← Check All Blog posts

How To Create A Winning Offer

February 7, 2024

Vimmal Sivakumar

The Key Concepts

Market Sophistication

Market Sophistication is what most people think market saturation is.

Who You're Dealing With

Understand whom you're talking to. Don't try to sell to a salesperson.

Product Market Fit

Don't try to sell organic content funnels to a plumber.

Stipulations

It's easy to make a guarantee when you have stipulations in place. (Think fitness coaches.)

Components Of An Offer

Target Audience

Know exactly who your product or service is designed for.

Quantifiable Result

Showcase the specific and measurable outcomes your offer can deliver.

Timeline

Highlight the expected timeframe for achieving the desired results.

Unique Mechanism

Introduce the special approach or method that sets your offer apart.

Risk Reversal/Guarantee

Offer a strong guarantee or risk reversal to build trust and confidence.

Examples:

We help agencies book 100 qualified calls within 6 months on a done-for-you pay-on-results basis. (This is our actual offer for agencies)

We help roofing companies get 10 additional roof replacement jobs per month using our Multiplex traffic strategy, or you don't pay.

We help busy lawyers and attorneys save 10+ hours per week using our IntelligenceX AI. Guaranteed, or you don't pay.

Making Offers Is Not Easy

Although I've broken it down in a way that I hope makes sense, everything I mentioned above should just be used as a guideline, not as a framework.

There are special situations that call for different sorts of offers, which you can only learn through pure experience.

I can't sit here and list every single specific situation, as we'd be here for eternity, but I can state one example. Besides being the founder of MDGP, I'm also the founder of a Lead Generation agency called Mative Digitals.

For those of you who have experience working in the marketing industry with home improvement clients, you know that it's a nightmare.

They hate when you waste their time, they don't want to be sold to, they have their guards up from the start, and they don't trust "technology."

In a situation like this, making a textbook-perfect offer would not be the right thing to do.

They don't care about your unique mechanism or all your marketing jargon.

They want you to literally tell them:

"I will get you 10 clients in 1 month, guaranteed, or your money back."

That's the type of offer that people in home improvement are most receptive to.

But on the other hand, if you tried that offer in a highly sophisticated market like lead generation, you wouldn't stand a chance.

Mindset

The art of business is all based on human psychology.

Creating a compelling offer is very difficult.

You need to understand the human mind to succeed.

Here are some facts about people:

Most people judge a book by its cover.

Most people are very risk-averse.

Most people will never tell you when they're uncertain.

Each previously mentioned component addresses one of those points.

They probably got screwed before, and they think it's going to happen again. That's why we have a unique mechanism.

Most people are very risk-averse. That's why we have a Risk Reversal & Guarantee.

Most people are very uncertain and won't tell you when they are. That's why we tell them upfront about the timeline, quantifiable result, & guarantee.

Like everything good in life, they're easy to learn and extremely difficult to master. But once you study these offer components enough, you'll be able to make winning offers as if it's common sense. Just a reminder, the only way to get better is by just doing it!

The Key Concepts

Market Sophistication

Market Sophistication is what most people think market saturation is.

Who You're Dealing With

Understand whom you're talking to. Don't try to sell to a salesperson.

Product Market Fit

Don't try to sell organic content funnels to a plumber.

Stipulations

It's easy to make a guarantee when you have stipulations in place. (Think fitness coaches.)

Components Of An Offer

Target Audience

Know exactly who your product or service is designed for.

Quantifiable Result

Showcase the specific and measurable outcomes your offer can deliver.

Timeline

Highlight the expected timeframe for achieving the desired results.

Unique Mechanism

Introduce the special approach or method that sets your offer apart.

Risk Reversal/Guarantee

Offer a strong guarantee or risk reversal to build trust and confidence.

Examples:

We help agencies book 100 qualified calls within 6 months on a done-for-you pay-on-results basis. (This is our actual offer for agencies)

We help roofing companies get 10 additional roof replacement jobs per month using our Multiplex traffic strategy, or you don't pay.

We help busy lawyers and attorneys save 10+ hours per week using our IntelligenceX AI. Guaranteed, or you don't pay.

