There’s nothing more compelling — nothing more likely to get your prospects to buy — than an irresistible offer.

So, here are three simple ways you can make ANY offer more irresistible.

1.  Offer something NOW.

Many sales are made online, and often… these goods and services have to be shipped out to you, or are consumed later.

If you can offer some kind of immediate gratification, however — something your buyer can get NOW — you’ll bump up your response rates.

And you can do this regardless what you’re selling.

Even if you’re selling life insurance online, for example.  You can give away some kind of a free health guide… or a “fill in the blanks” financial planner with recommendations for financial success.

If nothing else, give them a booklet about how to do well on the physical exam they’ll be taking, to qualify for their insurance.

When you offer something NOW, people get excited.

2.  Offer multiple media experiences.

If you’re a publisher offering audios, add DVDs into the mix.

If you sell printed text, add in audios.

If you’re selling cigars, toss in an online video showing you a tour of the factory where the cigars are rolled… or a video history about the company.

Point is, the more you can engage your buyer across multiple senses, the more interested and involved they will be — with their purchase, and therefore, also… with you.

3.  Offer a curiosity-provoking bonus.

One one product I released last year, I offered a limited-time bonus and based on random inquiries and feedback I got, I’d say close to HALF the orders that came in, were the direct result of this curiosity-provoking bonus.

And here’s the nice thing — the bonus doesn’t necessarily have to be related to your product or service, even.  It just has to be relevant to your customers.

So for example, if you’re selling organic baby food, you can offer:

“A special non-toxic herb ANY mom can use, that allows you to feel MUCH more energetic and lively, when you wake up in the morning.”

See, this isn’t directly related to baby food, but it IS directly related to your buyers – moms.

You can use these three strategies separately… or you can combine them together.  But either way, they will lift your response rates — and often, dramatically.

Now go sell something,  Craig Garber

P.S.  And if you want to know how to make MAXIMUM money with your offers, read pages 174-182 in my book

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On January 3rd, I published this post on my blog:

“But now… it’s back to reality.  It’s the New Year and we’re all busy cranking up our little machines once again, right?

You bet.

For me, maybe this is unusual, but my goals aren’t business related.

And here’s why:  I’ve found, when I’m in shape – and when I’m consistently working out and training hard… that virtually EVERYTHING else in my life, is working.

I don’t know why this is, but I think it has to do with my level of confidence.

And as you know… your level of confidence — your belief in yourself — governs the outcome of virtually EVERYTHING you do.

So while I can sit here and tell you I’m doing X, Y, and Z… the truth is, unless I’m training regularly and eating right and taking care of myself, NOTHING I do is going to work for me.

So I’m going on the record with something I recently heard.

A guy I read about, took up a 100-day challenge last year.  His goal was to simply “get moving” for 30 minutes a day, for 100 days in a row.

This is my goal for the first 100 days of 2012, as well.

And since I live here in Florida – where it’s 42 degrees right now (a little cold for us!)… there’s really NO reason why I shouldn’t be able to do this.

So even if I don’t get to do cardio in the gym, after I lift… I am going to at least walk for 30 minutes, or ride my bike, or do something that gets me moving… 30 minutes a day for 100 days.

Because I know, if I take care of myself in this area… everything else will fall into place, very naturally.

If you’d like to make yourself accountable for your goals or tasks or anything you plan on doing this year, then post them on my blog at the end of today’s post, and I’ll follow up with an update on my progress, once a month.”

If you look at the post, you’ll see, a number of people did in fact, share their goals:

As promised, I wanted to update you on where I am at with this.

Over the last 31 days, I have been consistent with my goal.  I’ve moved at least 30 minutes a day.

40% of the time, I did 30 minutes or more, of cardio work, in the gym.  The other 60% of the time, I walked for 30 minutes – probably half that time, with my wife.

In total, I did 17.5 hours of activity in January.

The weather is gorgeous and here in Florida, this is the time of year to be outdoors as much as possible.

I can tell I’ve probably lost a couple of pounds, but I haven’t really been focusing on my diet as much as I should.  This month, I am going to tighten up on my eating, and I’m sure I’ll shed some weight as well.

