How to Create an Offer SO Compelling That People Have to Buy It!

You’ve launched the business, you’re officially live. You have a thing, or multiple things, to sell. But nobody’s picking up what you’re putting down. What gives?

Here’s one of many hard truths about being a business owner: you also need to be a salesman.

But the good news is that crafting the right offer for the right audience at the right time can make selling easier. When your ideal customer comes face to face with an offer they can’t refuse, your product or service will practically sell itself.

In this post, we’ll explore the ways to create an offer that makes customers want to throw their money at you in exchange for the thing you do or what you’ve created. Let’s jump in.

What is an offer?

An offer is simply the “ask” where you’re agreeing to give someone X (thing, service) in exchange for Y (dollars or other value).

That’s it. No need to overcomplicate it.

If I came to you and said, “Hey there solopreneur, we’re offering a 12-week Big Bad small Business Bootcamp that focuses your business marketing efforts and reduces overwhelm for only $500 per month for three months,” that’s an offer. At this point, you can accept my offer (and pay me money, and I’ll provide the service), flat out say no, or choose to negotiate the offer.

When your business has a really great offer that’s priced appropriately and provides value for your ideal audience, the yes tends to come more quickly with less resistance.

BBM Pro Tip: If you’re not getting any resistance on price and people feel like they’re getting a steal, you might be pricing your services too low. Check out our podcast episode on pricing your services to go deeper.

What makes an offer compelling?

Think about the last time you bought something that wasn’t in your planned budget. Why did you buy it? Was the deal too good to pass up? Was it something that was going to provide immense value in your life?

The last thing I bought on a whim was these H2 tabs, a hydrogen tablet that dissolves in water. And here’s why:

• The offer came at the right time as I was assessing my hydration, morning routine, and supplements.

• I heard about it on a podcast during a conversation with two professionals I know, like, and trust.

• The price point seemed practical for the product; it wasn’t too low to make me wonder about the quality, or so high that it blew up my spending plan for the month.

• The benefits outlined by the creator and the supporting website, testimonials, and reviews I found online made it just compelling enough that I thought I might need to try it for myself.

So while I may not have been consciously aware that I was checking all of these boxes as I reviewed the potential purchase, I totally was. And whether you know it or not, you likely run through a similar checklist before you buy. These are a few of the things that can come together to make a compelling offer.

• 💰There’s a great perceived value for the price

• ✅ The audience clearly understands how they stand to benefit or alleviate pain

• 🔒There’s a guarantee (money back, satisfaction, 30-day free trial, etc.), which mitigates the buyer’s risk

• 🗣️There are testimonials and social proof showcasing other real humans who like and recommend the product or service

• ⏳There’s a sense of urgency or scarcity that makes you feel like now is the right time to buy (Only 3 spots left, only 1 in stock, this deal ends in 48 hours)

Takeaway: A great offer makes for an “easy yes”

Ideally, when someone sees your offer, they can’t help but say yes. It’s your job to reduce friction between offer and purchase to such an extent that someone can easily take the next step in your buying process.

Should you join the race to the bottom on price?

Some industries are in a race to the bottom on price. Home services are a great example.

If you’re a roofing company, you can leverage some of these ways to make your offer more compelling, but at the end of the day, you’re offering a roof in exchange for a set amount, and you can’t realistically offer deep discounts and 100% money-back guarantees.

So what can you do?

Add more value.

• Mitigate risk using warranties or offer an ongoing maintenance contract with a free first year after installation.

• Add something that’s “free-ish” to you but packs in value for the customer. (Free gutter assessment, gutter cleaning, pressure washing, etc.)

• Look at expanding your offer to other verticals within your industry. If you get a client for roofing, can you also make them an offer from your home renovation business or landscaping?

• Leverage partnership opportunities with other professionals in your space. Are there other home service businesses you could partner with and refer each other for related services for a small kickback?

Get creative about ways to make your offer more compelling. And when in doubt, ask your customers what would make it easier to say yes. People aren’t shy about telling you what they think! Use that to your advantage!

How to present your offer

Now that you’ve defined your offer, how do you actually go about sharing it with your ideal customer?

• Use a Business Proposal: The first way is to share it via a business proposal, which is likely the route you’re taking if you’re a service provider like us. All of our coaches, consultants, freelancers, and designers out there who sell your brain or create a custom thing using it, this one’s for you. Drop that “easy yes” offer into a simple business proposal, attach a price, and share it via email. We also recommend hopping on a call with the client to walk through the proposal and address any questions.

• Use Marketing Channels: If you’re not sending a proposal directly to a prospect, your other option is to make offers through marketing. You can send an offer directly to your email list, put out a post on social media asking someone to buy your offer, list it on your website, or do a combination of marketing tactics to get the offer in front of as many people as possible. But be cautious of over-promoting yourself. People can get a little turned off by you constantly bombarding them with offers. Instead, make your offer once every 4th or 5th email or social media post, no more.

The bottom line

The best offers have a high perceived value for the price, make it easy for the audience to understand how they benefit, and have a satisfaction guarantee plus social proof. Taking time to figure out the perfect offer for your business is likely to pay off in stacks of dolla dolla bills later on.

Need help crafting a great offer? Schedule a quick 15 min call and let’s see how we can help you refine it into something so compelling your audience will be banging down the digital door.