Your Offer Is Like Dinner
If you want prospective clients to be hungry for your offer, you want to think about dinner yourself. That meal generally includes a main dish, a couple of side dishes and a dessert. Right?
Well, apply all that to your Irresistible Offer when you’re structuring it, and you will have a delicious combination.
Here’s what I mean:
The Main Dish
The main dish of your Irresistible Offer is the primary product or service that provides the transformation for your client. This is your weekend workshop or one-on-one coaching package or your product or program.
Keep your main dish focused around one central outcome or transformation. You may have multiple talents, which is great, but your offer should be focused around one.
The Side Dishes
The sweet potatoes and fresh, slightly crunchy asparagus of your offer are the bonuses. These are products and services that you offer free when people invest in the main dish. They are easy to create and ideally cost you very little, but they have a high perceived value.
They are something the client would have paid for anyway, and they’re tightly related to the main dish. In fact, your best bonus is probably already in your offer. For example, when I first started teaching the Speak-to-Sell Bootcamp, one of the later modules was how to get booked, and it was gold. I’ve spoken on some big stages, and I could have done a $1,000 package just on getting booked. But during the course, we focused so hard on getting them ready with their Irresistible Offer and Signature Talk, that I never really had the time I needed to do it justice. So, I took getting booked out of the main dish and made it a red-hot bonus for the first X number of people. Now, whenever I offer my Get Booked Toolkit, people race to the back of the room to get it!
Make it easy for people to make an on-the-spot decision by keeping your offer clear and simple.
The dessert of your meal is a special form of bonus that I call a “little soldier.”
Also easy and inexpensive to produce, little soldiers are your “feet on the street,” promoting you when you’re not around. You bundle these CDs, free reports, discount tickets, or books in your package for your new client to pass along to a friend.
There’s no better promoter for you than someone who’s invested in your work. So putting something in their hands to work for you can be golden.
For example, years ago when I was leading the course on understanding men, the three-day weekend workshop was our main dish. The bonus was three follow-up Q&A group calls with the leader. And the little soldier was a CD of the introductory presentation they came to along with “a gift for their girlfriend” -- a $100 gift certificate for a friend to take the course.
That little soldier was so popular our phone rang off the hook!
Keep it Simple...and Delicious
The bottom line is you want to keep your offer clear and simple so that people have what they need to make an on-the-spot decision.
Start with your scrumptious main dish, add no more than three mouth-watering bonuses and a little soldier, and your audience will clamor for the meal and come back to you for seconds again and again.
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