But MOST important, I FEEL GREAT!

I am feeling peaceful and clear and it’s very calming to wake up like this, every day.

How have you done on your goals?

Let me know by leaving your comments at the bottom of today’s post:

Now go sell something,  Craig Garber

P.S.  Here’s how I accomplished probably my most DIFFICULT goal, ever:

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Last week I was reviewing a web site for a client.

The site had a number of problems with it, but the biggest problem was that the client would never ever, ever make any money with it.

Why?

The answer is simple: there was no call to action.

The website was, in a sense, nothing more than a big business card.  One that had more real estate than a business card does, and more photos and some extra descriptive language…

But it didn’t tell the customer WHAT do to or HOW to order.

Just like most business cards.

You’d be amazed how much marketing material out there, doesn’t explain these two things.

And in a way, it’s understandable.

And that’s because, typically… in most “real life” buying situations we grew up with — like going into a retail store… or even someone coming to your house to sell you something… you don’t have to ask your buyer to order – they tell you they want to order.

So in many ways, having to guide someone to order, is a little bit un-natural.

But in print, things are different.

Unless you tell your customers specifically WHAT you are offering and then HOW to get it… there’s just no sale, period.

This isn’t subjective, either.  If you don’t do these things, you will not sell.

In print, you MUST give your buyers direction.  In this sense, they are like children who need guidance and a little encouragement.

When you raise children, the responsibility is on YOU, to make them functional, not them.

And when you sell in print, it’s the same thing.  The responsibility is on YOU to show your prospects how to buy, just the same way.

So be responsible and make sure you a good parent to your customers.

Now go sell something,  Craig Garber

P.S.  Stop “selling!” 

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Two days ago, I got an e-mail from Mercedes-Benz USA.

I love Mercedes — their cars, their history, and their commitment to excellence.

But this e-mail pretty much exemplified almost everything you can do wrong when you’re speaking to your customers.  And unfortunately, it’s extremely typical of big companies.

The subject line of the e-mail was, “Are your brakes and tires ready for winter?”

The content of the e-mail contains conventional photos of cars and a few small sections trying to convince you how important it is to winterize your car, get new floor mats, wheels, etc.

Now look, on page 68 of, “How To Make Maximum Money With Minimum Customers,” I talk about the only two things you need, to maintain great client relationships.

One of them is “intensity,” as in, the depth of the conversations you’re having.  The goal here, is to show your client you actually care about them.

Because people do business with vendors they like, and vendors who care about them.

And I’m not a retail genius by a long-shot, but don’t you think marketing for something you need to take care of before winter, shouldn’t take place, 33 days AFTER winter starts?

See, in a situation like this, you can’t even “pretend” you actually care about your customers.

There’s no attempt at even faking sincerity, here.

Especially when, the ONLY time you get e-mails from Mercedes is when they are making some lame-ass attempt at getting you into the dealership for service.

With such a long history like they have… you’d think they’d be more inclined to share some of these things with you.  This would inspire you and make you take MORE pride in your vehicle.

Can you see how communication like this is never effective?

Now first, let me tell you I don’t believe for a second, this is how Mercedes-Benz wants to come off.

But unfortunately, lack of personalization, and weak attempts at building any kind of a relationship beyond “buy my stuff” wind up PREVENTING ongoing business, instead of stimulating ongoing business.

If you’re familiar with old school hip-hop, then you know… “C.R.E.A.M. get the money, dollar dollar bill ya’ll,” might be OK on the streets, but it probably isn’t the right attitude to have, when it comes to dealing with your customers, and when it comes to real business.

Unfortunately, for some strange reason beyond anything I can ever understand… most big companies just don’t seem to get this.

Now go sell something,  Craig Garber

P.S.Make sure you’re not making these same critical mistakes in your marketing and with your sales copy – have me thoroughly review your sales letter with a 7 Step Sales Copy Critique – improvement GUARANTEED 

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Interesting article about pricing, over on truthdive.com

A couple of professors out of Virginia Tech recently did some studies about how consumers react to prices.

And it turns out, HOW you present things is FAR more important than WHAT you are presenting.  Which should be no surprise to anyone who’s had even a little bit of success using direct-response marketing.

