How To Do A Magic Trick With A Pen - How To originate Amazingly Seductive Offers Only a Moron Could Resist!
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How To originate Amazingly Seductive Offers Only a Moron Could Resist!
Have you seen the movie "The Godfather"?
What I said. It is not the conclusion that the true about
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How To Do A Magic Trick With A Pen
It's a fantastic movie, filled with great scenes, great lines, and great characters. One of the most memorable pieces of dialogue is spoken by Don Corleone after he's asked how he will convince man to do something that man would prefer not to do. The Godfather replies,
"I'm going to make him an offer he can't refuse."
Essentially, the old man is saying, "He better buy what I'm selling... Or he's dead meat." I gotta admit, this advent is a miniature ultimate and probably not something you want to try in your business, but it is a perfect example of an irresistible offer!
An irresistible offer is an "invitation" that is so clearly compelling, so powerful, and so obviously enthralling that no one in his/her mind could refuse.
That's the kind of offer you want to make, too.
Personally, I like to originate the offer First before I put my fingers on the keyboard or write a single word of copy. The preliminary idea for an offer may come quickly, but I may spend days just reasoning about it, brainstorming it, framing it and re-framing it, and playing colse to with different combination of offers.
Once you've got a cope on your irresistible offer, the rest comes easy...
If your offer is "hot," your sales copy will almost write itself and it will positively bring an avalanche of sales. If your offer is weak, no magic "phrases and words" are going to save you.
That's how leading a well-thought out, well-articulated offer is! So the million-dollar inquire is: how can you make your offers amazingly seductive?
Here're some "Whip Up An Immediate Buying Frenzy" tips that I've learned over the years...
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Whip It Up #1 -Don't Be A Victim of "Human Nature" -
Get Readers to Act Now
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It's human nature to procrastinate. Habitancy need that extra "nudge." If your hope doesn't take performance the instant he/she is complete reading your ad copy, there's a fat opportunity you'll lose your prospect's enthusiasm, interest, and finally the sale.
You can achieve immediate performance by either having a deadline or a miniature quantity or preferably both!
Below is a good example from http://www.wizardtalk.com
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Urgent! Time Sensitive Message...
It'll cost you nothing to get started. Plus, if you're not satisfied... For any hypothesize or no hypothesize at all... You'll pay nothing ever - guaranteed! (Please read this whole message right away because, this offer is highly miniature and may expire for good on Date!)"
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You can't afford to let your hope "think about it." You don't want them to wait till tomorrow, til the day afer, or even one extra miniature because they might get distracted or turn their minds. You want them to whip out their plastics and order Now!!!
Here's a mathematical recipe you need to know: Delay = Lost Sales. And here's the flipside: Fast performance = Big Money.
State all the specific benefits they'll get from taking performance now... Remind them what they will 'lose' or miss out by not responding... Have a clearly defined time limit... Do all you perhaps can do get them to Act now!
You can also make your prospects stand-up and take performance now by production your bonuses a miniature time offer... This means if prospects order by a determined date, they'll get a bouquet of bonus stuff.
Which leads to the next trick...
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Whip It Up #2 - Overload Your Prospects With Bonuses
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If you positively want to give your readers and hot-foot and send them running to place an order, beef up your offer with high-perceived-value bonuses...
How essential should the bonus be? Your hope should feel that he/she will be rewarded with 2, 5, 10, or 20 times the value of the cost of the main item.
I was watching Tv the other night and was positively glued to the data that was on...
Okay, stop laughing. For your information, I like to watch infomercials Much more than regular shows... They're just awesome...and the studying opportunity is unbelievable. (And I've even scored a few great products straight through the years, too!)
Anyway, I was watching the Ronco Six Star Cutlery infomercial... And Ron Popeil, the father of all pitchmen -- Pocket Fisherman, is a personal popular -- was pitching his Showtime knife set (carefully, of course, so as not to cut anyone!)...
Pitchmaster Ron was talking about how you can get the Showtime knife for only 3 easy payments of .33... (I said to myself... That's a miniature pricey, but I know there's a ton more goodies coming, so I waited... Okay Ron, show me what you got!)
And then, of course, Ron said, "But wait, there's more!"
