Sell Better: Part 2, Create The Urge To Buy‪.‬ Be Brilliant in Your Business

Welcome back for part two of the How to Sell Better series.  Last week we kicked things off by talking about clarity and not having a clear enough offer.  If you miss that episode definitely go and check that out.  
This week, we’re digging into the second reason: making your offer compelling. You don’t want to miss the three ways to create your own compelling offers.  Adding these three pieces to your offer will create the urge to buy with your clients.  
In This Episode: [01:42] A lot of us put out offers that are not compelling at all and then we do all this work and we wonder why people aren’t buying from us.  We know it is valuable.  The truth is they don’t see the value!  [02:17] If people aren’t buying from you, they need to be told exactly why they should.   It is probably happening because you are still in your head thinking about it and you should be in their head thinking about it.  [02:41] What is compelling to your audience is going to be a little different than what is compelling for everyone else’s audiences but there are some key components.  [03:03] Think about what you buy and what you are compelled to buy. Also, think about your specific client and customer.  If you were them how would you be compelled to buy.   [03:31] The first thing that makes a compelling offer is when you give exponential returns or you give someone a greater than exchange.  [03:58] The perceived value of your offer to them needs to be greater than the perceived cost.  If they perceive it as an even exchange then they are going to be a lot less motivated to take action.  [06:38] A compelling offer gives our clients the motivation to take action.  Many business owners are working so hard to sell something that is valuable but it is perceived by their people as a basic exchange.   [07:25] Your client isn’t thinking about all your hard work.  They are thinking about their time, their money, and the results they want.  Your clients are amazing people but they don’t care about you, they care about them.   [08:02] People hire us to help them manage their time, manage their money, and get the results that they want.  It is all about your client. [08:11] Can you deliver something that is worth exponentially more than what they are going to pay for it? That is an exponential return and that makes you offer a lot more compelling. [09:05] The things we buy either bring us pleasure, relief, or both. The more convenient it is for us to buy the faster we can get that pleasure or relief the more motivated we are to take the action.  [11:41] Think about what ways you can give your potential customers instant gratification.  Make the buying experience feel very pleasurable and give an instant sense of relief.  [12:10] Another component of a compelling offer is having a hook.  A hook is something about your offer that makes it unique and better than other options.  One way that people often do this is by creating scarcity.  [14:07] Another hook is creating a package service or creating a product out of your services.  This is one of the quickest ways for service companies to boost their conversions by creating products with the services they offer.  [15:44] Take a look at what you are selling and see if it is unique, gratifying, and provides exponential value to your clients.  [15:58] In order for your clients to buy from you or book with you, they need to feel an urge in their body to take that action.  That thought that will generate that urge is “I need this.” Your job is to figure out in your offer what is going to trigger that thought for them.  [16:28] The better you understand your client and the more you can think like them, the easier it becomes to create clear and compelling offers for them.  [16:51] Creating amazing offers for your specific clients takes some trial and error.  Remember that business itself is an ongoing experience.   Take a look at what you are selling and se