So for example, when you present something like, “70 songs for $29,” this makes the deal much more appealing than “$29 for 70 songs.”

You should read the article to find out why — it’s very interesting.

While we’re on the subject, I wanted to give you a few strategies and some do’s and don’ts when it comes to pricing:

1.  Easiest offer to sell is the buy one, get one.

It’s simple to understand and there’s a huge perceived value proposition in the customer’s favor here.

Same thing with buy two, get two free… buy two, get three free is even better

2.  DON’T use percentages.

No one can figure out what 29% savings means.  Even when it’s 29% of $100 dollars, it doesn’t matter.  No one’s going to do “mind work,” to get you paid.

Plus, “percentage” is not tangible.  Slashing $29 bucks off the price is easy to understand, and your buyers can translate $29 bucks into value.

Like, “Hey $29 can get me two coffees at Starbucks, cool.”

But 29%… not so much.

3.  I haven’t tested this one, but based on the article I would test it out, for sure.

Since people have a hard time calculating the “per item” cost / value, I’d test giving them this number versus NOT giving them this number.

So in the example above, I’d test “70 songs for $29,” versus “70 songs for $29 (that’s only 41 cents a song!)”

My gut tells me this would help your response, in this particular situation, so it’s worthy of testing, for sure.

Now go sell something,  Craig Garber

P.S.  In Chapter 12 of “How To Make Maximum Money With Minimum Customers,” I reveal a pricing strategy that causes as many as 98.4% of your customers to spend more money with you.  Make sure you check it out.

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If you sell face to face, in person… over the phones, or by speaking in front of groups… then what I’m about to tell you, will eliminate over 90% of the anxiety you’re feeling, when it comes to selling.

It’s a very simple thing, and yet… for some strange reason, people have a hard time accepting this.

Here’s the deal: If you want to reduce — and practically eliminate — any stress you have… when it comes to selling, and especially when it comes to closing… all you need to do, is keep this ONE thing… and one thing only, in the back of your mind.

All you need to do, is remember… “It’s OK if your prospect doesn’t buy.”

See, your job as a marketer is to first find those people who are most LIKELY to buy.  This is what  successful lead generation is all about, right?

Of course.

But as a sales person, your job isn’t to MAKE the prospects who come through your lead generation funnel, buy.  This is where all that stress comes in.

You’re thinking, “They must buy.”

Which is like telling a woman, “She must go out with you.”

It makes no sense.

See, your job as a sales person is to ENTICE qualified prospects to buy, using proper sales and closing techniques.

If they don’t buy, of course, you then put your marketing hat back on and make sure you’ve got an appropriate follow-up system, which does the post-meeting selling for you.

But once you acknowledge that it’s 100% OK (in your own mind) if your customer doesn’t buy… not only will you feel a LOT less anxiety… but your prospect will also “sense” this.

And when someone doesn’t feel like you are trying to sell them — or really, trying to “force” them to buy (like forcing someone to go on a date with you)… they’re a lot more relaxed and actually, much more LIKELY to buy.

So this really is a win-win scenario.

This is really simple, but the truth is, it takes some getting used to, to understand and really believe in this, when you’re in front of people.  And if I’m honest, it’s easier when you have some more years on you, as well.

The older you get, the more mature you become at understanding, “Your problems are not your prospect’s problems.”

And that’s really what’s at the heart of “It’s OK if they don’t buy.”

Got it?

Good.

Hey, we are about to release a Closing product over in Germany.  It’s for people who sell in person, belly-to-belly… over the phones… or through group presentations, and it is Guaranteed to DOUBLE your closing rates.

I am wondering some of the people who are on my list — which is a direct-response marketing list – would be interested in this product?

If you would be interested in ordering this product, let me know by replying to this e-mail or by posting your response or comments, below.  My business partner, who has been involved with over 1 Million sales transactions, is making it.

If there’s enough interest, maybe we’ll release a version here in the states, as well.

