(upbeat brass music)
- The other thing in an irresistible offer is
what we call special payment terms.
No matter what you're selling: products, service,
workshop, whatever you're doing from that way.
And there's multiple ways you can do it.
We have what we call single-pay, which is a one-pay.
We have payments, or multiple-pay.
We have what we call multiple-pay with single-pay incentive.
So that basically means if you have three payments
of $300, so it'd be $900, or if you do a single-pay
right now, you can get it for $750.
That would give you single-pay incentive right there,
that's how that concept works from that way.
We have try before you buy. That's another powerful one.
I didn't put it, we have a $1 offer, a $10 offer.
We have a tie to a bonus, we have a tie to a deadline.
And the powerful ones do a combination.
Maybe all of the above.
I'm gonna preface this just by saying you cannot make
this part of your offer too complex.
A confused mind does not buy. It has to be simple enough
that they understand it.
I've sometimes seen offers where they had
four or five different ways they can make the payment terms,
and I just see people get confused, and they go,
"It's too confusing for me, I don't want to buy this."
It messes them up.
I mean, the offer's so long it's like you think
you're reading a contract, so be careful with it.
Some cases may only be two or three, you got to be
really careful and test with what you're doing
with your special payment terms.
Those special payment terms do a lot.
I mean, there's a lot of companies that were built ...
I don't know if people remember AOL,
out of the United States, they built their whole company
on basically a try before you buy offer
on their software at that point.
That's how powerful it was then,
that it worked for them there, okay?
One more common one to talk about, which people talk about,
some people think
free is good enough.
So the people say, "I got a compelling offer,
"I'm offering two months free of my software."
I'm going, "Guess what? This is like 2015.
"I mean, that's not that compelling at this point.
"Just having free is not good enough."
Because you have to have free tied to value
to something else to differentiate in market.
You can look on the internet, I mean there's all kinds
of software opportunities out there that give you
1 month free, 2 month free, 3, 15 days,
all that sort of stuff.
So you're competing in that space.
At one time, free was enough. It's not anymore.
So just having a free offer is not compelling enough.
So we've done events, or we've done stuff, where we would
test free plus we would give a money-back guarantee.
So you go, "How does that work?"
So what we'd say is, "Try out our product free for 30 days.
"If you're not happy with it, send it back to us
"and we'll send you $50."
That changes the whole game of what an offer is.
Now you've got to do your math, and you've got to make sure
you're happy with your product, and you've got to do some
qualifying things and everything else.
I've done other ones where it's free if you return
a product back for a $20 guarantee. I've done that also.
I've done variations of it, but that tells you,
okay, this is not just free, these guys really stand
behind this that they're gonna add something.
You've got to differentiate it up, because free
in this day and age, it's not much.
- [Woman In Audience] One of the programs that we have,
it's an eight-week program and we offer
eight-week money back guarantee.
So for me, that's like I stand behind my program,
but if at the end of the eight weeks, you think,
"This chick's on crack," then, fine, right?
It's never happened, but if it did,
then at least there's no risk.
- Right, so it's a risk reversal from that way,
or you're taking away the risk
but you notice that, even on that program,
but when you're selling something free?
How do you take away the risk?
Because there's people's time, there's other issues
and everything else with it.
Just remember that free on its own, in this day and age,
is not necessarily compelling enough.
- [Woman In Audience] And it's not a good keyword, either.
- No, it's not a good keyword,
good for those on the PPC. You're right.
So what I'd like you to do is find a partner.
You've got this information, just take five minutes
and discuss with your partner, whoever wants to,
one or the other, on your current offer or whatever
and how you can make it more irresistible or what's one,
just one point out of this whole thing that you
could apply to your business right now?
So just take five minutes for that.
- [Narrator] 10 times your finances,
10 times your business, 10 times your marketing,
10 times your life.
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