Black Entrepreneur Blueprint 526 - Jay Jones - A Compelling Offer Is Infinitely More Powerful Than A Convincing Argument

[00:00:12] [SPEAKER_00]: Welcome to BLACK ENTREPRENEUR BLUEPRINT, the number one podcast and resource for BLACK ENTREPRENEURS.

[00:00:19] [SPEAKER_00]: I'm your host Jay Jones and BLACK ENTREPRENEUR BLUEPRINT was created specifically to educate

[00:00:25] [SPEAKER_00]: and inspire BLACK ENTREPRENEURS to launch, build, and grow successful sustainable businesses.

[00:00:32] [SPEAKER_00]: Join us as we help building economic power base in the worldwide black community by

[00:00:38] [SPEAKER_00]: building and supporting black owned businesses.

[00:00:41] [SPEAKER_00]: If you're currently an entrepreneur or want to be an entrepreneur, you're invited to join

[00:00:46] [SPEAKER_00]: us each and every week here at BLACK ENTREPRENEUR BLUEPRINT.

[00:00:50] [SPEAKER_00]: Welcome to the BEB family and get ready to elevate your entrepreneur IQ.

[00:01:00] [SPEAKER_00]: Welcome to the BLACK ENTREPRENEUR BLUEPRINT episode number 526.

[00:01:06] [SPEAKER_00]: I'm your host Jay Jones and today we have another outstanding and informative show

[00:01:12] [SPEAKER_00]: and story for you.

[00:01:13] [SPEAKER_00]: Today's show topic is, A Compelling Offer Is Infinitely More Powerful Than A Convincing

[00:01:19] [SPEAKER_00]: Argument.

[00:01:20] [SPEAKER_00]: A compelling offer is infinitely more powerful than a convincing argument.

[00:01:27] [SPEAKER_00]: So today we're going to take a deep dive into the art of creating irresistible offers

[00:01:32] [SPEAKER_00]: that captivate and convert.

[00:01:35] [SPEAKER_00]: That's what it's all about the conversion and being able to convert prospects into paying

[00:01:40] [SPEAKER_00]: customers.

[00:01:42] [SPEAKER_00]: Now, before we get to today's show content, I just want to share a few things with the

[00:01:46] [SPEAKER_00]: BLACK ENTREPRENEUR BLUEPRINT family.

[00:01:48] [SPEAKER_00]: First and foremost, I want to welcome all first time listeners to BLACK ENTREPRENEUR

[00:01:52] [SPEAKER_00]: BLUEPRINT.

[00:01:53] [SPEAKER_00]: Welcome to the BEB family and please stick around until the end of today's broadcast

[00:01:58] [SPEAKER_00]: and I'm going to share all my social media contact information and resource links

[00:02:03] [SPEAKER_00]: such as the link to my latest ebook which actually coincides with today's episode.

[00:02:09] [SPEAKER_00]: It's called Create Winning Headlines Classic Headlines You Can Modify.

[00:02:14] [SPEAKER_00]: So if you're interested in this new ebook, go to moneymakingheadlines.com with an S.

[00:02:21] [SPEAKER_00]: Money Making Headlines.com with an S and your headline is the most important part

[00:02:28] [SPEAKER_00]: of your marketing.

[00:02:29] [SPEAKER_00]: I don't care if it's email.

[00:02:31] [SPEAKER_00]: I don't care if it's social media.

[00:02:33] [SPEAKER_00]: I don't care if it's a landing page.

[00:02:35] [SPEAKER_00]: If you don't have a captivating headline guys, you're not going to be able to convert.

[00:02:40] [SPEAKER_00]: So make sure you go to moneymakingheadlines.com for the new ebook and you can download

[00:02:47] [SPEAKER_00]: it immediately and then you can actually use these different headlines.

[00:02:51] [SPEAKER_00]: There are over 20 plus headlines that are tried and true and proven and will help

[00:02:56] [SPEAKER_00]: you convert more prospects into paying customers.

[00:03:00] [SPEAKER_00]: Now let's get ready for today's show content.

[00:03:03] [SPEAKER_00]: Today we're going to be talking about a compelling offer is infinitely more powerful

[00:03:07] [SPEAKER_00]: than a convincing argument.

[00:03:10] [SPEAKER_00]: Now as entrepreneurs guys, there's no such thing as standing still.

[00:03:14] [SPEAKER_00]: You're either moving forward and growing as a business or you're losing ground.

[00:03:19] [SPEAKER_00]: And on today's show I'm going to give you 11 components of a compelling offer

[00:03:23] [SPEAKER_00]: that you can use right now to grow and scale your business.