Now go sell something,  Craig Garber

P.S.  Next week I’ll be releasing and opening the Maximum Money Club (from the title of my book, “How To Make Maximum Money With Minimum Customers,”) so pay close attention

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“I am NOT a wimp.” – Iron Mike Sharpe

Iron Mike Sharpe was one of my favorite wrestlers to watch, back when I growing up in the late 1970′s.

I don’t really know why I liked Iron Mike, but maybe one reason is I remember watching him with my brother, who passed away a couple of years ago.  So Iron Mike is a good memory for that, if no other reason.

Mike was constantly taunted by wrestling fans, who called him a “wimp.”

And so he was always being interviewed and during these interviews, one of the first (and last) things he’d yell out, was… “I am not a wimp, I am not a wimp.”

I hadn’t thought about Iron Mike in probably 10 years or so, but for some strange reason this was what was on my mind when I woke up early this morning.

And it got me thinking of “brands” or identities, in general.

I started wondering about, whether most people or companies are trying to pull people TO them… or tell people what they are NOT (like Iron Mike did).

Common sense would tell you the norm is to “attract” instead of to filter out, and… if you check Wikipedia’s listing of Common Advertising Slogans http://en.wikiquote.org/wiki/Advertising_slogans
, this is exactly what you’ll find.

Most people try and attract.  For example:

Wheaties – “Breakfast of Champions” – not, “Losers don’t eat breakfast”

Maxwell House – “Good to the last drop” – not, “When you’re too broke to buy better coffee sold in places other than supermarkets.”

Advertisements – “It pays to advertise” – not, “Most people will never make a dime on any ads they run, but keep trying — your ad rep has a family to support, too.”

Yes, in the end… Iron Mike Sharpe probably should have used a different slogan.

But hey, what do I know?

I’m not listed in Wikipedia, so who am I to say what’s what and who knows why, right?  :-)

Let me know your thoughts below.

Now go sell something,  Craig Garber

P.S.  Next week I’ll be releasing and opening the Maximum Money Club (from the title of my book, “How To Make Maximum Money With Minimum Customers,”) so pay close attention

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Weird way people behave sometimes, especially when it comes to opportunity.

People have a natural inclination to avoid discomfort, and to avoid loss.  And this inclination is far more inherent, than the desire to make gains.

In other words, we’re very primal in some ways.  Our instinct to protect what’s ours — like arms clasping around your kids — is far greater than to move towards progress.

So for example, you’re a lot more inclined to do whatever you have to do, to make sure you don’t pay the IRS an extra $1,000.  But the same desire — the same guttural instinct — isn’t present when it comes to making an extra thousand bucks.

Right?

Sure, of course.

This is nothing new, and if you’ve been a student of marketing for any length of time, you’re aware of this.

And of course, when you’re selling… if you’re a good sales person, you’re going to play into this guttural drive.

Which means, somewhere in your sales letter, the message you want to deliver explains, in no uncertain language… the pain and suffering your prospect’s going to experience if they ignore the fabulous opportunity you’re giving them.

(I don’t think I’ve ever used the word “fabulous” in print, by the way.)

But here’s where people go wrong — they stop too early with this strategy.

So if you’re selling upgraded front doors… you’d probably say something like…

“Look, if you ignore this now, you’re missing the chance of a lifetime to improve the value of your home, and create a great impression on your neighbors… all at a fraction of the normal price.”

This is fine, and it’s where most LM (lesser mortals :-) ) would stop.

But what you really want to do, is dig one more level deeper into your buyer’s psyche.

What you want to do, is make your prospects upset not only about the benefits they’re missing… but also about the “life” issues they’re missing.

So, if you’re really sneaky… you might add something like this:

“P.S.  Whether you order these doors or not, isn’t going to change your outlook on life, make your kids clean up their room, or prevent the dog from eating up all your leftovers.

But if you let this one-time deal pass you buy… one thing’s guaranteed to happen: every time you open your door… every time you walk into your home… and have to look around and deal with the same boring and dreary looking patio, day-in and day out… you’ll think about this offer and what you missed out on.  And, if you’re like most people, you’ll be kicking yourself for not taking advantage of this.

It’s not going to change your home into a palace… but your home WILL look ten years younger with virtually ZERO effort on your part.  And who doesn’t want, or deserve this?”

