Add bonuses instead of discounting whenever possible on core offers. Whenever trying to close a deal, never discount the main offer. It teaches your customers that your prices are negotiable (which is terrible). Adding bonuses to increase value to close the deal is far superior to cutting prices. It puts you in a position of strength and goodwill rather than weakness. Step #4: Create Your Solutions Delivery Vehicles (“The How”): Think through every possibility to solve each identified issue in exchange for money. There are several product delivery “cheat codes” for product variation or enhancement: If people can't compare you to other alternatives, they can't judge your service based on your "price". Honesty: The most ethical and easiest scarcity strategy is honesty. Simply let people know how close you are to the cap or selling out, which creates social proof. Chapter 13. Urgency

If Grealish does move, which now looks inevitable, there is no doubt that Villa will be very active in trying to ensure Dean Smith, the club's head coach, can continue their progress after finishing 11th last season. Reversing risk is the number one way to increase the conversion of an offer. Experienced marketers spend as much time crafting their guarantees as the deliverables themselves. It’s that important.

Indicate a Time Interval: Specify the expected period for the client to achieve their dream results. live with someone). If there’s one type of delivery vehicle to focus on, it’s creating high value, “one to many” solutions. These will be the ones that typically have the biggest discrepancy between cost and value. Not that long ago, though, my business had gotten so bad that I literally couldn’t even give my services away for free. At the end of each month, I would look at my bank account hoping to see progress (but there wasn’t). I knew something had to change...but what?

When talking to business owners about their model, I tell them to create cash flow by over-delivering like crazy at first." It’s not about how much you increase your prospect’s likelihood of success, or decrease the time delay to achievement, or decrease their effort and sacrifice. That in itself is not valuable. Many times, they will have no idea. The Grand Slam Offer only becomes valuable once the prospect perceives the increase in likelihood of achievement, perceives the decrease in time delay, and perceives the decrease in effort and sacrifice.

Customer reviews

Offers is an excellent book in more than one way. First of all, I want to scream from the rooftops how amazing the concept of this book itself is.

In general, the dream outcome that most directly increases a prospect’s status will be the one they value most. Create a valuable offer that is differentiated and unable to be compared to anything else in the marketplace. We are selling something unique. As such, we are no longer bound by the normal pricing forces of commoditization.This is one of the most concise distillations I've ever seen of stuff that's taken me years to learn. I definitely recommend it to anyone needing to get up to speed in business fast. It also helped me make a big list of objections potential buyers might have to my flagship e-course, so thanks to the author!

Too much time -> become more focused, clear and less anxious with just 5 minutes of meditation everyday. Promotional or Pricing Urgency – “using your actual offer or promotion or pricing structure as the thing they could miss out on”Imagine you could retire forever on your next sale. Sounds crazy, right? Well, maybe you’re just not thinking big enough. Conditional – a guarantee with “terms and conditions;” can incorporate the key actions someone needs to take to get the successful outcome