[00:03:28] [SPEAKER_00]: OK, now let's talk about the difference between a compelling offer and a convincing argument.

[00:03:35] [SPEAKER_00]: So a compelling offer puts you on the same side of the table as your prospect.

[00:03:41] [SPEAKER_00]: You're not opposing each other.

[00:03:42] [SPEAKER_00]: You're on the same side of the table as opposed to a convincing argument

[00:03:47] [SPEAKER_00]: that puts you on the opposite side of the table.

[00:03:50] [SPEAKER_00]: So when you're arguing with somebody, even though you may win over the argument,

[00:03:54] [SPEAKER_00]: you're actually on opposing sides and it's easier guys to create a compelling offer

[00:04:00] [SPEAKER_00]: and be on the same side as your prospect to be able to convert more prospects into sales.

[00:04:07] [SPEAKER_00]: And that's what we're going to focus on today.

[00:04:10] [SPEAKER_00]: So today I'm going to give you 11 components of a compelling offer.

[00:04:16] [SPEAKER_00]: And the number one component is a compelling headline.

[00:04:20] [SPEAKER_00]: Now, I just gave you guys information on my newest ebook.

[00:04:24] [SPEAKER_00]: So make sure you go to moneymakingheadlines.com.

[00:04:27] [SPEAKER_00]: This is the number one component of a compelling offer.

[00:04:33] [SPEAKER_00]: So component number one is a compelling headline.

[00:04:37] [SPEAKER_00]: So you have to craft an attention grabbing headline

[00:04:39] [SPEAKER_00]: that immediately conveys the main benefit of your offer.

[00:04:44] [SPEAKER_00]: OK, you have to get that attention almost immediately

[00:04:47] [SPEAKER_00]: or you're going to lose that prospect.

[00:04:50] [SPEAKER_00]: Now, I'm going to give you an example of a good headline versus a bad headline.

[00:04:56] [SPEAKER_00]: OK, now here's a bad headline, but people may think it's good.

[00:05:00] [SPEAKER_00]: And in this, I'm going to actually use a product which is a fire blanket.

[00:05:05] [SPEAKER_00]: So that's going to be the product.

[00:05:07] [SPEAKER_00]: So here's a bad headline that people may think is good.

[00:05:11] [SPEAKER_00]: It's how to use a fire blanket the right way.

[00:05:14] [SPEAKER_00]: Many people think that may be a compelling headline.

[00:05:17] [SPEAKER_00]: But let's look at if we can change it up a little bit and create a good headline.

[00:05:24] [SPEAKER_00]: Firefighter shows you how to use a fire blanket and says it could save your life.

[00:05:30] [SPEAKER_00]: Now, what's better?

[00:05:32] [SPEAKER_00]: How to use a fire blanket the right way or firefighter shows you how to use

[00:05:37] [SPEAKER_00]: a fire blanket and says it could save your life.

[00:05:40] [SPEAKER_00]: Now, let's talk about some of the changes that were made

[00:05:43] [SPEAKER_00]: in the bad headline that transforms it into a good headline.

[00:05:48] [SPEAKER_00]: So the first change what we did is we specified the source of the information

[00:05:54] [SPEAKER_00]: and that is a firefighter.

[00:05:56] [SPEAKER_00]: So that gives some validity to the actual headline.

[00:06:00] [SPEAKER_00]: So we're looking at the bad headline, how to use a fire blanket the right way

[00:06:04] [SPEAKER_00]: versus the good headline.

[00:06:06] [SPEAKER_00]: Firefighter shows you how to use a fire blanket and says it could save your life.

[00:06:12] [SPEAKER_00]: So you're specifying the source and that source of this information

[00:06:16] [SPEAKER_00]: is a firefighter who is an expert.

[00:06:19] [SPEAKER_00]: Now, the second change we made in the headline is we actually applied

[00:06:23] [SPEAKER_00]: an emotional lever and that emotional lever, it says,

[00:06:27] [SPEAKER_00]: and says it could save your life.

[00:06:30] [SPEAKER_00]: That emotes emotions.

[00:06:32] [SPEAKER_00]: So you're looking at the difference between a bad headline,

[00:06:35] [SPEAKER_00]: which is how to use a fire blanket the right way versus a good headline.

[00:06:41] [SPEAKER_00]: Firefighter shows you how to use a fire blanket and says it could save your life.

