Compelling offer besides a discount?

18 replies
I'm trying to come up with ideas for a compelling offer that does NOT include a price discount or a "preferred rate".

Could anybody post some examples? Any business any vertical. It will help me start thinking outside the box more.

Thank you!
#compelling #discount #offer
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  • Profile picture of the author palmtreelife
    What type of product are you offering? A course? An ebook? It depends on the product.

    For example, if you're offering a mini e-course, you could say something like "if by the end of this course, you still don't have your first sale, I will refund you the cost of the course" - This isn't is discount, this is having confidence in your product.

    or...

    Offer to work with them personally until they get the result you feel they can get.

    Refund offers are common because if you have a decent product, most people will not request a refund. However, the conversion rate of an offer with a refund is much higher than an offer without a refund. So the extra sales you make should more than counter the odd refund you encounter.

    You can also enquire with a professional copywriter and see what they suggest.
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  • Profile picture of the author savidge4
    Originally Posted by StevenTylerPjs View Post

    I'm trying to come up with ideas for a compelling offer that does NOT include a price discount or a "preferred rate".

    Could anybody post some examples? Any business any vertical. It will help me start thinking outside the box more.

    Thank you!
    Oh I don't know.. advertise your regular price? Get your windows cleaned for $34.95 Hey we sell beds starting at $499

    when was the last time you saw McDonalds offer a discount?
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    Success is an ACT not an idea
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  • Profile picture of the author animal44
    Originally Posted by StevenTylerPjs View Post

    I'm trying to come up with ideas for a compelling offer that does NOT include a price discount or a "preferred rate".

    Could anybody post some examples? Any business any vertical. It will help me start thinking outside the box more.

    Thank you!
    2 for the price of 1
    3 for the price of 2
    Almost same as a discount, but increases the transaction size, so better for your business.

    Packaged deals:
    Buy this mountain bike and get our free safety package with helmet, gloves and lights etc. And the premium package which for $x extra includes a go-pro helmet cam. And the super premium for $xx extra, you get an electric motor to help you up the hills...

    Buy this car and get free cleaning kit, interior mats, bouncy Hawaiian girl for dashboard.

    Hire this private jet for 3 days or more and get free limo transport to airport.

    Buy wedding dress from this range and get free coupon for premium bridal haircut at xyz salon. And if you're smart, you'll sell the idea to the salon that if they give you the coupons for free, they'll get more clients coming their way... So, bonus costs you nothing. Adapt this to almost anything.

    Study what other things your market buys when they buy your product. People rarely buy in isolation, so if you can put together a package, this will tend to be unique and convenient. And then you sell the solution your package deal provides. Many/most people won't bother shopping around for the individual components.

    Also, try to understand what your market is trying to achieve when they buy those products. This is crucial. Once you understand the problem they're trying to solve, or the result they're trying to get, it's pretty easy to come up with campaigns which can be adapted to different packages. Then combine different products into "package plus free bonus" type offers.

    Take a look on Amazon - "people who bought this product also bought..."

    Note Amazon doesn't "sell" these extras, they just offer up the suggestion. They do your thinking for you. If you also sell the result the extras give them, then you get even more sales...
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    • Profile picture of the author DABK
      Pay monthly. Plan at 10/ month or get 1 year access for 100, when full price is 100.
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  • Profile picture of the author aduttonater
    You can offer a test trial. Free video demonstration. Many other creative ways. Just put your mind to it.
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  • Profile picture of the author Alex Cohen
    Originally Posted by StevenTylerPjs View Post

    I'm trying to come up with ideas for a compelling offer that does NOT include a price discount or a "preferred rate".

    Could anybody post some examples? Any business any vertical. It will help me start thinking outside the box more.

    Thank you!
    In your sales presentation, establish the value of your service as being way higher than the amount you will ask for. That anchors a certain number in the prospect's mind. Then when you state the price, it will seem low. No discounts needed.

    Just make sure not to commoditize your service. Commodities have no choice but to compete on price.

    Alex
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  • Profile picture of the author cearionmarie
    Offline entertainment services is a very large niche, so if we could get more specifics then maybe we could give a much more specific answer. Anyway, you can consider having flexible terms on your plans, add in some freebies or make a package and make it a limited offer.
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    Cearion Uy - Marketing Advisor
    www.influencerauditor.com

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  • Profile picture of the author Dee Car Lady
    Try using incentives... Like complimentary vacation stays... Free Restaurant incentive and free hotel stay incentives. Cheap and high perceived value
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  • Profile picture of the author zardon
    * Run discounts on the clients birthday (if you can find out what it is), but it runs out in 24h

    * Never give discounts, but after you've given them a quote, ask the client to remove line items they don't want.

    * Give the client a [good] [better] [best] alternative. Again, not a discount.

    I remember the old Simpsons episode where Homer is buying bath-tubs and the salesman says:

    "42 bath-tubs please!"
    "You know there's 50 for $3000 today"
    "I said 42!"

    youtube.com/embed/_dPIqZ8pVuw

    So, you could try to upsell them for 50 and give a discount on the top number.

