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Increase Your Sales With an Incredible Offer
What are you selling? Coaching? Consulting? Professional services? A product? Information? To start with, you need to sell your product or service in terms of benefits to your clients and not features. Clients want to know what your product or service will do for them, not necessarily all the credentials you have or the process you use. But once you've got a great list of customer-focused benefits to use as copy points in your marketing messages, what else can you do to increase the odds your prospects will buy? You can make an incredible offer. What's an incredible offer? It's a way of packaging your products or services so your prospects simply can't resist. You want their reaction to be, "This is such a great deal, I'd be a fool to NOT buy!" So how do you construct an incredible offer? You start with your primary product or service, and then you add value, in terms of bonuses, to make it more attractive. The idea is to build up the value with products or services that cost you very little, but add great value to your customer. For example, if you're a coach, instead of simply selling a few coaching sessions, sell an entire package that includes educational and support materials, email support, reminder services, recordings of all sessions for future listening and reference, and monthly check-ups for six months once they complete their coaching sessions. These are all products or services you can easily create and provide at very low cost, and they could significantly increase the perceived value of your coaching services. Whatever business you're in, brainstorm a list of products or services you could package with your primary product or service. Consider your clients. What are they looking for? What would be valuable to them? What needs to do they have that you can fill? What service could you add that would set you apart from others in your industry and provide great value to your clients? Here's 10 ideas to get you started: 1) An automatic reminder or follow-up service (email auto-responders are great for this) 2) An unconditional guarantee 3) A checklist to help them stay on track with what you're helping them do 4) Articles 5) Special reports 6) An ebook that answers the frequently asked questions or issues your clients face 7) A complimentary consultation or coaching session 8) Complimentary shipping 9) Training and support 10) Installation or set-up You may even want to consider a joint venture and offer a partner's product or service. For example, new subscribers to The 10stepmarketing Ezine get three bonuses just for subscribing. It increases my subscription rate significantly. Buyers of The 10stepmarketing? System get between five and seven bonuses depending on which system they purchase. These are all products or services that complement the system, help my clients with their marketing more than just a step-by-step guidebook could, and add significant value. These carefully thought-out bonuses create an entire package to increase the success rate for my clients. It's a competitive world out there. If you want people to sign-up for your mailing list or buy from you, make it a no-brainer by offering them incredible bonuses and value. You don't have to lower your prices or give stuff away. Just be creative. Create a killer package that you know will be valuable to your clients. I challenge you to take a look at what you're selling. Is it a lonely product or service? Or, is it a complete package with incredible value? If you're not selling a complete package, take the time to brainstorm a list of added bonuses to make it irresistible and watch your sales and sign-ups rise! (C) Copyright 2005 Debbie LaChusa 20-year marketing veteran Debbie LaChusa created The 10stepmarketing System to help small business owners and solo-preneurs successfully market their business, themselves without spending a fortune on marketing. To learn more about this simple, step-by-step program and to sign up for her FREE audio class and FREE weekly ezine featuring how-to articles, tips and advice, visit http://www.10stepmarketing.com
MORE RESOURCES: Sales Training - Google News GNTO plans to launch online training programme for Indian travel trade this year - TravelBizMonitor
Rainmaker Releases Latest Enhancement to B2B e-Commerce Solution - MarketWatch (press release)
Graduates wanted for Bauer Radio Academy - Radio Today
Trained Realtors help deal with foreclosures - NorthJersey.com
Nissan opens new training center in Irving - Fort Worth Star Telegram
ONTILITY Solar Training - March 1st NABCEP Exam Prep Class in Los Angeles - RenewableEnergyWorld.com
Sales Performance International Launches China Website - EON: Enhanced Online News (press release)
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RELATED ARTICLES
Effective Account Management Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". Customers - Always be Focused on Them I was looking at some promotional literature and web sitesthe other day and it was interesting to note the number oftimes the words - "We" and "Our" was used in this material.Lots of statements such as: "We are a leading supplier of__""Our products do__" "We research__" "We have 50 yearsexperience__" Very rarely did I read anything that statedwhat these businesses did for the customer. Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. 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As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. 7 Steps to Selling Artwork Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to helpmake sense of all the information we must process before we makea decision. When you appeal to a person's values you speakdirectly to their decision-making criteria. Failed Salespeople Share Similar Traits We are each responsible for our own success - or failure. Winning at a career in sales is no exception. The Reason Why They Buy If you're a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. Smart Discounting: The Right Way To Discount Your Products If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference?There are two types of discounting. There are arbitrary discounts; these are the type you just make up because you are trying to close a sale or for some other stupid reason. The 12 Dumbest Things Salespeople Do We all make mistakes and some salespeople seem to make a lot ofthem. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense .. The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. Are You Deaf? Dumb? Blind at Trade Shows? I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company. In Sales The Biggest Rolodex Wins How many names do you have in your business Rolodex? ______ If you respond the way most salespeople do - you'll estimate 200, 400, 700, 1,000 etc. Remember this, if your answer ended with a zero - you don't really know, do you? Your Rolodex, or contact management system, is one of your most important business assets. The 6 Secrets To Sales Success There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have.
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