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Ice cold and irresistible!
Ever been in a situation where you’re dying of thirst and you’d pay just about any amount of money for an ice cold bottle of water? Seriously, you’re so thirsty and so far away from any kind of precipitation, you’d pay $50 for a 29 cent bottle of water.

A compelling offer is just like an ice cold bottle of water in the middle of the Mohave. Irresistible!

How do you make your offer this irresistible? In the building products industry, it doesn’t always feel that easy, does it?! You’ve got these amazing widgets to sell and you send your sales team out there to beat the streets, pound the pavement, drop in on customers and convince them why they need train loads of your stuff. Why are they still beating you up on price? Why don’t they understand how irresistible your quality products are?

Remember, first you need to sell what people WANT to buy. Then make sure you’re talking to the right people at the right time. You know that old saying, “right place, wrong time”…sometimes you have the right audience, but you’re talking to them at the wrong time. And, be still my heart, sometimes you’re not talking to them at all. This boils down to knowing what your audience is struggling with; knowing how to solve these challenges and knowing what they want to buy.

Then you take your product or service and craft it into a compelling pitch … an offer they can’t refuse. If the value is clear, the decision is easy.

Here’s an exercise from author, Chris Guillebeau, that will help you put together the offer your audience won’t be able to refuse.

Remember the Magic Formula:
The Right Audience + the Right Promise + the Right Time = 
Offer You Can’t Refuse

BASICS

  • What are you selling? _______
  • How much does it cost? _______
  • Who will take immediate action on this offer? ________

BENEFITS

  • The primary benefit is ________
  • An important secondary benefit is ________



OBJECTIONS



What are the main objections to the offer?

How will you counter these objections?

TIMELINESS

There’s Good News
The good news is that when you understand what your customers want and how they want to buy your job and that of your sales people gets so much easier. When an offer they can’t refuse comes along at just the right time the perceived value is much higher. Remember to think about value the way your customers do, not necessarily the way you would like them to.

As you follow your marketing blueprint, think carefully about how you can create a more compelling offer. Then take it out into the world! 

Here’s to making your presence felt and quenching that thirst.

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