Your roadmap to crafting compelling offers to sell faster in competitive markets

Every brand will face sales objections whenever they present their offer to their audience… it’s a normal part of the sales process.

Offering discounts helps brands combat some of those objections, especially objections that deal with prices.

But you see, in a competitive market where there are many brands offering similar products/services, dropping your price just to get a sale is sprinkling poison on your brand’s growth.

This is because when people see your offerings, they perceive it from the price point of view and start looking for other brands with a cheaper price.

“Discounts can erode your brand value. When customers expect discounts, they’re less likely to see your product or service as premium.” — Simon Sinek

If at all you are to use discounts, you can slot them in your bonuses but the moment you discount your main offer, you are saying “Hey I’m open to negotiations, what’ve got?”

You are telling your customers that they can slice your price down and that’s deadly to your growth.

A better way is to raise your price beyond average or to premium prices (as I like to call them) and stack your value till it’s 10 times your new price

“Raising your value puts you in a position of strength rather than weakness” — Alex Hormozi

You can take it up a notch by reworking your offer till it is perceived as something totally unique from others. And yeah, that’s what this article is all about.

How To Craft Mega Slam Offers That Close Web3 Deals Fast

“A good offer is one that is irresistible to your target audience. It should be something that they can’t help but say yes to.” — Seth Godin

I tell you what, so far the offer around your product/service is similar to the others in the industry, it won’t be perceived as unique and will always be compared based on price and not value.

You want to put out something unique and charge beyond the average right? … Premium price, huh.

Perfect, let’s look at the four ways to do just that.

Leverage scarcity and urgency
Stack till it’s 10x the bag (Bonuses)
Offer a strong guarantee
Craft a compelling name

Let’s run through how all these pieces that make up a mega slam offer

Leverage Scarcity and Urgency

“Your offer should be time-limited or exclusive in some way. This will create a sense of urgency and encourage people to take action.” — Jay Baer

A rule of thumb when creating a mega slam offer is to ensure your supply is way less than the demand. That way you create scarcity and have a huge pool of demand

If there are 100 people interested in your offer, then you should work towards satisfying only 20 because demand is the fuel of a business.

Once a business runs out of demand, it is out of the game. This also helps you pump up the desire for your product/service in the minds of the remaining 80.

You will notice that when next you let out another supply of 20 for your product/service, a stampede of people will rush it because you have over-delivered value to the initial 20.

And you have also created a sense of exclusivity around that offer. Combine this with premium prices and you will get results beyond the charts.

Nike uses this strategy when releasing their limited-edition sneakers at premium prices and they always sell out within minutes of being released

Sometimes people might require a little to take up an offer; this is where urgency comes in.

You can create urgency by

Attaching a time frame with a countdown for your offer
Announcing the amount sold and the amount left
Giving extra bonuses to those who act now
Giving exclusive discounts to those who act immediately
Cutting down on the bonuses for every hour a person delays…

There are myriads of ways to combine urgency and scarcity in your offer to create that combo effect.

Stack Till It Is 10 Times the Cart (Bonuses)

“Your offer should be something that your target audience can’t afford to miss out on. Make sure that the value of your offer is far greater than the price.” — Russell Brunson

At this point, you already have your unique core offer in the cart but the core offer alone might not be sufficient to qualify for a premium price.

In an ideal world, you would want people to see your offer and say

“All of that for just this price? are you serious?”

“where do I pay?”

To get them to perceive your offer as 10x more valuable you need to bring in RELEVANT bonuses.

All of the bonuses you add to your offer must be relevant to the overall goal/desire of your client. It should also be something that saves them time, money or effort.

For instance, if you are selling a weight loss product, you could offer a weekly schedule of meals for various occasions in a checklist.

You could even go further to secure a collaboration with diet milk brands so you can offer huge discounts/free diet milk products.

If you want to create a big bang effect, ensure your bonuses are the solutions to the sales objections that they might possibly have.

The purpose of this is to create a huge price-to-value discrepancy till they perceive your offer as a steal and it seems stupid to say no.

Strong Guarantee

“Your offer should be backed by a strong guarantee. This will reduce the risk for your customers and make them more likely to say yes.” — Jeff Walker

There is this saying in marketing that “People buy based on emotions and they justify with logic”

It holds true in this scenario because customers calculate what they will lose if your product/service fails. If the perceived likelihood of achievement is low, then the risk is high.

and they would say No to your offer

It’s just like making an investment that has no surety of success and no consolation of failure.

A strong guarantee helps reverse the risk for your customers. It totally eliminates the fear stopping them from taking the offer.

The best kind of guarantees creatively increase the perceived likelihood of success in the mind of the prospect

Think beyond “money-back guarantees.” You could ask to be paid when you have hit a particular milestone or a percentage share in the profit or ask to be paid when you have generated results for them.

Naming

To stay evergreen you’ve got to be creative with how you name your offers. Names are the wrappers that coat the package you are offering

And yes, people do judge a book by its cover when it comes to offers

would you go for the one to the right or left?

Just as presents have attractive wrappers, the name of your offers also has to be appealing and the beautiful thing is you can keep using the same offer in different wrappers

Oh my! Did you catch that? You don’t need to create a new offer after months of usage, just change the wrapper and it’s fresh as new.

Here are some tips to come up with killer names

Use rhymes i.e Dance at a glace for singles
Use Alliteration i.e Catch a cutie cocktail
Use seasons i.e Meet and Mingle val exclusive pack
Use holidays i.e Jumbo pack for a Detty December

Just keep playing around with words till you find something that communicates the value and sings to the heart.

When you bring each of these elements together you will create a huge price-to-value discrepancy that your offer won’t be perceived on a price level but based on the value.

Let’s Cap This

“the moment you discount your main offer, you are teaching your customers that your prices are negotiable (and it’s terrible)” — Alex Hormozi
If you feel the price-to-value discrepancy is low then increase your value till it has a large discrepancy rather than cutting prices
Whenever you have increased demand, raise prices and cut supply.

Cheers from my screen to yours!