Powerful Offers to Generate Leads, Not to Close Sales ...

 

Powerful offers that drive your audience to act can be used in your business to do a myriad of things. They are great for moving old or overstocked products, overcoming buyer objections, eliminating purchase risk, or even just building your customer database.

Well-crafted offers are also fantastic Lead Generators - which is what I like to focus on. In this case, the offer is designed to get potential customers to identify themselves, not to close sales. Once those potential customers have identified themselves - they have taken action to redeem the offer - they enter the formal Sales Process, and you can convert them into a loyal customer.

Offers designed to be Lead Generators drive more qualified prospects to your business. They weed out the buyers who would take advantage of your offer, but who are not otherwise a part of your target market. I show how to speak to your target market's "hot buttons" and emotional motivators, instead of simply crafting an offer based on financial savings or bonuses.

Let's get started!

With clients, I go over:

The elements that make an offer “powerful”

A process for creating a powerful offer

Types of powerful offers

Examples of powerful offers

Testing and measuring your powerful offers

A powerful offer is irresistible to your potential customers' emotional motivators.

In simple terms, a powerful offer gets people to respond, or act. It will provide enough motivation for the reader to pick up the phone, visit your website, or walk into your store.

Often, powerful offers are called irresistible offers because they seem too good to pass up. They make your target audience think, "Wow! This is the chance I've been waiting for!" or, "I'd be nuts not to take advantage of this opportunity!"

Using emotional motivators in your offer (and in your headlines and copywriting) will drive qualified prospects to your business, and will make the job of converting customers into repeat business easier and more cost effective.

A powerful offer should also feature an element of urgency or scarcity as a key motivator for action.

Get creative and put together new and exciting offers for your potential clients on a regular basis.

Remember - you will need to keep improving and revising your offers to ensure you continue to draw leads from them. Otherwise, your audience will get used to seeing the same offer, assume it is always available, and it may become stale.

Use opportunities like seasons, events, anniversaries, and other celebrations to change and renew offers. When you bring in a new product line, feature a new service, or try to go after a new segment of your target market, see if you can create an offer around the news and bring in some new leads.

PS: It’s a good idea to spend some time cultivating your headline writing skills. Compelling headlines, in all your Marketing and Sales materials (and subheadlines), are a powerful - or even essential - component of your Lead Generation tools.

Do you put a lot of effort into both of them?