Tuesday, March 5, 2013

Free Freezer? The Power of an Irresistible Offer

The late, great Gary Halbert taught that, no matter what you sell, there are 3 vital factors, in this order:

1) The list. Who are you selling to?

2) The offer. What are you giving in exchange for money?

3) The copy. How are you saying it?

With the right list and the right offer, the copy largely takes care of itself.

Case in point: The sign at left, which I took a picture of in Cub Foods.

They're selling this freezer to people in their grocery store. Obviously, that's a good list -- people with the money and desire to buy food.

But what about the offer? 

Asking shoppers to pony up $170 for what amounts to an impulse buy is a tough sell ...

... but I think Cub Foods pulls it off with this offer: You get a freezer and $170 in free stuff in exchange for $169.99.

That price is no accident. 

By charging 1 penny less than the value of the coupons they offer -- on top of the value of the freezer itself -- Cub Foods is making it very clear that you're getting the better end of the bargain.

That makes for a pretty powerful offer. And the copy largely takes care of itself. 

So, take this as an example of how to construct a powerful offer. Make it clear that buyers are getting more in value than they're paying you in dollars ... and you'll get more buyers.

Meanwhile, if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help. Grab your Free Kit here, while they last.

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