[00:06:46] [SPEAKER_00]: Just simple changes and tweaks in your headline can create

[00:06:50] [SPEAKER_00]: a compelling offer or a compelling headline.

[00:06:54] [SPEAKER_00]: And remember, we're giving you 11 components of a compelling offer

[00:06:59] [SPEAKER_00]: and the number one component, guys, is a compelling headline.

[00:07:03] [SPEAKER_00]: So make sure you go to moneymakingheadlines.com

[00:07:07] [SPEAKER_00]: and get more information if you're interested in downloading the ebook

[00:07:12] [SPEAKER_00]: because without that compelling headline, guys, nothing else matters.

[00:07:16] [SPEAKER_00]: Remember, attention is at a premium right now.

[00:07:19] [SPEAKER_00]: So if you have a sorry headline, guess what?

[00:07:23] [SPEAKER_00]: Nobody is going to pay attention to it, even though you may have

[00:07:27] [SPEAKER_00]: a solution for whatever their problem is, even though you may have a great

[00:07:31] [SPEAKER_00]: product or service, if you can't grab that attention, everything else is a moot point.

[00:07:37] [SPEAKER_00]: So number one component is you have to have a compelling headline.

[00:07:42] [SPEAKER_00]: The second component is a clear value proposition.

[00:07:46] [SPEAKER_00]: Now, you need to clearly articulate what makes your product or service unique

[00:07:50] [SPEAKER_00]: and why it's the best choice for your target audience.

[00:07:53] [SPEAKER_00]: So you want to have a clear value proposition.

[00:07:56] [SPEAKER_00]: What's going to happen when Jay Jones uses this product or service?

[00:08:01] [SPEAKER_00]: And remember, you have to think about the price value relationship.

[00:08:06] [SPEAKER_00]: If the perceived value of your product is greater than the price,

[00:08:11] [SPEAKER_00]: then you can make a sale.

[00:08:13] [SPEAKER_00]: But if the perceived value is under the price that you're selling

[00:08:17] [SPEAKER_00]: your product or service for, you're probably not going to make a sale.

[00:08:21] [SPEAKER_00]: And let me break this down a little bit in more detail.

[00:08:25] [SPEAKER_00]: So it's almost like a seesaw.

[00:08:27] [SPEAKER_00]: So it's price versus value relationship.

[00:08:31] [SPEAKER_00]: So for example, if you went into the store and you saw a Timex watch that you

[00:08:37] [SPEAKER_00]: wanted to buy, but the price was $3,000,

[00:08:40] [SPEAKER_00]: you're probably not going to buy it because your price and value relationship are off.

[00:08:46] [SPEAKER_00]: Now, if you went to a store and you saw a Rolex watch for $3,000

[00:08:51] [SPEAKER_00]: and you wanted to buy that watch, you probably would because your price

[00:08:56] [SPEAKER_00]: and value relationship is there.

[00:08:58] [SPEAKER_00]: The value of the actual Rolex is is greater than or meets the price.

[00:09:05] [SPEAKER_00]: So if you don't have that price value relationship down, guys,

[00:09:08] [SPEAKER_00]: you're not going to make the sale.

[00:09:11] [SPEAKER_00]: So you have number two, you have to have a clear value proposition.

[00:09:15] [SPEAKER_00]: What is the value you're bringing with this product or service?

[00:09:19] [SPEAKER_00]: What problem are you solving?

[00:09:20] [SPEAKER_00]: OK, how does it make the customer feel?

[00:09:24] [SPEAKER_00]: So component number two, have a clear value proposition.

[00:09:28] [SPEAKER_00]: The third component of a compelling offer is the target audience.

[00:09:33] [SPEAKER_00]: So you have to define your ideal customer and tell your message

[00:09:36] [SPEAKER_00]: to address their specific needs, pain points or desires.

[00:09:42] [SPEAKER_00]: Let me repeat that.

[00:09:43] [SPEAKER_00]: You have to have the right target audience to find your ideal customer

[00:09:47] [SPEAKER_00]: and tell your message to address their specific needs, pain points and desires.

[00:09:54] [SPEAKER_00]: Now, I use this example a lot, but it's a pretty simple example.

[00:09:58] [SPEAKER_00]: So just say that you sell in souls for shoes, right?

[00:10:02] [SPEAKER_00]: Now, you can have these in souls and you can sell them to different types of customers.

[00:10:08] [SPEAKER_00]: You can sell them to feel hockey players.

[00:10:11] [SPEAKER_00]: You can sell them to runners.

[00:10:13] [SPEAKER_00]: You can also sell them to waiters and waitresses.

