number five, it has to be believable and credible.

You’ve heard of the saying before, it sounds too good to be true. So sometimes when you’re making an irresistible offer, the consumers think, oh, it sounds too good to be true. No different than I was asking you, “Hey, give me 50 bucks. I’ll give you 100.” Oh, what’s the catch? Why would you want to do that? That doesn’t sound right. So that’s not very believable and it’s not very credible. So whenever you’re making an irresistible offer, one of the very smart things that you could do is to give them a reason why you’re giving them such a good deal. Why are you giving them such a compelling offer? Maybe because this is a new product. You’re trying to gather customers, you’re trying to get testimonials, or maybe you have too much inventory. That’s why you give them a discount, or maybe because you want to build trust. Tell them that so now they know okay, this is why you’re giving me a good deal. This is why this is so compelling. Alright, I’ll take advantage of that.

Low Risk or No Risk

Trait number six, low risk or no risk.

You see this on TV, infomercials, 30-day money-back guarantee, 60-day money-back guarantee, 90-day money-back guarantee. Because the consumer is thinking, well, what if I don’t like it? What if this product doesn’t perform the way that you say it would? What about this? What about that? I don’t want to lose money. I don’t want to make a mistake. I don’t want to make a mistake in front of my family, then I look really stupid. So how could you reduce or better yet eliminate the risk for the consumers when they want the offer, and it’s easy to buy, and it’s credible, and you’re taking away the risk? Now it’s very, very easy for them to say yes.

Urgency

Trait number seven, urgency.

Now you just need to give them a reason why they need to buy right now because people procrastinate. If you don’t give them a reason why they need to buy right now, they won’t buy because people don’t like risk. People don’t like to make decisions. Most people are not action-takers, right? They delay again and again and again, sometime or maybe I’ll get it in the future, guess what, that never happens. So give them a reason why they need to buy this right now. Now it could be a limited-time offer, meaning this offer is only available during this time. That’s a good reason. Or it can be limited quantity. If that’s true, you only have so many of these units available for purchase, tell them that or maybe it’s a limited-time bonus, that in order to get the bonuses you have to buy within this period of time, why you need to buy now, or maybe it’s a limited-time discount, in order to get this special price, preferred pricing, you need to take action

before this deadline. Or maybe it’s only the first 50, 100, 150 people will get this, afterwards then people won’t get that bonus anymore. There’s so many ways you could do this. But the bottom line is if you don’t give them a reason to act now, they won’t act and that’s how you make them an offer they can’t refuse.

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