Making the right offer

Making the right offer... Isn’t the only purpose of any business to make money? Yes! So, if you have a polished, well designed website using all the latest technologies but it doesn’t generate any addition cash flow, is it an asset or a liability? The question is - Do you want your web presence to make you money or cost you money? It's all about the offer...

Making the right offer... Isn’t the only purpose of any business to make money? Yes! So, if you have a polished, well designed website using all the latest technologies but it doesn’t generate any addition cash flow, is it an asset or a liability? The question is - Do you want your web presence to make you money or cost you money? It's all about the offer...

"Think of your customers as fish. If you hook them but don't reel them onto the boat,
they swim away, free to be caught by other fishermen."
- Bradley J Sugars from his book 'Cash, Customers and Ads that Sell...'

Listen carefully. This is important! Your potential customers will only look at your site because they want or need the product you’re offering and have already made a decision to purchase! Read that statement again. They’ve come this far. They need the product you’re selling. And, they’ve seen the benefits you're offering. So, why not give them a reason to buy right now?

The single most effective way to get the most out of your site is to give all internet customers a special offer. Think about it, when was the last time you responded to a telemarketing call or to a newspaper advertisement? I guarantee it was when the offer was too good to pass by? People regularly go out of their way to buy things they don’t need and maybe don’t even like simply because they felt they were getting a terrific deal!! If you don’t give the customer a reason to contact you or purchase while looking at your site, chances are they will continue to browse other sites and purchase somewhere else.

When your customers are making a purchasing decision, subconsciously they are asking the following three questions;

  1. Do I trust this company?
  2. Do I want or need this product / service?
  3. Am I getting a good deal?

john-pitchers-avatar smAbout John Pitchers

John Pitchers is co-founder and lead developer at Joomstore where his primary role is the design and development of Joomla websites. He is also the developer of the FocalPoint maps extension for Joomla. John has been building CMS based web sites since 2004, originally working with Mambo before it forked into Joomla. When not writing PHP, Javascript or CSS you'll find John carving up the hills around Baldivis on his longboard (long before Walter Mitty made it famous).

Find out more about John on his About.me page and . Follow John on Twitter.

Question number 3 is the one alot of businesses over look in their advertising. Yet, in every transaction we participate in we all want to feel we are getting A GOOD DEAL! It's human nature to always want more for less or something for nothing.  Nothing sparks anothers curiosity as the words "FREE", "LIMITED OFFER" or "SPECIAL!!"

Therefore, all your site needs to do is sell the quality of your company, sell the benefits of your product and then sell the deal. Your offer could be a 20% discount, buy one get one free, 2 nights free accommodation with every purchase, etc, etc. It's not rocket science but it may take a bit of thought and planning to get the right offer together.

A great example of making the right offer is the case of an online retailer called Scentiments. A site that sells designer perfumes like Elizabeth Arden, Givenchy and Perry Ellis. Selling a product which is available in multitudes of department stores and pharmacies in every location has it's challenges. Yet, despite tough competition, Scentiments turns over $9 million a year in sales. Read more about this amazing success story here.

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