MARKETING ARTICLE OF THE WEEK

How to Create Offers Customers Can’t Resist

Wouldn’t it be nice if your customers realized it was a “no brainer” to purchase from you? It’s not as hard as it sounds – once you know how to create the ultimate offer they can’t refuse. Create an overwhelming urge to buy with the following elements:

Guarantees

Guarantees reduce  risk for your customers. The lack of a guarantee – the fear of losing money – is a prospect’s biggest sales objection. Remove that perceived risk with a no-hassle, money-back guarantee and demonstrate that you firmly believe in what you are selling.

Bonuses

Use bonuses to increase the perception of value. Work hard to establish value in your offer and then work even harder to demonstrate the value of your unique hook – something extra on top of your standard offer.

Success stories and testimonials

Social proof via third-party opinions will be seen as more valuable than any words in your sales copy. Satisfied customers are often more than happy to provide a testimonial.

A deadline

The best way to make people realize that your offer is truly irresistible is to tell them they have a limited amount of time to get in on it. If they think they have time to decide later, there’s a chance they won’t be back.

Your marketing campaign needs to create trust, value and urgency so that you make enough of an impact to make prospects believe that they need to take you up on your offer now or  otherwise lose their chance at getting something of tremendous value.

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Everybody’s Talking

Unusual charity: Jim Bloodworth has a different sort of method for helping needy kids. The 78-year-old from Houston, Texas, is an expert at snagging stuffed animals in an arcade crane game. He got good at it during the years he nursed his wife through a long illness. His wife, Maxine, collected stuffed animals and he would bring what he won at the arcade to her. When she died, he was grief-stricken, but used his arcade game talents as therapy. Now he gives his winnings to the Salvation Army and to local children he thinks need the toys.

Not wanted: Black Jack, Missouri, a suburb of St. Louis, has a 1985 town ordinance that says a couple can’t live together unless they are married. This has put Olivia Shelltrack and her partner of 13 years, Fondray Loving, in quite a pickle. They bought a home in the community, only to be told they had to marry or move out. “We have our family’s best interests at heart, but the city refuses to recognize us because we don’t fit their definition of a family,” says Shelltrack. The couple have no plans to get hitched and plan to pursue the matter in court.

Quoteable Quotes

“Every worthwhile accomplishment, big or little, has its stages of drudgery and triumph; a beginning, a struggle and a victory.” ~ Mahatma Gandhi

“Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.”   ~ Michael Jordon

Trivia

1. Which word means wine cellar and to jump?
2. What touches the surface of a CD when playing?
3. Neko is the Japanese word for what animal?
4. Which creature sends down share values on the stock exchange?
5. What do you call the thin wire in a light bulb?
   (answers are below – don’t peek!)

Did You Know…

A lot of windows: It’s a job that keeps an army of window cleaners employed. There are 6,000 windows that need cleaning on the 102-story Empire State Building in New York City.

Camel facts: Camels are animals with some interesting features. For example, their milk doesn’t curdle and they don’t have gall bladders. A one-humped camel is a dromedary and the two-humped type is a bactrian.

On the Lighter Side

A lot of people who itch for success never want to scratch for it.

Trivia answers: 1. Vault. 2. Nothing. 3. Cat. 4. Bears. 5. A filament.