Again… I’m using front doors, which isn’t a very exciting product to sell, so if you can do it with this… you can do it with anything, right?

I sure as hell hope so.

Now go sell something,  Craig Garber

P.S.  Isn’t it time you started AVOIDING the little mistakes that keep men poor?

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Here’s a really cool idea.

I found it over the holidays when I was going through some old study books of mine, and I wanted to pass it along to you, because it’s an easy way to pick up a few bucks.

It’s called “The Private Sale,” and frankly, even a rube like me can get this one right, so listen up.

These notes were pre-Internet, so I’ll share the original idea with you and then talk about how you can adapt it to modern times.

Here’s what you do: you write a letter (in the mail) to your existing customers.  In this short letter, you let them know you’re having a special, private sale that’s taking place after hours.

You tell ‘em, only your current and previous customers can take advantage of this, and that the general public isn’t invited and won’t be allowed in.

Now since you have a real relationship with these people, you actually have to offer them some legitimate deals, so don’t mess this part up.  BUT… if you do this, you’re going to have an INCREDIBLY captive audience that’s proven to be receptive to you.

And, depending on how your business works, you can even make an event out of this.  You can do this twice a year… or even quarterly.

I buy coffee from a shop in New York City that has a really cool semi-annual sale.  And I KNOW they crush it, when they run this promotion, because I spoke to them when I was in the store itself.

In fart, let me assure you, after a while… you will find yourself generating a pretty reliable and predictable amount of cash-flow during these Private Sales.

Online, of course, you can do the same thing.  You can send the e-mails out only to your existing customers as well.

And if you’d like, you can use a code that gives them the discount, or you can offer a unique bonus, or… you can direct them to a special URL.

Again, very simple and to the point.

So don’t overlook the Private Sale – the larger your customer list, OR… the more legitimate your offer… the more it will benefit you.

Now go sell something,  Craig Garber

P.S.  Here are 22 Ways to COMPLETELY eliminate your marketing headaches — right NOW

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No matter what you do for a living, keep in mind… nothing gets bought unless it gets sold first.

And as you probably know, much of selling simply involves giving people a reason or some kind of “excuse,” to buy.

Sure, sometimes the offer in and of itself, is enough of a reason.  But other times — especially when you’re selling luxury or vanity items.. or really, just un-necessary toys… the offer isn’t enough.

In cases like this, you customer needs to “feel” like buying is just the “right thing to do.”

It’s “almost” like you’re giving them permission to buy, but really… you’re giving them permission to give themselves permission.

Confusing, I know.

Here, let me show you a good example of this.

First, understand that sometimes… giving your customer a reason to buy, is easy.

And in fact, we just got past one of THE easiest reasons  to buy, people will ever have: the Christmas holidays.

Other easy reasons why people buy are, “it’s on sale”… “we’re liquidating our stock and won’t get these in any more”… and, “there’s no place else you can get these.”

Very easy to justify buying in these situations, isn’t it?

One really cool reason I saw, AFTER the holidays, was in a e-mail Apple sent out.

The e-mail said, “Now it’s time to treat yourself.  You forgot one person on the nice list: You.

Treat yourself to an iPad… blah blah blah”

That was a very cool, low-pressure and easy to swallow, reason for customers to buy.

And of course, these are actually the reasons that will work the best: the ones that are low-pressure and easy to approve.

For example, “Now that you’re getting divorced, isn’t it time you took care of YOU first,” is a great reason to sell stuff.

And, virtually anyone can do this (if you have a fit with your product or service), by buying a mailing list of recently divorced people (or compiling it through public court records)… and sending out direct mail.

On the other hand, “Hey, you just cheated on your spouse – isn’t it time you took care of yourself,” probably would NOT work so well.

This is NOT a low-pressure, easy to approve reason to do much of anything, when it comes down to it.

Right?

Of course.

So when you’re thinking about selling, make sure you consider “low-pressure” reasons that make perfect sense to your buyers.

Help them help themselves… and everyone winds up feeling good.

Now go sell something,  Craig Garber

P.S.  Isn’t it time you finally got what YOU deserve?  Make it happen NOW, in 2012.

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