7 Steps In Creating Irresistible Offers

1. Introduction: Why should you create offers?: Welcome to my course on how to create irresistible offers. I'm excited to have you here. Why should you get good in creating offers? Well, first of all, offers drive action. They actually guide your prospects through decision making process. If you put all the components there, if you've been online for a while and you were building your brand or E mailing your list, it does matter how much of the content you have. They're not going to just jump in and say, I want to work with your one of bio product unless you put an offer in front of them. Okay. How to use this mini course. Watch a video and then do a workbook. Every video has like a chapter in the workbook. I think there's 40 pages or something like that. Do an exercise because by the end, you have a clear idea on how to design an irresistible and clear offer. Because one of the most important things is being clear on what you are doing. Okay, I'll see you in the next lesson. By 2. Who is it for?: Step number one, who is the offer for who is your ideal client? I wanted to think about demographics and psychographics. Now demographics is really helpful with your algorithm if you're going to be ads or for social media. Because it talks about gender, age, profession, what social media they follow, what social groups do they belong to? Now psychographics helps you understand what's going on in your client's head. That's how you are going to craft your marketing message. Because people buy based on emotion and they justify this logic. I wanted to dig a bit deeper in trying to understand the positive and negative emotions that your client is going through. What do I mean by that? What do they desire? What are their aspirations? What motivates them? Okay, Who do they follow? What books do they read? On the other hand, I want to look into what are they afraid of? What is the problem that they have that you can help them solve? What happens if they don't solve that problem? Okay. What keeps them up at night? I actually wanted to list down three frustrations that your customer has, is that particular problem. Okay? Do your homework now. It only takes a few minutes, and I will see you in the next lesson. Thanks for watching. By. 3. What is Your VOW Factor?: Step number two, what is your wow Factor? What is so special about you? Why should people choose you? Okay, We want to really spend some time thinking about it, because this is what makes us stand out from the crowd. We want to stand out from the crowd because if we do sound exactly the same as our competitors, we have to compete on price. And we don't want to do that. To help you to discover your wow factor, I want you to look at why, how, and what equation, why, how, and what you'll see in a lot of marketing and sales materials, and sales pages and messages. Let's take a look at this example I use in the workbook about Sarah's Bakery. Sarah makes amazing cupcakes, okay? And her clientele are people who are looking to organize a function, a birthday celebration, or anniversary. Sarah's Y is that she makes her cupcakes with a very unique okay. They really stand out from the crowd. They are so unique that it will be a conversation starter. That's exactly what people want when they organize a function. Because now for a second, just remember any special occasion you went. And remember the chocolate fountain or champagne reception. Those little decor details are really important because people who organize those functions, they wanted to be special. They wanted to be memorable. Now, how does Sarah do that? Because she creates really artistic cupcakes. Okay. They are very memorable and they are like personalized. People will remember that. What is that? Her cupcakes are like edible art pieces, like it tells a story. Think about why people should choose you and how you do and what you do. It will help you to distinguish your Wow factor in the war book. I have another example for a service based business, For a sewer services. Why don't you read that and try to come up with your wow factor? I'll see you in the next step. 4. Your Business Value Ladder: Step number three, Understanding your Value Larger. A value larger is like a ladder that your customers climb in your business. And each step, they get more value and benefits. At the first step, you might have like a small or free offer, then a middle one, and then like a high end. It doesn't matter if you have three steps or if you have like seven steps in your business. But most importantly, that you have a value ladder because it really helps you in the long run on advertising. Because what you can do when somebody gets your small offer, you can ascend them to the next step. And then you can ascend them to the next step. I want to share a case study. Before I move to the examples of one of my clients dentists that they worked a few years back. The dental practice had few doctors in total, around ten employees. Okay? Dentists who were doing check ups, dental hygiene, cleanup, they didn't do implants. They were two separate people. Okay? And the owner of the clinic spent lots of money on advertising, in trying to attract clients to get, you know, dental implants. And when he did it on Google ads, it was really expensive. And when you do it on Google ads, advertising something for a few thousand, you end up competing on price because there is no time or place to distinguish why you're different. So what we did, we actually designed the package about the dental implants, about the Dr. how many operations he did. Why did you need a dental implant? You know, what is the procedure, what happens afterwards? Okay. So we actually spend a lot of time, you know, like thinking, you know, what the customer needs to know. Then we actually did a bit of training with the dentists that were performing in all general clean ups and check ups because those were the dentists that knew they could actually see that somebody needs an implant. What they did, they gave a booklet to that customer, educating them, and then putting into a free consultation with the surgeon. Well, before that, they didn't have that step. Before that, the dental practice was trying to get customers, all different services. Advertising, I can guarantee you, even in your business, especially