Think of Dinner While Structuring Your Irresistible Offer™

Editor’s note: We are very excited to welcome back guest blogger, Lisa Sasevich!

If you want to be paid well for what you do, your offer must motivate people to take action. You want your prospective clients to find your offer so irresistible that they gobble it right up.

To create that kind of hunger, just think about dinner yourself.

That meal generally includes a main dish, a couple of side dishes and a dessert. Right?

Well, apply all that to your Irresistible Offer™ while structuring it, and you will have a delicious combination.

Here’s what I mean:

The Main Dish

The main dish of your Irresistible Offer is the primary product or service that provides the transformation for your client. This is your weekend workshop, your product or program, live event, one-on-one service package, etc.

Keep your main dish focused around one central outcome or transformation. You may have multiple talents – say, you’re both a professional organizer and a copywriter, which is great – but don’t try to offer both of those skills through the same main dish.

The Side Dishes

The potatoes and fresh asparagus of your offer are the bonuses. These are products and services that you offer free when people invest in the main dish. They are easy to create and ideally cost you very little, but they have a very high perceived value.

They are something the client would have paid for anyway, and they’re tightly related to the main dish. In fact, your best bonus is probably hiding in plain sight.

For example, when I first started teaching Speak-to-Sell Bootcamp, one of the later modules was how to get booked, and it was valuable. I’ve spoken on some big stages, and I could have done a $1,000 package just on getting booked.

But during the course, we focus so diligently on getting our clients ready with their Irresistible Offers and Signature Talks that I never really had the time I needed to do justice to the topic of getting booked.

So, I took that module out of the main dish and made it a red-hot bonus for the first X number of people who invested in the program. Now, whenever I offer my Get Booked Toolkit™, people race to the back of the room to get it.

When you’re eating dinner, you generally don’t have 20 side dishes. The same is true for bonuses. Offer no more than three. If you’re speaking to your prospects, you want to have time to describe each one, so that they hunger for the bonuses as much as they do for the main dish.

Dessert

The dessert of your meal is a special form of bonus that I call a “little soldier,” because it’s your “feet on the street,” promoting you while you’re not around.

Also easy and inexpensive to produce, you bundle these CDs, free reports, discount tickets, or books into your Irresistible Offer package for your new client to pass along to a friend.

There’s no better promoter for you than someone who has already invested in your work. So putting something in their hands to work for you can be golden.

For example, years ago when I was leading a course for women about understanding men, the three-day weekend workshop was our main dish. The bonuses were three follow-up Q&A group calls with the leader.

And the little soldier was a CD of the introductory presentation they had attended along with “a gift for their girlfriend”—a $100 gift certificate for a friend to take the course.

That little soldier was so popular our phone literally rang off the hook.

Keep it Simple…and Delicious

You want your Irresistible Offer to be clear and simple so that people have what they need to make an on-the-spot decision. When you have multiple bonuses that bear no relation to the main offer, people get confused. If you know my work, you’ve heard me say this often: A confused mind says no.

So make your offer delicious—with a scrumptious, focused main dish, one to three mouth-watering bonuses, and a little soldier—and your prospective clients will clamor for your meal and come back to you for seconds again and again.

To learn more ways to create desire and hunger in your ideal clients without being salesy, visit me here.

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Honored as the Extraordinary Entrepreneur of the Year by Women Online Magazine, recipient of the coveted eWomen Network Foundation Champion award for her generous fundraising, and ranked on the prestigious Inc. 500/5000 list of America’s Fastest Growing Private Companies for 2 years in a row, Lisa Sasevich “The Queen of Sales Conversion” teaches experts who are making a difference how to get their message out and enjoy massive results, without being salesy. To receive her monthly Sales Nuggets and FREE Sales Training sign up today at FreeSalesTrainingFromLisa.com.