How to create an irresistible offer so buyers will not just understand it, but happily accept it

In this blog, we discuss how to make your offers irresistible, how to beat the status quo, and how to outperform your competitors. We also dive deeper into how to position your offer so your clients will accept it.

Create an irresistible offer

If potential customers don’t understand your offer or don’t see the value in your offer, they will disappear after receiving it. 

Just look at what happened last week. A client of mine made a huge offer, against my recommendation. It could bring $125k into his company. The offer was to help his client’s business expand and practically build an empire from it. But that was too much and the offer was too complex. The client disappeared because they didn’t see or understand the vision of that offer.

If you want your offer to be accepted, it needs to be exactly right—not too complex, not too simple, and just clear enough for the client to say, “Hell, yeah!”

Now, you can try to improve your offer on your own and miss out on great opportunities along the way, or you can follow these steps that helped my clients improve their conversion rates and lower the ghosting rates.

7 steps to create an irresistible offer

Step 1 – Know your customer

Step one, you need to know your customers. Specifically, you need to know your customers’ wishes so you can address them in the offer. If you want your clients to say “Hell, yeah!” to your offers, you need to know how to pitch them.

What do they want to achieve? That’s your main promise with your offer, your value proposition for the offer, if you will.

Step 2 – Understand how they evaluate the offers

Next, you need to understand how your clients evaluate the offers. What’s important for them when buying your kind of product? What are they looking for? 

For example, the evaluation criteria when buying a car might be speed, horsepower, reliability, and safety. 

If you want to make an offer they can’t refuse, you need to know what this criteria is in your case.

Step 3 – Don’t forget about psychological tactics

Don’t forget to add personal ambition to that when selling B2B enterprise software. What’s this person’s personal ambition and how can you satisfy it?

For example, if you are selling CRM software and you are talking to the head of sales, the personal evaluation criteria might be control over the team and analytics on who is doing what. Because this person has to report to the boss, he needs to know who is providing the most value to him—who in the team is good at sales and who isn’t. During the call or when reading the offer, they will look for clues about whether your software will help them do that.

Step 4 – Map out the decision-making unit

Next, we map the whole decision-making unit. Who is in the room, making the decision on your offer? Who will they consult? Risk, legal, and finance will surely be involved. And they will have different criteria. Different things will be important for them.

If you want to make your offer truly irresistible you need to add that to the needs you have already mapped out. 

Step 5 – Create the presentation

Next, you put that into the offer and structure it into a presentation.

Place your value proposition on top; it should clearly state what you’re helping the client achieve. Follow with a section on how your offer satisfies the client’s specific needs. This should connect directly to the benefits mentioned in your value proposition.

Step 6 – Add the important parts

Add your differentiation (what makes your product or service unique), testimonials, and past results as social proof and you are done.

Step 7 – Send it out

Once you are done, start sending it to clients who approach you, and you’ll see a spike in conversions.

Psychological tactics are important but so is clarity

Most companies send out way too much information, especially when they are selling a highly complex tech product. They want to show everything the product does, which confuses the person reading the offer because they don’t want that. Your clients don’t care about your product. They need a solution to their problem. 

By addressing their needs and showing them how you are different from the competition, you are giving them the information they need. Anything more than that is likely to confuse them. 

So, to sum it up

Creating an offer that’s too good to pass is all about balance and understanding your client’s needs and decision-making criteria.

By following these steps, you’ll be better equipped to craft compelling offers that are neither too complex nor too simplistic but are just right to get your clients saying “Hell, yeah!” Remember, the goal is to demonstrate clear value and align with your clients’ objectives, making your offer an obvious choice over your competitors.

Keep your presentations focused, use psychological triggers wisely, and always highlight what sets you apart. 

Next, we’ll talk about how to map out your buying committee.