[00:10:17] [SPEAKER_00]: OK, but your target audience, you have to have the right language

[00:10:22] [SPEAKER_00]: to speak to that target audience.

[00:10:24] [SPEAKER_00]: Right? So define your ideal customer and tell

[00:10:27] [SPEAKER_00]: your message to address their specific needs, pain points or desires.

[00:10:33] [SPEAKER_00]: So when you're selling these in souls to feel hockey players,

[00:10:37] [SPEAKER_00]: your conversation is going to be totally different than when you're

[00:10:40] [SPEAKER_00]: selling it to waiters and waitresses.

[00:10:41] [SPEAKER_00]: So the benefits to a feel hockey players, hey, you can run up and down the field.

[00:10:47] [SPEAKER_00]: Your feet won't hurt.

[00:10:48] [SPEAKER_00]: You're able to score more goals.

[00:10:50] [SPEAKER_00]: You're going to be more productive.

[00:10:51] [SPEAKER_00]: Your team is going to win if you're selling these same in souls to waiters

[00:10:55] [SPEAKER_00]: and waitresses, hey, the conversation is different.

[00:10:59] [SPEAKER_00]: Hey, you're going to be able to walk around all day with a smile on your face.

[00:11:03] [SPEAKER_00]: Your feet are going to be comfortable and that's going to translate

[00:11:05] [SPEAKER_00]: to more tips because you're not going to be worrying about your hurting

[00:11:09] [SPEAKER_00]: feet or your aching feet.

[00:11:11] [SPEAKER_00]: OK, same product, but different conversation.

[00:11:15] [SPEAKER_00]: So number three, your target audience, define your ideal customer and tell

[00:11:20] [SPEAKER_00]: your message to address their specific needs, pain points and or desires.

[00:11:26] [SPEAKER_00]: Component number four of a compelling

[00:11:28] [SPEAKER_00]: offer is irresistible benefits.

[00:11:31] [SPEAKER_00]: So you want to highlight the primary benefits and outcomes your product

[00:11:35] [SPEAKER_00]: or service delivers.

[00:11:36] [SPEAKER_00]: You want to focus on how it's going to improve that customer's life

[00:11:39] [SPEAKER_00]: or business or situation.

[00:11:42] [SPEAKER_00]: Once again, the example with the insoles, the benefit number one

[00:11:47] [SPEAKER_00]: to the waiter or waitresses now you can serve without your feet hurting.

[00:11:52] [SPEAKER_00]: What does that mean?

[00:11:54] [SPEAKER_00]: That means that you're going to have a smile on your face.

[00:11:56] [SPEAKER_00]: What does that mean?

[00:11:58] [SPEAKER_00]: That means that you're probably going to be more engaging

[00:12:00] [SPEAKER_00]: with the people that you're serving.

[00:12:03] [SPEAKER_00]: What does that mean?

[00:12:04] [SPEAKER_00]: You'll probably make more tips.

[00:12:06] [SPEAKER_00]: So what are the benefits?

[00:12:08] [SPEAKER_00]: So you want to highlight those primary benefits when you're dealing with a

[00:12:12] [SPEAKER_00]: compelling offer now an exercise that I use to help uncover the irresistible

[00:12:18] [SPEAKER_00]: benefits is I keep asking the question, what does that mean?

[00:12:22] [SPEAKER_00]: So any example of the waiter or waitresses, when you put the insoles on,

[00:12:26] [SPEAKER_00]: then your feet will feel better.

[00:12:27] [SPEAKER_00]: What does that mean?

[00:12:29] [SPEAKER_00]: That means that you'll be walking around more comfortable.

[00:12:32] [SPEAKER_00]: What does that mean?

[00:12:34] [SPEAKER_00]: That means that you'll have a smile on your face and probably be more

[00:12:37] [SPEAKER_00]: engaging with the people that you're serving.

[00:12:39] [SPEAKER_00]: What does that mean?

[00:12:41] [SPEAKER_00]: That means that you'll probably get more tips because you are more engaging

[00:12:45] [SPEAKER_00]: and friendly and your feet on hurting.

[00:12:47] [SPEAKER_00]: OK, so that's a way to dig deep to create all of those benefits.

[00:12:52] [SPEAKER_00]: So that was component number four, irresistible benefits.

[00:12:55] [SPEAKER_00]: Component number five of a compelling offer is limited time offer.

[00:13:01] [SPEAKER_00]: Now, if you can create a limited time

[00:13:02] [SPEAKER_00]: offer, what you're doing is you're creating urgency with the time sensitivity

[00:13:07] [SPEAKER_00]: to the offer.

