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The Invisible Close Sales Nugget: Multiple Offers or One? How Do You Decide?
| Guest post by: Lisa Sasevich |
Article Overview: It's important to be really clear about your offers and explain them well, so that people don't get confused. A confused mind says "NO." I usually make two or three offers at smaller venues. I generally divide my offer page like a crisscross, with the three offers in three different boxes. The fourth box might have an additional
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Free Download - Dos and Don'ts for Filling Your Mastermind, Mentorship or Coaching Program By Lisa Sasevich |
The Invisible Close Sales Nugget: Multiple Offers or One? How Do You Decide?
Clients often ask me, "Should I have one truly Irresistible Offer or should I offer several?" Both work! Here are three questions to help you decide.
1. What's Your Priority?
Your offers need to reflect your business priorities. If you are getting out there at smaller venues and just trying to build your list with qualified leads and get people into your funnel, you might make multiple offers at lower price points. If you have a big event coming up and filling it is your #1 priority, you'd be wise to craft a talk that exclusively leads to making that one offer. This is also true if you're not into the graduated sale approach and have one main high-ticket service you offer.
2. Where Are You Speaking?
At smaller, more casual venues, I really love to offer multiple packages. I call that "get them shopping." On my order page, I have two to three choices at different price points to give people a choice about how deeply they'd like to engage my service.
One of the behind-the-scenes reasons I love multiple packages is that a magical thing happens: In their mind, I'm transformed from a salesperson into a consultant. If I have only one thing to offer you, my unspoken question is basically, "Are you going to buy? Is it a yes or a no?" When I have two or three offers to present from the stage, I'm asking, "Which one is right for you?" I'm assisting you in your choice rather than selling to you.
When I do local events in my town, there's a friendly neighbor feeling in a lot of the businesses, and I sell a lot more of my $297 and $497 packages than I ever would if I were offering only one package for $3,000 or $5,000. At large events, in large cities, one focused offer does very well.
3. Can You Be Crystal Clear?
It's important to be really clear about your offers and explain them well, so that people don't get confused. A confused mind says "NO." I usually make two or three offers at smaller venues. I generally divide my offer page like a crisscross, with the three offers in three different boxes. The fourth box might have an additional-delight bonus item to acknowledge them for buying that night. That has been a real winning strategy for me.
At bigger gigs, I prefer to make only one terrific offer. In a teleseries Ali Brown and I did together last year, she said that her multiple offers were confusing her prospects, as well as her, and were taking too long to explain. So, she came up with one Irresistible Offer that can only be bought at her live events, and which contains several valuable bonuses that fit perfectly together.
Bonus Tip #1: To help you be clear and to distinguish your multiple packages, give them names that will help your prospects locate their need. For example, Package 1 might be "The Self-Starter." It's an ebook that doesn't require any help. Package 2 could be, "Hold My Hand." It would include additional support from you in the form of a teleseries, Q&A calls or possibly a private session or two.
Bonus Tip #2: Listen to the words your clients use. When I was leading women's workshops years ago, people would come up after the first one and say, "I want it all. Do you have a discount for all four workshops?" I didn't at the time, but eventually I put together a big kahuna package for all four workshops we offered, and I called it the "I Want It All" package.
The Bottom Line
· Find your own style. If you like to focus on one thing, or you're concerned that you'll get confused by your own offers and then confuse your audience, make one terrific offer with valuable bonuses. If you prefer to give people a choice and feel confident about your ability to make it all clear, get them shopping with multiple packages and the additional delight.
· Try both approaches. At one event, use one offer, at another, try two or three. You'll soon find out which approach works better for you. Remember, you can design your order forms easily and inexpensively with PowerPoint. If one approach doesn't work, just change the form and try something different the next time you speak.
So, whether you choose one or two or three offers, take a deep breath and give yourself the freedom to take imperfect action. Just make your irresistible offer(s) good enough, and get started!
The Invisible Close Sales Nugget: Want results? Give them a choice!
Value and Tension: Strike the Right Balance
The Invisible Close Sales Nugget: How to Make a ‘Today Only’ Offer Without Pressuring Your Prospects
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# The Invisible Close Sales Nugget - Using Written Testimonials to Boost Sales - 5 Quick Tips!
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About the Author: Lisa Sasevich RSS for Lisa's articles - Visit Lisa's website Recognized sales expert by Success Magazine, Lisa delivers high-impact sales-closing strategies for turbo-charging entrepreneurs and small business owners to great profits. According to best-selling author Brian Tracy, "Lisa Sasevich is one of the greatest discoveries in America today!" Kym and Sandra Yancey of e-Women Network say that "without question she is brilliant at teaching others how to leverage their unique gifts and qualities and convert them into a financial windfall. She is one authentic, heart-centered expert that delivers in spades!" Robert Allen, author of multiple New York Times Best Sellers says, "She added a zero to my income today just by watching her. Lisa Sasevich. Watch that name and whatever you do, be part of what she's doing. You're going to love it." After 25 years of winning Top Sales Awards and training senior executives at companies like Pfizer and Hewlett-Packard, she left corporate America and put her skills to the test as an entrepreneur. And in just a few short years, Lisa created a multi-million dollar home-based business with two toddlers in tow and her husband in medical school. Lisa is the undisputed expert on how to make BIG money doing what you love! If you're looking for simple, quick and easy ways to boost sales without spending a dime, get your FREE Sales Nuggets now at http://www.theinvisibleclose.comClick here to visit Lisa's website   The Invisible Close Sales Nugget What to Do After You Get Off the Stage The Invisible Close Sales Nugget Using LIVE Testimonials to bring in the Big Bucks Value and Tension Strike the Right Balance The Invisible Close Sales Nugget Telling Killer Stories from the Stage Partnership from the Start Set Yourself Up to Unabashedly Promote |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Bad SEO techniques?
- [quote="jacksonp":1y3g8bot]that is quite true.We all should avoid these kind of techniques.I am here sharing few more points which we should take in mind..As an experienced person of SEO I want to share here some facts which should be avoided by us.I hope that these will help some of the newcomers a lot..
Choosing a title that has no relation to the content on the page
Using extremely lengthy titles that are unhelpful to users
Using a single title tag across all of your site’s pages or a large group of pages
Stuffing unneeded keywords in your title tags
Writing description meta tag that has no relation to the content on the page
Multiple domains
Multiple identical sites
Cross Linking[/quote:1y3g8bot]
re: Cross Linking, how do you define that? I thought linking to other pages on your website (that are related) was a good thing...maybe that's not what you meant.
Re: Ideas For Business
- Hello Lucy,
you may consider this list for Ideas for Business: (Top 23 list)
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Re: Where to focus your time?
- I would agree with Evan here that focus is important. Unfortunately what happens especially to internet entrepreneurs is that they tend to get easily sidetracked and there is so much on the internet to feed this tendency that one needs to be particularly vigilant about avoiding it. Decide what is most important to work on first for your business and focus on that until you achieve what your goal is before moving on.
MichelleJ
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