“We do marketing for small to medium sized \t\t business, mainly self-mailers. Clients aren\u2019t getting the \t\t results we would like. We are trying to create better offers. Is \t\t there a book or some information on the web about offers that get \t\t good returns for different kinds of businesses?”<\/p>\n
Mark T., Seattle, WA.<\/p>\n
Have you ever sent out a mailing and \t\t had hardly any people respond? <\/strong><\/p>\n Whether you\u2019re involved in marketing other \t\t peoples\u2019 products and services or your own, you know how \t\t frustrating it can be when you don\u2019t get the results you \t\t want. After hours of work writing the copy, designing the layout, \t\t paying for the list, the postage and processing the mailing, what \t\t have you got? All too often it ends up being just a big waste of \t\t time and money.<\/p>\n What\u2019s the solution?<\/strong> Should \t\t you give up on mailings or on advertising?<\/p>\n No! Don\u2019t shoot the messenger when it\u2019s \t\t the message that\u2019s to blame. Direct mail and advertising \t\t can work with the right marketing copy.<\/p>\n If you want to get better results with \t\t your small business marketing, you\u2019re going to need to \t\t change the <\/strong>information \t\t you include in your mailings, how you get prospects\u2019 attention \t\t and your offer. If you keep sending out the same stuff \t\t you\u2019ve \t\t been using, you\u2019re going to get the same old minimal results \t\t when you could be getting ten to twenty times as many people \t\t responding and buying from you.<\/p>\n Ready to discover how to write compelling offers \t\t that overcome every objection your prospects throw at you >><\/strong><\/a><\/strong><\/a><\/p>\n To begin, put your mailing to the test:<\/strong><\/p>\n 1. Does it have an attention-grabbing headline?<\/p>\n 2. Is the focus on a problem your prospects\u2019 care \t\t about?<\/p>\n 3. Are you offering a solution that works?<\/p>\n 4. Does the copy include third party verification \t\t of your claims?<\/p>\n 5. Did you make an offer that will motivate prospects \t\t to take action today?<\/p>\n Most mailers fall short for the following two \t\t reasons. They headline isn\u2019t about a problem that prospects\u2019 are \t\t concerned about so they never read further to discover the solution \t\t you provide. Secondly the offer that\u2019s included doesn\u2019t \t\t motivate prospects to take action and or make a purchase.<\/p>\n So what makes an offer irresistible? <\/strong><\/p>\n Assuming that one through four above are in place, \t\t the biggest motivator is prospects\u2019 perception of the value \t\t you provide relative to cost. Put another way, it\u2019s not price \t\t that gets in the way, but prospects balk when the value of products \t\t and services aren\u2019t clear.<\/p>\n How can you help prospects understand the value \t\t of your offer?<\/p>\n Relate the value to the problem(s) they want \t\t to solve and express this value in their own words. The benefits \t\t define value and should outweigh the cost.<\/p>\n Tell your prospects about what they\u2019re \t\t going to get. Even if you\u2019re giving something away for free, \t\t you still need to give your prospects a convincing reason to act. \t\t For example, I don\u2019t just tell people visiting my web site \t\t to sign up for my free guide; I use the name of the marketing eBook \t\t to tell people how it\u2019s going to help them. This simple strategy \t\t has prompted over 30,000 people to subscribe to my newsletter.<\/p>\n Want a step-by-step guide to show you \t\t how to create cash copy >><\/a><\/a><\/strong><\/p>\n You may use an initial free offer simply to build \t\t your database of prospects, but at some point you\u2019re going \t\t to want to prompt your prospects to buy. What kind of offer will \t\t motivate people to buy?<\/p>\n Give away something for free or for practically \t\t free.<\/p>\n The long term benefit is that they\u2019re developing \t\t a grooming a generation of kids who love skiing and will be back \t\t with their parents to buy more gear, buy lift tickets in future \t\t years and. down the road. will be back with their children to ski.<\/p>\n Want to supercharge your offers?<\/strong> The \t\t more you give away in terms of perceived value, the more money \t\t you\u2019ll make.<\/p>\n A downside to free offers is that, even if it\u2019s \t\t a great offer, prospects tend to procrastinate. Overcome this by \t\t putting a time limit on your offer. Good for ten days or until \t\t July 20th. Give people a reason to act in the upcoming two to four \t\t weeks and they\u2019ll line up to take advantage of your offers.<\/p>\n","protected":false},"excerpt":{"rendered":" Find out how to create irresistible offers to instantly make more sales.<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[6],"tags":[38],"_links":{"self":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1743"}],"collection":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/comments?post=1743"}],"version-history":[{"count":0,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1743\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/media?parent=1743"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/categories?post=1743"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/tags?post=1743"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}\n
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