if you have few offerings, you can probably tell multiple services to the same customer. They are most likely to buy because they already got something else from, they trust you. They're not going to go and look for something else. Okay, in another video, I'm going to share the practical examples, how you can do it and explain it in more detail. Okay, I'll. 5. Value Ladder Examples: In the last video, I share the case study with you on how a dental practice made their value ladder. I hope by now you understand that there is three reasons why you should use a value ladder in your business is first of all, you'll save money on ads. Secondly, you will automate your business because once you have all the offers done, you can just send here, here and there. And then you're just going to make more money from people instead of always trying to figure out how can I get more leads? How do I do that? We'll just be a sending people to your. Let's look at another two examples because one of the biggest questions I always get, will this work for my business? In this mini course, I try to use many different businesses. So you can see that the same strategy works if we take a fitness coach as an example. And this can be an example for a service based business, the first step a fitness coach can offer maybe a seven day workout plan. Once a customer tries that, maybe they are ready to go to the next step where you can sell them maybe a 30 day nutrition plan. Once they are happy with that, then you can offer them a 90 day fitness plan. And then you can offer them a one on one coaching. Once they are ready to ascend, then there's like a mastermind or something like that, okay? But it takes time to work out your value ladder, okay? But once you do that, you can just be ascending people. In the bonus section, you will learn how to write a welcome sequence. Russell Branson says, the only reason for a welcome sequence is to put your customer into another welcome sequence. Okay? I think it's funny, but, but once you really look into it, this is how all the big businesses that really worked out their marketing are doing. Now another example I have is a flower shop, let's say. What can you use as a freebie? Maybe like book, how to care for your plants. Because people who love plants, they really care about that. Now once you really like that, maybe they're going to come and try a book can be like a small offer. Now once you really like your bouquet, the next thing that you can sell or upsell to them, I should say, is maybe a monthly subscription, where they will get like fresh flowers every single month delivered to them. Okay? Now, once they got really used to your monthly subscription service, then you can promote yourself. How you help arrange different flowers and events like weddings or different type of events like birthday celebrations. The last step on a high end or a flower shop is the workshop how to make floral arrangements. Because you can get many people into it. Okay? You see you can actually ascend people. True. Why? It's important to work out your value ladder? Because as he said, you want to be thinking, where can you send my customer next? Okay? If this is a small offer, I'm preparing them for a bigger one. Okay? Do your homework, which is work out your value ladder. Because one thing is to have it in your head, but another thing is to have it on paper and actually like ready to give it to your customer. I'll see you next. Thanks for watching. 6. What makes an offer irresistible?: Step number four, what makes you offer resistible? It's bonuses. Incentives and guarantees. In other words, if you can think about if you can make your competition's main offer, your bonus, you really winning. That's like the secrets in marketing. As Dan Kennedy says, whenever you're making an offer about the bonus that they really, really want, and sometimes people sign up just for a bonus. Okay, I do have this friend who is opening a Montessori school. She was thinking, how can she make herself stand out more? One of the things that she does in her Montessori, she has people who look after the kids groups, and she also has a psychologist for each group. Nobody does it in her town. Okay. Imagine not just sending your child to daycare, but also like providing a psychologist in a group. Okay? There's so many things she can do, just that's her like free psychology tests and lessons in other words as well. Anywhere else, parents will have to pay for that. Okay. What is it within your business that you can make a born show? They listed lots of examples for flower and fitness industry where one of the most obvious ones, if you ever got sent flowers, you can they try to use chocolate or ways if I was running a flower shop, okay, I should give those ways of chocolate free. That would be the between me and my competitors. Then like in the fitness industry, again, maybe you can do motivational E mails because why do people give up on fitness journey? Just give up. It's not about just eating healthy. I'm going to the chin, but you know there is a will there that you have to do, right? Okay, maybe offering some assessments anyway. Think about it. What you have in your business that your customer would need that you can give as a bonus. Okay? This is a very important part and that's what will make your offer irresistible. Okay. I'll see in the next. Why. 7. Crafting Your Sales Message: Step number five, Crafting your Sales Message. I want to give you a simple framework that you can use, which you'll see a lot everywhere on landing pages and also on Facebook, which follows the framework of Hook. Like you want to hook your customer on what is the problem you're solving for them story. And then offer call to action. What do you want them to do? They used three different examples in this lesson, because I want you to see how you can create a positive sales message. And also you can create a message that comes from a problem solution type, okay? And then I used another five step method that I'll leave to then. The first one is Sarah. And Sarah's Bakery is using a positive sales message because she's inviting you to experience. Imagine what it would be if you hired her. Like what? Heaven you'll experience with her cupcakes. It's not really the problem that she's solving, right? Where on that side with his SEO