    I really like Victor Antonio's youtube channel, it has lots of short podcast like videos which he answers objections like the one you mention.

    youtube.com/watch?v=5ShO3umcrDM
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  • Profile picture of the author misterme
    "Compelling" can be when the value of the offer outweighs its cost, right? So, give bonuses. When you order now... you also get...
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    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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  • Profile picture of the author Claude Whitacre
    Originally Posted by StevenTylerPjs View Post

    I'm trying to come up with ideas for a compelling offer that does NOT include a price discount or a "preferred rate".

    Could anybody post some examples? Any business any vertical. It will help me start thinking outside the box more.

    Thank you!
    Create a story. Better if it's true.

    What personal problem led you to discover this offer? What else did you try? Most great offers have a great story behind them.
    It should be a personal story of discovery...and end with why you thought this person in particular should hear it.


    Of course, make an offer, offer bonuses, give a reason to buy now, create scarcity, create the image of a feeding frenzy, create exclusivity......"only for discerning customers that have tried the (whatever it is)" "Limit three per customer"....that sort of thing.
    But all these things can be part of a story. And it doesn't have to be long. A normal written page is long enough, as long as the components are there.

    And create a title that completely zeros in on them.
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    • Profile picture of the author eccj
      Originally Posted by Claude Whitacre View Post

      Create a story. Better if it's true.

      What personal problem led you to discover this offer? What else did you try? Most great offers have a great story behind them.
      It should be a personal story of discovery...and end with why you thought this person in particular should hear it.


      Of course, make an offer, offer bonuses, give a reason to buy now, create scarcity, create the image of a feeding frenzy, create exclusivity......"only for discerning customers that have tried the (whatever it is)" "Limit three per customer"....that sort of thing.
      But all these things can be part of a story. And it doesn't have to be long. A normal written page is long enough, as long as the components are there.

      And create a title that completely zeros in on them.
      Stories can be really hard to pull off with success.

      But a story that is being used successfully right now over and over again is the "Hi I'm (fill in the blank) I tried to (buy something, do something) and it was (too hard, too expensive, both) so I decided to come up with a better way and that's why I start (blank)."

      Look for it. I bet you can think of at least two examples off the top of your head of companies using this right now.
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      • Profile picture of the author LindyUK
        Hello

        Packaged deals work really well if you can offer something that is closely associated with your front end offer. For example we have a small recording studio in London catering to part time bands and musicians. With each studio recording session we give them a certain number of packaged CD's. That is added value to them at very low cost to us.

        With our Agency we have a very different and compelling offer to help get appointments with medium + size business's that could result in reasonably large recurring monthly income.

        We use a custom printed Invitation Card that we send to the CEO's. Inside left is a handwritten style message headlined with "Would you like a date with me? I hand write a message to call me and sign the card. The right side of the card has my photo. We include a brochure on our Agency and services and I actually do take them out on a lunch or dinner date rather than have a cold office meeting. Very effective for us, attracts attention and is very different. Also something male competitors could not get away with so gives a big advantage over them.

        Cheers
        Lindy
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  • Another formula you can use is -

    If our product/service doesn't do - (sensational thing) - we will - (do something super cool to make up for it)


    Steve
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  • Profile picture of the author myob
    A formula I've been using successfully for many years is "If I could... would you.." For example, if I could prove this widget is worth 10x your investment, would you make time to watch a short demo?

    One of the big ticket products I sell is a comprehensive marketing coaching course for nearly $10,000 to executives and business owners. It's a huge package on DVD which would be over 900 pages if printed out.

    The initial approach is a cold call by phone, with a big claim; "This system has increased sales at companies just like yours by as much as 40%... "If I could accomplish half of what I stated for you, would you make time to see me (or watch an 18 minute demo video)? ... "

    I include additional telephone consultation support (at a "discount") The sheer volume of quality information is so overwhelming there is little buyer resistance to qualified prospects.

    If prospects do request a discount, I maintain the value/price integrity by offering a smaller package and charge more hourly for telephone consultation support.
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    • Profile picture of the author LindyUK
      Originally Posted by myob View Post

      A formula I've been using successfully for many years is "If I could... would you.." For example, if I could prove this widget is worth 10x your investment, would you make time to watch a short demo?

      One of the big ticket products I sell is a comprehensive marketing coaching course for nearly $10,000 to executives and business owners. It's a huge package on DVD which would be over 900 pages if printed out.

      The initial approach is a cold call by phone, with a big claim; "This system has increased sales at companies just like yours by as much as 40%... "If I could accomplish half of what I stated for you, would you make time to see me (or watch an 18 minute demo video)? ... "

      I include additional telephone consultation support (at a "discount") The sheer volume of quality information is so overwhelming there is little buyer resistance to qualified prospects.

      If prospects do request a discount, I maintain the value/price integrity by offering a smaller package and charge more hourly for telephone consultation support.

      I'm thinking about offering a comprehensive marketing coaching course for $10,000 to executives and business owners.

      I'll add a silver framed photo of myself to the package, signed and including my phone number, as an incentive to buy. (in case they need support or just want to ask me out on a date)

      myob won't be able to compete with that and I'll just rake the money in!

      Cheers
      Lindy
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  • Profile picture of the author sgalla414
    Money back incentives or contest/ giveaway
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