=You are amazing. You know it. Your mom knows it. Your dog most definitely knows it. You tell your prospects you’re amazing all the time. On your website, on the phone, in the way you craft your products and deliver your service. You tell them explicitly “We’re amazing. Come on in and try us out.”
Why don’t they believe you?
How do you get people to find you completely and utterly irresistible? Let’s take a look at three key qualities you can include in your offers to make people line up at the door.
#1 Scarcity
This is as simple as supply and demand is. If supply goes down, demand goes up. We can’t help but place a higher value on something when we know there’s not a lot of it out there. We feel a strong urge to get our hands on something that we fear might not be available in the near future.
A great way to create a sense of scarcity is to put a limited time on your offer. Another way is to put a limited quantity on it – to say there are only three or so left of whatever it is you’re offering. That puts an added pressure on a prospect because they have no way of knowing when this offer will expire. It could expire in the next thirty seconds if just three other people pull the trigger!
Groupon does a great job of combining both techniques to create a limited time, limited quantity offer that people find extremely difficult to resist.
#2 Popularity
For better or worse, we are all sheep. Yes, we break the mold here or there from time to time but at the end of the day, with all the factors pushing your prospects away from spending another dollar or giving their email address out to another company, you better help relieve at least that one doubt they have.
We have an innate inclination to copy each other in an attempt to stick with a group. When the people in our social circle do something, we feel safe trying it too. So make your offer desirable to your prospects by showing them through numbers and testimonials that others like them have tried it and love it too.
#3 Relevance
The most irresistible offer is one you often can’t plan for. It’s the one that strikes while the iron’s hot. Keep your eyes and ears constantly tuned to the fleeting but powerful swings and trends your industry serves. When you notice a strong shift in attention of your target market, find that focus and figure out how to harness it.
Create an offer that taps into the latest hot trend, and swarms of people will see yours as the hot offer.