business, he is actually speaking to his ideal client's problems. Their website is not visible, they're missing out on customers. And also they can't grow, their business is stagnant. Okay. It's really up to you and you can actually how you want to use it. Because remember in step number one, you actually did a bit of brainstorming on the positive desires, right? What your ideal client is searching for, also from the negative side, what they're afraid and what problem you can solve, okay? The last example is my friends Montessori School where I used a five step process. Sometimes you can use that. It really depends what you sell. The first thing is the who. We actually set attention parents because it's really important for us to target parents. The ad is not for everybody. Okay? We're in Sarah's example because she organizes events and functions. Unless she's focused on weddings, particularly, then she can target anybody. Okay. Then we went into the Y for Montessori, because the Y is like, she has this really cool thing in her Montessori, which is like a therapeutic animal room. Okay. Kids can play with animals. There is studies done that kids who interact with animals on a daily basis, they develop more empathy towards each other. They also less stressed and their cognitive development happens faster. Okay. This is a pretty cool wow factor to have. Okay. Then we went into social proof what other parents are saying who already signed up. Because that says something. We have like few spots left for people to join our Montessori one. Mother is saying she's so happy that she hasn't signed up somewhere else. She feels safe knowing that her kid will be looked after, not just by the group leader but also by a psychologist. Then she goes into what she's doing. She lists three benefits and then call to action. This is pretty much a framework that you should use with any offer or any sales message on phase if you're doing ads or Instagram or Youtube, whatever. Okay, take a look at those three different examples. One is positive reinforcement, another one is like coming from a negative one. And the third one is like there is a few spots left to fill in, which is a true case. And she can already use social proof because she has it. Okay, craft a sales message, and I'll see you in the next video, Pi. 8. Design & Package: Step number six, Packaging and Designing your offer. Okay, We nearly at the end, okay, and we can piece everything together. Number one thing probably to do is a clear naming or a headline, something like Fit Life, a fell week challenge. Be very clear on what your prospect is going to achieve. I gave you a few examples for you to brainstorm as well. Number two is about having a clear marketing message as well. You designed the sales message in the last step. Just take a look and see, can you see the clear outcome? Okay, so is your customer clear on what are they going to receive? Sometimes it's cool to design your sales message and just put it away and then come back and see is it clear. Okay. So after you do it, I ask yourself the question, okay, can my prospect see the outcome? Okay. So then the next thing is design professional materials like a workbook. I always design and strategized my workbook first before I record the mini course. Same thing with the checklist. You know, like it's always good to do that because then it's very easy to create everything else. Next thing is make sure you have really attractive creatives use can use media modifier to create some really cool designs and put some pictures in it. Then of course, you need to add testimonial. And I have left for the last step. I'll explain to you later why. And bonus and incentives, okay? And then call to action. What do you want them to do? Now you have a template, a structure on what is all the components in. Okay, play around with that and I'll see you in the next step. Thanks. 9. Trust and Credibility: Step number seven, we nearly at the end, trust and credibility, okay? There's a few ways you can establish trust, obviously. The obvious one is testimonials reviews, case studies, maybe screenshots showing social proof. But I love this step till the end because it doesn't end once you design an offer, like if you want to continue selling to your audience, you need to continue showing up to them. That means being consistent with adding value. Don't be that person who E mails your audience only when they have an offer. Keep doing it every single week and add value. Showcase your expertise. Become an industry thought leader. I think it's a new terminology everybody uses. Tell what you think about the new trends, give you advice, give you expertise, be consistent, be transparent. I like telling people who is it going to work for, who is not going to work for one of my programs? People like that, people respect that, Just keep showing up. Yeah, that's a way to build trust. If you keep showing up, and if you show up who you truly are, people get to know you. It's like building relationships. People trust you. Okay, I'll see you in the next video. Thanks, bye. 10. BONUS Email-Welcome Sequence (pt 1.): Welcome to your bonus video about the welcome sequences. This is a really cool video, I think, because the only goal of a welcome sequence is to put your customer into another welcome sequence. According to Russell Brandon, if you did work out your value larger, you can do that. The only goal of welcome sequence is to build a trapper and trust and just show who you are. Sometimes people overcomplicated. Certainly I was one of them. Like I thought, I need to show so many case studies what they did. They need to show my expertise. But people actually just want to get to know if they already got, it's your freebie. It's an offer like they already gave you their e mail address, now they want to know who you are. I like using this soap opera sequence that was designed by Russell Branson, where you take your customer on a journey. He calls it Soap opera, because every e mail ends with something like tomorrow, I'm going to tell you, then next e mail you start. Yesterday, I was talking about this, and today we're going to talk about that there is this continuity in those e mails. Let's say if you start with day one. In day one, you just want to introduce yourself. Who you are, what are you about? Where did