Here are a few principles for making better offers
Principle 1. If you want to grow — your goal is to make MORE offers.
There are 4 types of offers:
- Lead generation offer
- Core product offer
- Premium value offer
- Continuity offer
Make more of each of these to grow aspects of sales and marketing.
Principle 2. The value of your offer will be enhanced or diminished by the value of your content.
Want people to believe that you can help them?
Want to let people know you’re legit, credible, and have the expertise?
Cool.
Build content.
Build content in the right way.
It’s not just slapstick ideas and short form pieces of content.
You’re literally developing ecosystems to educate your ideal clients.
We call this “online demonstration”
It’s proof that you know what you’re talking about.
Let your audience circulate inside this ecosystem before you engage with them 1:1. This will help make it easier for your audience to consider working with you.
Principle 3. Your offer should be based on PAYOFFS.
Your prospects ask themselves “What is in it for me?” If I read this post, if I watch this video, if I accept this offer to meet with this person etc.
This is the only ingredient people care about.
You should then frame the payoff with this in mind.
Principle 4. You must be willing to be bad but stay in the activity long enough to get good
Nobody is great at anything when they start off doing it.
When you started walking as a baby did you suddenly possess Usain Bolt talent lol? Nah.
The same principle applies to making offers.
The communication of the offer, the active listening, the stories you tell, the feedback you provide — all need work.
With offers specifically, the only way to get really good at making great offers is that you must be okay with getting NO’s long enough until you start getting the YES’s.
Give yourself some grace. It takes time.
Work the reps.
Onward and upward.
— Justin