Making Offers Is Not Easy

Although I've broken it down in a way that I hope makes sense, everything I mentioned above should just be used as a guideline, not as a framework.

There are special situations that call for different sorts of offers, which you can only learn through pure experience.

For those of you who have experience working in the marketing industry with home improvement clients, you know that it's a nightmare.

They hate when you waste their time, they don't want to be sold to, they have their guards up from the start, and they don't trust "technology."

In a situation like this, making a textbook-perfect offer would not be the right thing to do.

They don't care about your unique mechanism or all your marketing jargon.

They want you to literally tell them:

"I will get you 10 clients in 1 month, guaranteed, or your money back."

That's the type of offer that people in home improvement are most receptive to.

But on the other hand, if you tried that offer in a highly sophisticated market like lead generation, you wouldn't stand a chance.

Mindset

The art of business is all based on human psychology.

Creating a compelling offer is very difficult.

You need to understand the human mind to succeed.

Here are some facts about people:

Most people judge a book by its cover.

Most people are very risk-averse.

Most people will never tell you when they're uncertain.

Each previously mentioned component addresses one of those points.

They probably got screwed before, and they think it's going to happen again. That's why we have a unique mechanism.

Most people are very risk-averse. That's why we have a Risk Reversal & Guarantee.

Most people are very uncertain and won't tell you when they are. That's why we tell them upfront about the timeline, quantifiable result, & guarantee.

The Key Concepts

Market Sophistication

Market Sophistication is what most people think market saturation is.

Who You're Dealing With

Understand whom you're talking to. Don't try to sell to a salesperson.

Product Market Fit

Don't try to sell organic content funnels to a plumber.

Stipulations

It's easy to make a guarantee when you have stipulations in place. (Think fitness coaches.)

Components Of An Offer

Target Audience

Know exactly who your product or service is designed for.

Quantifiable Result

Showcase the specific and measurable outcomes your offer can deliver.

Timeline

Highlight the expected timeframe for achieving the desired results.

Unique Mechanism

Introduce the special approach or method that sets your offer apart.

Risk Reversal/Guarantee

Offer a strong guarantee or risk reversal to build trust and confidence.

Examples:

We help agencies book 100 qualified calls within 6 months on a done-for-you pay-on-results basis. (This is our actual offer for agencies)

We help roofing companies get 10 additional roof replacement jobs per month using our Multiplex traffic strategy, or you don't pay.

We help busy lawyers and attorneys save 10+ hours per week using our IntelligenceX AI. Guaranteed, or you don't pay.

Making Offers Is Not Easy

Although I've broken it down in a way that I hope makes sense, everything I mentioned above should just be used as a guideline, not as a framework.

There are special situations that call for different sorts of offers, which you can only learn through pure experience.

For those of you who have experience working in the marketing industry with home improvement clients, you know that it's a nightmare.

They hate when you waste their time, they don't want to be sold to, they have their guards up from the start, and they don't trust "technology."

In a situation like this, making a textbook-perfect offer would not be the right thing to do.

They don't care about your unique mechanism or all your marketing jargon.

They want you to literally tell them:

"I will get you 10 clients in 1 month, guaranteed, or your money back."

That's the type of offer that people in home improvement are most receptive to.

But on the other hand, if you tried that offer in a highly sophisticated market like lead generation, you wouldn't stand a chance.

Mindset

The art of business is all based on human psychology.

Creating a compelling offer is very difficult.

You need to understand the human mind to succeed.

Here are some facts about people:

Most people judge a book by its cover.

Most people are very risk-averse.

Most people will never tell you when they're uncertain.

Each previously mentioned component addresses one of those points.

They probably got screwed before, and they think it's going to happen again. That's why we have a unique mechanism.

Most people are very risk-averse. That's why we have a Risk Reversal & Guarantee.

Most people are very uncertain and won't tell you when they are. That's why we tell them upfront about the timeline, quantifiable result, & guarantee.

Are you still on the fence?

Lorem ipsum dolor sit amet, Lorem ipsum dolor sit amet, Lorem ipsum dolor sit amet, Lorem ipsum dolor sit amet, Lorem ipsum dolor sit amet, Lorem ipsum dolor sit amet, Lorem ipsum dolor sit amet,

Get A Free Outbound Audit