Today’s post is an article from a friend of mine, he spoke at
my recent Internet Success System conference, and was
a real highlight of the weekend with our members.
I believe you’ll benefit from his advice too…
Why Are You Making This Incredible Offer?
By Terry Dean
You’ve designed your powerful offer, but now you have
to get over the next hurdle. Why should anyone believe
you?
You probably heard the same statement I heard when I
was growing up, If something sounds too good to be
true, it probably is. You would think that people would
jump at the chance to get a totally free lunch, but no
one believes you.
Everyone of us has been lied to and cheated enough times
by other businesses not to believe everything we hear or read.
People will think you have some ulterior motive to whatever
youre giving away or that youre not telling them the
whole story.
If you dont believe me, try this test. Put a classified ad in
the paper. Tell people to send $10 to a fictitious business
name at some PO Box. Tell them youll send back $100
bills to everyone who replies.
See how many people take you up on this offer if you dont
provide them with any other information. Would you reply?
Ill bet you wouldnt. You wouldnt believe it no matter how
good the offer was. Youd need a lot more proof before
youd take action.
Whenever you make any great offer, you have to tell your
prospects and clients why youre making this offer. Youre
giving away a free lunch, but why should I believe you.
Whats your angle? Heres a novel concept.
Tell them the truth!
Tell them youre giving away free lunches because your
restaurant is brand new to this area. You know that a large
percentage of people who try your food will love it. Theyll
say its the best Mexican food theyve ever tried.
Theyll become regular customers. So instead of requiring
the customers to bet on your restaurant, youd take all the
risk. They get a free meal and youll only profit if your food
is so good they cant resist coming back in the future.
The more you tell, the more you sell. Tell your prospects
and clients the whole story. You may be having your sale
because new inventory comes out next month.
You have $100,000 tied up in the current inventory and
youre letting everything go for 50% off of what people
would have paid only 1 month ago. Tell them how high
quality the items are and how you love to keep selling
these same garments, but you have to make room for
the new inventory. Your loss is their bargain.
Below are 8 possible reasons why you could be making
a wonderful offer. Youre not limited to just these
methods. They are simply idea generators. Every offer
must include a unique benefit, scarcity, and a reason why.
If you get these items in place, your ad copy is already
mostly written for any sales piece. Neglect these steps
and the best copywriter in the world wont be able to
produce for you.
Reason Why #1: Grand Opening or Generating New Customers/Clients
Its the grand opening sale or the new customer/client
drive. Youre making your incredible offer to generate
new clients for your business. Youre willing to lose
some money upfront and invest in them. Once they
try out your product/service they will have to
come back for more.
Reason Why #2: Customer Appreciation
You appreciate your loyal customers. Theyre the ones
who have made you successful in your business. Youre
making this deal available only to your best clients.
They shouldnt share the letter, postcard, or coupon
youve sent them with anyone else. Its exclusively
just for them.
Reason Why #3: Need Surge of Income
Your business needs a surge of income. Youre making
this offer available to generate the income you need to
do ____________. It may be something in your personal
life such as paying for your eighteen year old childs
college education. It could be your wife wants a new
kitchen or your husband wants a fishing boat.
Reason Why #4: Going out of business or Clearing Out Inventory
Going out of business sales and inventory clearance sales
are extremely profitable. These are powerful reasons
why that appeal to all bargain shoppers. Clothing stores
sell seasonal merchandise or fashions while car dealers
sell off last years models. All types of stores clearance
off discontinued products.
Reason Why #5: Inventory tax time
Inventory taxes (or inventory time) are coming up. Whatever
you dont sell, youll pay additional taxes on. If people buy now,
youll pass on the savings to them. A variation on this could
also be that you just were hit with a large tax bill because
your accountant made a mistake.
Reason Why #6: Scratch and Dent Sale
A mail order company may sell products which were
returned for a discount price. The appliance dealer had
a poor delivery person who put small dents in several
items which now cant be sold at full price.
Reason Why #7: Need Testimonials and case studies
for new product/service
You may have hundreds of testimonials in your overall
business, but youre launching a brand new product/service.
You want to get a test market of people using it and
giving you feedback. For people to receive this special
offer, they must give you back feedback on the exact
results they get from using it.
Reason Why #8: You want to Celebrate
Its your 30th anniversary. Your daughter just
graduated college. Your dog had its first litter of puppies.
Your girlfriend said yes when you asked her to marry you.
The high school team won the state championship. The
Indianapolis Colts won the Superbowl. Its a celebration.
Hi, it’s Mark again — here’s a little info about Terry…
Terry Dean helps business owners Earn More, Work
Less, and Enjoy Life. Receive his Special report, “10 Key
Strategies for Any Business Owner to Earn More, Work
Less, and Enjoy Life” along with having access to his
blog where he posts articles 2 to 3 times per week at:
TerryDean.org
For more info on the Interent Success System, just
click on the link and see what Terry has to say.
As always, my best to you –
Mark Hendricks
May 30th, 2008 by 
Mark Hendricks 
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