Ron promised: "You'll also get the Carving knife... You'll get the Large Filet knife... You'll get the Bread and Bagel knife... You'll get the Bread and Bagel knife... You'll get the Chef's knife... You'll get the saw knife... You'll the boning knife... You'll get the sportsman's knife... You'll get the chop n' server knife... All for only for only 3 easy payments of .33!"
(You feel the urge the pick up the phone and just dial the number yourself, don't you?)
But wait, there's Even More! That Ron Popeil is a "black belt" in the "Bonus Arts"!
"You'll also get the Cheese knife...." says Ron. "You'll get the cleaver... You'll the carving fork... You'll get the utility knife... You'll get the paring knife... You'll get the garnishing knife... You'll get the poultry sheers plus you'll Get 8 friggin' steak knives... All For Only 3 easy payments of .33!!!
"Good heavens, haven't you picked up the phone yet? You must hurry up because there's only 2 minutes left... 1:59... 1:58... 1:57... 1:56... Hurry up, time is running out, so start dialing and order Now."
Well, I am teasing you a bit... This isn't exactly Ron's pitch... But you get the idea, right?
A Bonus on Bonuses: whenever you add bonuses to your offer... You must work just as hard selling the bonuses as you do selling your product or service!
We talked earlier about the best bonuses having a high perceived-value. That doesn't happen by magic. You must build the value in the mind of your prospects... Tell them the worth -- financial (tangible) and emotional -- of Each bonus item and what's special about them individually and collectively...
Back to Ron and his Showtime knife... ...
After he's described in the bonuses in total and colorful detail, now Ron has got an phenomenal offer to share. He's not just selling a bunch of knives for bucks. No way! He's offering you a 2.75 value for only 3 easy payments of .33.
By factoring in the great combined value of the bonuses, Ron makes it seem as though you're getting the traditional product for free... And then some!
And here's the beauty part: you can pretty much set the value at any reasonable level you like. What you paid for the bonus doesn't matter...
What matters is the worth of the bonus to the consumer. So can you see how much more "convincing" your offer becomes when you assign a specific value to your bonuses?
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Whip It Up #3 - Make Your Offer As Risk-Free As inherent
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"Doubting Thomas" is a Biblical figure... The Apostle who would not believe the resurrection of Jesus until he saw Jesus with his own eyes. But "Doubting Thomas" is also with us today, thousands of years later, alive and well and living in the hearts of consumers, both male and female.
Today, everybody is a Doubting Thomas or Thomasina.
Based on centuries of past experience, your prospects are very skeptical of sales offers. They don't trust the offer and they don't trust you. They've been burned too many times before. They're afraid of production a bad decision.
Most importantly, they're afraid of production a mistake.
Very often, the fear of production a mistake is exactly is what prevents Habitancy from buying. So talk that fear... Face it head on... And then blow it out of the water by taking the risk off the shoulders of your prospect.
If you can turn the risk of loss from your prospects to yourself -- if you can say to consumers, "I'm the loser if you don't like what you ordered because I'll refund every penny you paid" -- you'll both end up winners.
Lots of offers have a "money back guarantee" and that takes away some of the risk. But, if you positively want to explode a consumer's doubt, make your offer better than risk-free.
Here are two risk-removing offers. Which one gets your vote... In dollars?
30-Day Money-Back certify
"Every one of our Widget menagerial Pen and Pencil Sets comes with a 30-day money-back guarantee. If you don't find that you're writing better, writing faster, and writing neater with your Widget... If you are not wholly satisfied with your purchase for any reason... Plainly return it within 30 days for a full refund of the purchase price."
Lifetime certify
"Every one of our Widget menagerial Pen and Pencil Sets comes with a lifetime certify on the mechanics. Should your pen or pencil ever develop mechanical problems Plainly return it and we'll replace it with a new one. You have nothing to lose so order now..."
That lifetime certify is pretty considerable stuff isn't it? Let's you envision yourself writing away happily for the rest of your days on earth.
Kinda makes you feel "safe" to order now, doesn't it?
So there you have it, the "easy as 1-2-3" ways to originate an amazingly seductive offer no ane man can refuse! They'll be calling you the Svengali of the shop in no time!
Remember though... Use your powers for good!
Yours in marketing madness,
Dan
Copyright 2004 Quick Turn Marketing International, Ltd.
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