The offer you present to prospects is more important than any other single element of your marketing funnel… second to just the list of prospects you’re speaking with. This is why it’s crucial you craft and use the most compelling “offer language” possible when presenting your offer.
Almost every offer can be presented in a variety of different ways. With a variety of different words. With a variety of different psychological triggers.
For instance:
Offer #1: Buy two widgets, get them both at half price
Offer #2: Buy two widgets, get them both at 50%-off
Offer #3: Buy one widget, get a second one free
Each of those three offers equates to the same amount of money for the prospect. And, the same amount of money for the company. However, one offer routinely out-pulls the other two in marketing test after marketing test. More about the winner in a moment.
Your job as a marketer is to test and identify the most compelling wording to present your offer. Don’t ever make the mistake of thinking that a slight change in wording and phrasing is simply semantics. It’s not. Every word counts. Every word can have an impact on conversions and return on investment. And every word must be considered and tested carefully.
In the above three offer examples, offer number three is the one that routinely out-pulls the others in marketing tests.
Why?
Because the word “free” is still one of the most powerful words in marketing and advertising. And, despite the price being the same in the above three offer examples, the idea that prospects can get something for free, in offer #3, acts as a powerful motivator and persuader.
Make sense?
Question: What has been the most responsive offer you’ve presented to prospects? You can leave a comment by clicking here.
