Building Irresistible Offers and Why They Don’t Buy
Episode 859: Show Notes
This episode is truly all about you– how you get feedback from the people you ultimately want to sell to, and how to move forward. Many of my takeaways are coming off the back of a really big launch in my business. I did an event in May that allowed me to connect with over 7,000 small business owners, serve them high value, and go through a launch process on the back end.
I’m going to talk about all the things I learned during this launch, not just what I did well or what I didn’t do well. In this episode, I want to help you identify what your next offer is going to be or potentially how to tweak an offer that already exists and make it sell even better.
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What It Really Means To Make an Offer Irresistible
Often, we solve problems that may exist but are not things that people actually want to solve. Yes, we want to get feedback, and I’m going to talk about an incredible tool that’s going to help you listen to what the people want. But we also need to keep in mind that most people are not interested in changing their habits. As frustrating as that can be as a small business owner who wants to help people, you need to reach people who are ready for what it is that you do. Instead of trying to change someone’s actions, how can we give them what they want with the least resistance possible?
How to Create a Deal Without Losing Money in the Process
If you can create a deal, people will pay more. I don’t want you to assume that a deal is less expensive. It can happen at any price point! If you can increase value and keep the payment lower, you are more likely to create a scenario in which they view it as an opportunity to save money and get more. Someone’s effort typically corresponds with how much money you are spending. Irresistibility happens when we can create connections between our offers in an obvious ecosystem that works together to draw someone in and carry them through an ascension model.
Why I Chose To Create a Challenge (And Why You Maybe Shouldn’t)
I want to share a couple of takeaways from a recent launch that I did. I focused on creating a challenge. I wouldn’t necessarily recommend this for people starting out. I have done many challenges before, and I noticed that there were fewer and fewer of them happening in the marketplace. That’s simply because fewer people are participating in them. I think we need to move away from these and stop offering multi-day events. So, I condensed a five-day challenge into a one-day VIP-style event. It worked so well! In my workshop, One-Day Launch: Digital Product Fast Track, I took people from having an idea of concept to launching their digital product offers. Spoiler alert– for a limited time, you can still register and participate by watching the recordings!
What’s Really Happening When People Choose Not to Buy From You
Regardless of whether you’ve sold a service or a digital product, done a live launch, or you’ve been doing things evergreen, you have an opportunity to collect data on the backend of that sales process, whether they buy or not! When someone chooses not to purchase from you, they either don’t understand the offer or the problem you’re trying to solve. It could also happen because there isn’t market fit. You’re trying to sell the right offer to the wrong person. Surveys are an incredible way to get this information, and take what feels like a bunch of qualitative information and turn it into number-based data you can base your decisions on.
One Way to Take Qualitative Data and Turn it Into Quantitative Data
The most effective way that I have gotten people to fill out a survey is by sending a dedicated email and making it super clear. I recently did two surveys; a ‘Why Didn’t You Buy?’ survey for the people who didn’t purchase, and ‘What Should We Create Next?’. The interesting thing here is that sometimes the answer doesn’t mean you should change anything. For instance, my biggest reason that people didn’t buy it was that they couldn’t afford it. If someone can’t afford it, I don’t want them to buy it! They probably have other things they need to prioritize, and that is okay. Other aspects will tell you about timing, communication, and marketing.
How a Survey Question Took Me By Surprise (And What I Plan to Do About It)
I asked people how they prefer to learn: on your own in a self-paced course; one-on-one in a mentorship; as part of a community; Googling stuff or consuming free content; or live instruction in real-time so you can ask questions. On my own with a self-paced course was 53% of the audience’s answer. Everything else was less than 13%. Huge margin! As someone who has done a ton of coaching and put a ton of time into community in the past, this is a huge tell as to how I should package up my offers now and in the future. I also asked why they invested, for content and collaborator ideas, their primary source of income, and more.
Why It’s Simply Not Enough To Only Ask The Questions
Ultimately, you have such a huge opportunity to get so much information from people. After you get it, you need to respond. I have created an initial plan based on this info, but there’s enough meat in there to revisit and really analyze once again. If you want more of my survey questions or more info on how we do surveys, I highly recommend that you become a member of the Co-op. We have a template that walks through our survey process and includes all of these questions, and so many more resources. I want to see you building irresistible offers. But more than that, I want to see you get something out into the world, see how the world responds to it, gather information, and go back and do it again. We can do so much for people! And it’s our job to truly sit back and listen to what they want.
Quote This
It’s not enough to just put it out there and ask the questions. You have to respond based on that data.
Highlights
What It Really Means To Make an Offer Irresistible [0:02:00]
How to Create a Deal Without Losing Money in the Process [0:06:44]
Why I Chose To Create a Challenge (And Why You Maybe Shouldn’t) [0:09:43]
What’s Really Happening When People Choose Not to Buy From You [0:14:51]
One Way to Take Qualitative Data and Turn it Into Quantitative Data [0:21:26]
How a Survey Question Took Me By Surprise (And What I Plan to Do About It) [0:32:48]
Why It’s Simply Not Enough To Only Ask The Questions [0:38:58]
OUR HOST:
Abagail Pumphrey
Boss Project on Instagram | Facebook
Abagail Pumphrey, the Co-Founder & CEO of Boss Project, has been a driving force in the creative entrepreneur industry since 2015. With a passion for empowering service-based business owners around the globe, she became internet-famous after the launch of the transformative training, "Trello for Business." This innovative system revitalized the operations of over 10,000 business owners, making a significant impact on the online business landscape.
Under Abagail's leadership, Boss Project has been featured in prestigious publications such as Forbes, Marie Claire, INC, and HuffPost. Her twice-weekly podcast, The Strategy Hour, is a staple in the business community, continuously topping Business and Management Charts on Apple with millions of listeners from around the world.
Abagail's superpower lies in her ability to break down complex concepts into easy-to-implement, duplicatable systems. As an expert in online sales and a data-driven strategist, she has turned a layoff into a 7-figure work-from-home business. Abagail's mission to help more female founders become financially free, without letting their businesses take over their lives, continues to inspire and guide entrepreneurs on their path to success.
Key Topics:
Launching, Surveys, Data, Feedback, Clients, Deals, Offers
We Mentioned:
One-Day Launch: Digital Product Jumpstart
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