you come from? Okay, why are you doing what you doing? Just like a quick intro on day two, you want to tell them what you do. Explain it. Your prospect as a child. Don't use any industry jargon. This is a mistake. Sometimes we experts, whatever industry you had, we try to use those high words, but your customers don't understand it. Just explain it plain and simple. Sometimes people tell me, oh, I don't know how to use marketing. I don't know all those high phrases. That is like a huge mistake and misunderstanding that everybody has. Because marketing is actually, if you can talk to a customer on the same level as the thinking or talk to a customer on the same level they are talking to. This is when you get them, not when you use like any high phrases or anything like that, okay? Just like show who you are. When did you realize that there was a problem? Because whatever you do, you're probably solving some kind of problem. And what you want to do, you want to tell you a back story how you started, okay? And what was happening when you realized? How did you find the solution? And maybe you can even end like an e mail. I realized I have this problem. Let's say I was overweight and nothing was working for me. Again, I'm just using a fitness coach as an example. I tried to tried like Paleo. I tried Card, that wasn't working. But then I found this one thing tomorrow. I'm going to tell you about that one thing. You see how it goes because when you end like that, a customer is like, oh, I want to find out what was also what you continue doing in those welcome sequence E mails. You continue relating to a client because most of the time, like you either are solving a problem and you've been doing it for years because you are a professional, you really understand what they're going through. Sometimes you had the exact problem, what your prospect is having. Now you know exactly how they feel. Either way, you should be really talking in that simple language, okay? Now, on day three, you can talk how you do it. So what is that solution? What is that emotional reason that differentiates you from everybody else? How exactly what you do works? Okay? Would it work for them and maybe tell even if you had to quit your job, let's say to become a mindfulness coach. Okay? Why did you do it? At what stage you all this happened, Okay? How were you feeling? Because your customer will be able to relate to you. Now, on day number four, again, you want to go a little bit more in how you learned, okay? Maybe there is a story before and after. Remember on the tree you were telling that you quit a job or enough was enough and stuff like that. And then you can go like into the storytelling before and after, how your life is now. Okay, day five, you could actually tell them who you're helping, maybe share a case study. It worked for you, it's great. But maybe what your clients want to know, is it going to work for them? That's actually even. I always get that question asked at the marketing coach. Will this work for my business? My industry is different in reality, like all the strategies work the same if you know how to apply them, okay? It doesn't matter in what business you are. But I bet you have your prospect asking, will this work for me? They need reassurance. 11. BONUS E-mail Welcome Sequence (pt 2): Something happened in the last video and the camera just cut off. I just want to continue on the point I was making. When people ask, will it work for me, they actually just need reassurance. Maybe you can share a case study because in the e mails you already showed how it worked for you, how it helped you. Now it's a good time to show somebody else how the same strategies or the same system help other people, not just like you. Okay? On day six, this is an opportunity to put your prospect or your customer into another welcome sequence where you can present your sales message. How are you going to help them? What is your mission? You can present your product overall. Just remember that your welcome sequence is to build a relationship. To build trust with prospect. Like I said before, I was making that mistake that I thought I need to prove myself. I need to show how great I am. And yeah, you do it with one case study and explaining the process. But sometimes remember in marketing, what people want is not the same what they need, okay? And you know that and sometimes you just need to educate them on that. And that's what welcome sequence is about. It's for you to introduce and to take your customer on a journey, how your next product can help them. Okay, well, thanks for watching. I'll see you in the next video. Why? 12. What's Next?: Well, well done. You just went through seven steps on how to create an irresistible offer. At this stage, you already know what is the most important thing. I hope you understand that you don't need to tell as much what you offer is about. The main thing is why somebody should get your offer. We discovered that by analyzing your ideal clients, thinking about your factor, by thinking about the value lag. Because an offer is not just about creating an offer, It's about thinking at what stage of their buying journey a customer is coming to me and what do they need to do next. Okay, Once you understand all those things and when you piece all of them together, even about building trust and credibility, it's not just about getting and putting a testimonial. But what do you do after you publish your offer? How do you communicate with them? Okay, You have bonds, okay? Just play around and it's a framework. Because I bet it's going to be another 23 or four offers you are going to create going forward every time. It will just get better because remember what somebody is looking for. Will this work for me? And what is the outcome will I get if I purchase your program or if I get your product? Or if I avail your service? Okay. What's next for you? What should you do next? I don't know how you're going to put it out. Are you going to do ads? Are you going to create sales funnels? Maybe you need some help, like in designing all those things. If you do, just book a strategy call with me like my e mail is below and I would be happy to guide you. Other than that, well done in completing this course and just go and put your amazing offer out into the world. Thanks, I'll see again.