Make offers with compelling value
An Internet marketing tipWe've discussed the need to make and the benefits of "compelling offers." As we learn more about such offers, we realize that what is compelling is not the offer itself, but rather the value of what is offered. Therefore it may be more appropriate to say that you must make offers with compelling value on your website.
The purpose of offering something with compelling value is to create an incentive for your visitor to identify themselves to you - their name, telephone number, email address. Once that happens, you have the opportunity to sell them your services.
One suggestion from an Internet marketing "guru" is to make offers that match your target market. For example, if you work with luxury beachfront properties, your offers should be significantly different than for someone who works with first-time buyers.
What can you offer to a first-time buyer? Consider these possible headlines.
- How about something like "Three negotiating tips you MUST know before making your first offer"?
- Join our VIP club to view hot new listings
- Buy your first home with no money down
Of course, you should add a brief offer sentence after the headline. For example:
- Buy your first home with no money down. Receive our special report on no money down purchases.
The offer sentences should include the actions of "receive our ..." or "join ..." or "listen ...". Those are the actions you want your visitors to take.
Having trouble thinking of offers that have value? Think about what types of valuable content you can offer free on your website. These might include a tip sheet for moving into a specific community. A buyers kit that discusses community information. A tip sheet for sellers to get the best price. A relocation guide.
Then offer to mail them a booklet or report if they give you their address or create an email course that they can receive if they provide their email address. Think of ways to start educating prospects before they contact you.
Consider the following things as you construct your "offer with compelling value."
- make it applicable to your target market?
- it should be valuable to your target market?
- make it unique to you (not offered by all of your competitors)
- give it an attention-grabbing headline?
- use a form that visitors will use to supply contact information
Important WebCubic note: use our new FormCreator to add those forms to your website.
In summary, your offers must provide an incentive for your visitors to contact you.
posted by Shig Nishio @ 7/22/2005 06:52:00 PM
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