Creating an offer isn’t just about getting a “yes” from customers. It’s about designing a proposition so valuable that it shifts your entire business. High-value offers not only simplify your marketing but also create organic attention and drive growth.
In this guide, I’ll show you a five-step process for crafting irresistible offers that align with your customer’s goals and position your business as the solution. Let’s dive into this high-leverage skill and explore how to create offers that cut through the noise and build sustainable success.
To understand what makes an offer irresistible, start by examining the impact of high-value activities in your business. In business, not all tasks are created equal. Some tasks yield marginal gains, while others, like creating a high-value offer, deliver exponential returns.
Many businesses offer solutions to problems, but not all solutions resonate deeply with the intended audience. Here are common mistakes that make offers fall flat:
The more valuable your offer, the less you need to push to close a sale. Take Elon Musk, for example. His offers are so compelling that he doesn’t need to advertise. His focus on engineering groundbreaking, customer-centered solutions creates so much organic interest that sales happen without traditional advertising.
When you develop a strong offer, it provides:
Creating a powerful offer doesn’t just generate sales; it sets up a sustainable pathway to long-term growth.
Before creating an offer, understand your ideal customer, known as your avatar, and the path they believe will lead them to success. This step lays the foundation for an offer that resonates.
Who is your avatar? They’re more than a demographic. The best avatars represent a person with shared needs, pain points, and aspirations. By defining them, you’ll create a relatable offer. Here’s what to clarify:
Your avatar has a vision for their future. They may want:
The more you understand their desires, the better you’ll be at shaping a relevant offer.
Each avatar has a specific path they believe will help them achieve their goals. If your offer aligns with that perceived path, you’ll see less resistance and greater enthusiasm. For instance, if your avatar is a B2B founder, they may believe the path to growth is through profitable ads. By understanding this, you can tailor an offer that matches their journey, making it easier for them to say “yes.”
With a clear avatar, core desires, and perceived path, you’re ready to create an offer that they see as attainable and valuable.
With your avatar in mind, let’s move to the practical framework. These five steps will help you craft an offer that’s impossible to ignore.
If your avatar’s path is to grow their business through ads, break down the path into simple, actionable steps.
Here’s why: People find value in structure. When you convert a path into steps, you make it achievable. The process itself becomes more valuable because:
Example: For a business aiming to scale, their path could involve setting up paid ads, tracking metrics, and iterating based on data. By breaking down each of these into steps, you provide a blueprint that reduces ambiguity and highlights achievable milestones.
Once you have steps, anticipate the challenges at each stage. Every milestone has its barriers, and by identifying these upfront, you can increase the desirability of your offer.
Each step likely comes with:
As the expert, think beyond the symptoms and get to the root causes. A great way to do this is the “5 Whys” method:
Example: Suppose a client needs profitable ads. You know they’ll struggle with ad targeting and scaling without blowing the budget. By anticipating these problems and including solutions, your offer becomes a guide that removes roadblocks and brings them closer to success.
With a list of obstacles, your next job is to convert each problem into a tangible solution. Think of this as the transformation stage, where you add direct value.
Each solution should do three things:
This is where Elon Musk’s “Utility Delta” concept comes into play. The value of each solution depends on how much it improves upon existing methods and the number of people it impacts. Creating useful, innovative solutions that your avatar can’t find elsewhere is key to crafting an irresistible offer.
Example: If your avatar’s challenge is tracking ad performance, your solution might include a custom tracking dashboard or performance benchmarks that make ad management intuitive and streamlined.
Now, it’s time to structure your solutions into a cohesive offer. This step is about finalizing the form in which you’ll deliver your offer—whether it’s 1:1, small group, or digital.
Example: You might brainstorm solutions like a 1:1 onboarding call, ad performance dashboard, and email support. Next, prioritize based on what delivers the highest value at the lowest cost. Finally, you could structure this as a three-month consulting package that covers all essential steps to profitable ads.
With the offer ready, you need to set a price that reflects its value. This step involves calculating the “Value Delta”—the difference between where your avatar is now and where they want to be.
Here’s how to approach pricing:
Example: If your offer promises $100,000 in potential growth, you might price it at $10,000. Even if your client’s outcome is only $50,000, they’re still getting significant ROI. This clarity makes the price reasonable and positions your offer as the best way to reach their goals.
With your offer ready, it’s time to validate it. Testing helps ensure that your offer is both desirable and valuable in your market.
Testing is critical for continuous improvement and enables you to refine your offer based on real customer needs.
A high-value offer doesn’t just generate sales; it builds trust and positions your business as a go-to resource in your industry. A few things to keep in mind:
By continually improving and delivering on your offer, you’ll create an asset that customers value and that grows your business.
Creating a high-value offer isn’t an isolated skill; it’s a foundation for growth and brand strength. As you practice this five-step framework, you’ll develop offers that resonate, drive results, and make customers want to work with you.
Once you’ve mastered the art of creating compelling offers, the next step is learning how to communicate that offer effectively. Stay tuned for the messaging framework to position your offer with clarity and attract your ideal market.
1. Join Flywheel: Trying to grow your business alone isn't fun. That's why I created the Flywheel community. A place where like minded business owners could connect with each other and grow their businesses together. Join us each week for the Flywheel Collaboration call to work on your business and collaborate with others. Flywheel is Free! Click here to join us.
2. Marketing Action Plan: Mi tincidunt elit, id quisque ligula ac diam, amet. Vel etiam suspendisse morbi eleifend faucibus eget vestibulum felis. Dictum quis montes, sit sit. Tellus aliquam enim urna, etiam. Mauris posuere vulputate arcu amet, vitae nisi, tellus tincidunt. At feugiat sapien varius id.
3. Join Quantum CMO: Mi tincidunt elit, id quisque ligula ac diam, amet. Vel etiam suspendisse morbi eleifend faucibus eget vestibulum felis. Dictum quis montes, sit sit. Tellus aliquam enim urna, etiam. Mauris posuere vulputate arcu amet, vitae nisi, tellus tincidunt. At feugiat sapien varius id.