Creating Offers People Want: 5 Tips To Improve Your Sales

If selling your product or service feels harder than it should, there’s a good chance the problem lies in one place: your offer.

Even the best marketing strategy can only take you so far if what you’re selling doesn’t give your audience what it wants. But when your offer aligns with your ideal customer’s strongest desires (and the price is right), selling gets a whole lot easier — and a lot more sustainable.

In this post, we’re breaking down what it takes to create offers people want, using proven principles (and a little inspiration from author Alex Hormozi) to help you improve your sales without relying on pressure or hype.

Why It’s So Crucial To Have an Offer People Want To Buy (Beyond the Obvious)

Apart from increasing sales and driving revenue and profit, creating offers people want will benefit your business in many ways, including:

• Customer loyalty: When you offer products or services that match what your audience is looking for, it helps build trust and consumer loyalty.
• Demand: A great offer creates its own demand. Happy customers are more likely to tell their friends about it and become repeat customers.
• Brand reputation: Happy customers associate their satisfaction not only with your product/service, but with your brand as a whole. This helps build a strong brand reputation that draws in more customers.
• Marketing: A good offer is easy to market. After all, when what you’re offering gives people what they want, it basically sells itself!

In short, providing an offer that people want to buy forms a solid foundation for a successful business.

Now, let’s look at how to create those amazing offers, with a little insight from Alex Hormozi’s book, “$100M Offers” (with our own thoughts sprinkled in, of course).

5 Steps for Creating Offers People Want

1. Start With a “Starving Crowd”

The first step in creating more effective offers involves choosing your audience wisely.

When I say “starving,” I don’t mean that they’re entirely devoid of resources — just that they have an urgent, expensive problem. After all, you want to target an audience that has the money to solve their problem…but who is hungry for the right solution.

In other words: You want to offer the solution to a specific, time-sensitive problem (to an audience that can afford to pay you to solve it).

In your offer, list your target audience’s dream outcomes, as well as the roadblocks they’re facing. Then, show how you’ll help them blast through those roadblocks to reach their goal.

2. Build Your Offer Using the Value Equation

In Alex Hormozi’s book, he shares something he calls the “Value Equation,” which helps you maximize the value of what you offer. The Value Equation goes a little something like this:

…where:

• Dream Outcome = What the prospect wants
• Perceived Likelihood of Achievement = Their perception (key word) of how likely they are to reach their dream outcome
• Time Delay = How long it will take to achieve their goal
• Effort and Sacrifice = The amount of effort they have to put in, or what they need to sacrifice to reach their goal
• Value = How much your solution is worth

To create a great offer, you need to increase the top of the equation (their dream outcome and perceived likelihood of achieving it) and decrease the bottom (time delay and effort/sacrifice).

To do this:

• Promise a specific, desirable result

• Offer lots of proof: Case studies, demos, social proof, credentials, etc.

• Start with quick wins
• Reduce the number of steps required or do some steps with or for them

In short: People want their dreams to come true quickly and with very little effort on their part. And they’ll gladly pay you a lot of money if you can make that happen!

3. Stack Deliverables That Remove Obstacles

Your core product or service is only part of your offer. To build a strong offer, you need to include extras that address every possible objection. This removes friction and makes your offer irresistible!

Each of these extras should be focused on a solution that eliminates a specific objection. Think onboarding checklists, scripts, training resources, priority support, integrations, accountability, etc.

What can you offer that will eliminate objections before they arise?

4. Price for Value; Reduce Risk

When determining pricing for your products or services, don’t charge based on the amount of effort you put in. Instead, base your pricing on the results your prospects will see.

When you provide high-value results, your product/service will be worth more (and feel less risky) to prospective clients.

Use anchors (such as suggesting a premium plan first), offer a free trial and/or installment options, and provide a strong guarantee (unconditional, conditional, or performance-based) so the client feels protected.

The overarching rule here is this: Make the upside feel huge and the downside feel tiny.

5. Make It Urgent and Scarce … and Test Relentlessly

Every successful offer has one thing in common: a strong sense of urgency or scarcity.

It should be clear to the prospect that what you’re offering is in short supply. Including ethical scarcity or urgency in your offer (i.e., limited seats, an enrollment window, etc.) will drive your prospects to make a decision.

Once you have your shiny new offer put together, keep iterating it. Making adjustments to keep up with the market is a no-brainer. But you should also continually test your offer’s effectiveness and make changes to improve it. Adjust your promise, offered bonuses, and guarantees until you reach a high acceptance rate where your delivery is also profitable. This is the sweet spot — your “Grand Slam” offer.

So … are you ready to start building your next great offer?

If you’d like a little help, the Wild Fig Team has your back. Schedule a discovery call to talk through your ideas and learn how we can help you create better offers, draw in more prospects, and grow your business.