Want to know the secret to selling out your offers consistently?
Well, you’re in luck, because today I’m sharing a snippet from Day 2 of our UFW live event that blew our attendees away and armed them with some crucial strategies to sell their offers with much more ease.
With so much marketing advice making the rounds online, it can be really confusing to know what the best path to take is. But I have some good news for you: you don’t need to be a sales and marketing expert to make more sales.
In this episode, we’re talking about a simple reframe that will highlight what you should actually be focusing on to move the needle forward in your business.
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Creating an Irresistible Offer
If you’ve got an offer that’s a 10 out of 10, you don’t need to be a marketing genius to sell it. On the flip side, if your offer isn’t quite top-tier, you’ll need to be a whiz at sales and marketing to push it. Rather than spending an age perfecting your marketing skills, you might want to instead focus on creating an offer that’s so compelling, it almost sells itself. Your offer should be exactly what your client needs to solve their problem, and delivered in a way that suits them and their lifestyle best.
Pricing Your Offer
So now that you’ve created your “hells yes” offer, how do you price it? This is a question that most people find really difficult to answer, but don’t worry – there’s a practical way you can navigate this. Firstly, know that when it comes to pricing, it’s not about being the cheapest out there. It’s about finding the price that matches the value you’re putting into your offer, as well as matching the value your client expects to receive. The first step? Go out and do your market research to see what the price range for your type of offer is. Then, ask yourself what feels right for how you want to show up, as well as what will feel like great value to your clients.
What are You Promising?
When it comes to promising what our offer will deliver, we often think we’ve nailed it, only to find out that it doesn’t actually make sense to our clients. If our claim is too big and unrealistic, it’s likely we’re not going to get potential clients over the line to buy from us. Not only does your promise need to be specific about what your client will receive, it has to be believable. You want your audience to have faith in what you’re promising and the confidence their outcomes will be substantially better than if they did things on their own.
Delivery
How is your target audience wanting to learn and consume? What are they willing to do to achieve the outcome they’re after? One common mistake I see people make is that they have too much going on in their program. Hours and hours of video, hundreds of worksheets and checklists. And while everyone’s market is different, a lot of people do not have the time and energy for that. Get to know your ideal market and how much time they can actually afford to spend learning from you. This doesn’t mean you have to throw out your entire offer if you’ve misinterpreted things – just make the necessary tweaks to achieve that perfect alignment for both you and your clients.
Use Urgency and Scarcity to Drive Action
Humans are wired to prioritise urgent tasks. We’re also suffering from decision fatigue more than ever. If your offer is something that’s available to access at any time, it’s likely going to drop to the bottom of your potential client’s to-do list. If you really want to inspire them to take action, set a deadline on your offer or limit the number of available spots. Offer time-sensitive bonuses to enhance your offer’s appeal, aligning them with current trends or stress points your clients face. When your audience feels like they might miss out, they’re more likely to pull the lever right then and there.
Answering the Why’s
There are three questions you can ask yourself that will make a huge difference in the effectiveness of your marketing. If you can answer them well, you’re absolutely going to increase your chances of selling out your offers:
- Why You: What makes you the best choice for them?
- Why Now: Why should they act now rather than later?
- How Is It Different: What makes your offer stand out from everything else out there?
Despite the economic waves, your business can thrive with the right adjustments. Little tweaks add up, whether it’s pricing, promise or payment options. Remember, our goal is continuous improvement – the layer-by-layer approach often leads to the most substantial gains.
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