It has to be over the top, or it won’t work

On the white board on the wall to the left of my computer, it says FOCUS ON CRAFTING KILLER OFFERS.

What makes for a killer offer?

First, it should be brief and straightforward. After your prospect has finally decided to buy your first, tripwire offer, you don’t want to spend a lot of time on a long video or sales letter. Keep it brief before you lose their attention.

Next, look at what it is they’re buying and then you ask yourself, “What can I deliver to them that would be of tremendous value?” Not only that, but “What would also be of tremendous perceived value? What would make it seem almost like a lopsided value proposition?”

In other words, considering what they would pay for it, and comparing that to both the deliverable, and the benefit, what would be just over the top?

What can I put out in front of them that would be a total no-brainer? Where they would think to themselves, “Only an idiot would pass up the chance to get this!”

If they’ve just paid you $7 for the tripwire, what can you now offer that would be irresistible?

What would they drool over, and take in droves because it makes sense? Because it’s a no-brainer deal? Because it has incredible value? And because it helps them fulfill what it is they are trying to fulfill with the tripwire?

That’s what you put out in front of them as the upsell. That’s how you design an offer that people just take in droves.

For example, with our 6 Figure Funnel Formula, it still blows me away in terms of how well that one funnel continues to produce. Sometimes I even consider reverse-engineering my own funnel!

When I was putting together the offer for that program over a year ago and I was designing that, I can’t tell you how long I spent thinking about what would make this just an absolute no-freaking-brainer.

What could I present, and at what price point, that would leave people’s jaws dropped? What would make them say, “I thought this was going to be three times the price!” or “I thought, no way was I going to be able to afford this or have this!”

I wanted to leave prospects saying, “I can’t believe he’s giving this or including this or doing this!”

That’s the type of mindset you want to have when you’re crafting all your offers.

So remember. Although – of course – you want to have a fantastic product that really delivers the goods, it’s not the quality of the product, it’s the quality of the offer that makes the difference.