[00:13:08] [SPEAKER_00]: And what that's going to do is going to encourage people to quickly make a

[00:13:12] [SPEAKER_00]: decision and prompt action.

[00:13:14] [SPEAKER_00]: So limited time offers.

[00:13:17] [SPEAKER_00]: You've seen it all the time all over the place.

[00:13:20] [SPEAKER_00]: Hey, be one of the first 20 to order and you'll get a discount.

[00:13:24] [SPEAKER_00]: Limited availability.

[00:13:26] [SPEAKER_00]: We only have 10 products left in inventory.

[00:13:29] [SPEAKER_00]: Order now be the first 10.

[00:13:31] [SPEAKER_00]: Hey, this offer is going to go away in one hour.

[00:13:35] [SPEAKER_00]: You see the countdown timers that a lot of people use on their landing pages.

[00:13:39] [SPEAKER_00]: So a limited time offer is also great to create a compelling offer.

[00:13:46] [SPEAKER_00]: Component number six, social proof.

[00:13:49] [SPEAKER_00]: Social proof is big guy.

[00:13:51] [SPEAKER_00]: So you want to include testimonials, be it case studies and reviews from

[00:13:55] [SPEAKER_00]: satisfied customers and that gives you credibility and trust.

[00:13:59] [SPEAKER_00]: So a compelling offer is also going to have social proof and it could be in the

[00:14:04] [SPEAKER_00]: form of video testimonials.

[00:14:07] [SPEAKER_00]: It could be written testimonials, case studies, whatever or reviews of your

[00:14:12] [SPEAKER_00]: product or service, whatever.

[00:14:14] [SPEAKER_00]: But you want to have social proof.

[00:14:17] [SPEAKER_00]: That's component number six.

[00:14:19] [SPEAKER_00]: Now, component number seven, risk reversal, risk reversal.

[00:14:24] [SPEAKER_00]: So you want to offer a strong guarantee or money back promise to alleviate

[00:14:28] [SPEAKER_00]: any fears or objections the customer might have.

[00:14:33] [SPEAKER_00]: All right, risk reversal.

[00:14:35] [SPEAKER_00]: So with one of my flat iron brands,

[00:14:38] [SPEAKER_00]: one of the things that made it sell so well was I had a lifetime guarantee on the

[00:14:42] [SPEAKER_00]: product and I framed it as this will be the last time you invest in a

[00:14:48] [SPEAKER_00]: professional salon grade flat iron because there's a lifetime warranty

[00:14:53] [SPEAKER_00]: on the product in case something goes wrong.

[00:14:56] [SPEAKER_00]: Now, what the benefit is obviously is it's a risk reversal.

[00:15:01] [SPEAKER_00]: You have no risks whatsoever.

[00:15:03] [SPEAKER_00]: If something happens to the product, guess what?

[00:15:06] [SPEAKER_00]: I'm going to replace it.

[00:15:07] [SPEAKER_00]: No questions asked.

[00:15:09] [SPEAKER_00]: The beauty about this is that most people don't even take you up on that offer

[00:15:15] [SPEAKER_00]: because what they had to do was they had to register their product.

[00:15:18] [SPEAKER_00]: And then if there was an issue, they would reach out and then we would

[00:15:22] [SPEAKER_00]: send them a replacement flat iron.

[00:15:25] [SPEAKER_00]: So what do you have to lose?

[00:15:27] [SPEAKER_00]: If it breaks, guess what?

[00:15:29] [SPEAKER_00]: You got a new one.

[00:15:30] [SPEAKER_00]: It's the last flat iron that you're ever going to invest in.

[00:15:33] [SPEAKER_00]: So think about how you can create a risk reversal where you're offering

[00:15:37] [SPEAKER_00]: a strong guarantee of money back guarantee or you can alleviate the

[00:15:42] [SPEAKER_00]: objections that the customer may have.

[00:15:44] [SPEAKER_00]: So what we're talking about today, guys, is a compelling offer is

[00:15:48] [SPEAKER_00]: infinitely more powerful than a convincing argument.

[00:15:51] [SPEAKER_00]: And I'm giving you 11 components of a compelling offer.

[00:15:57] [SPEAKER_00]: Now, component number eight, a clear call to action.

[00:16:02] [SPEAKER_00]: Any time you're trying to sell somebody or something, you need a call to action

[00:16:07] [SPEAKER_00]: and it has to be clear.

[00:16:08] [SPEAKER_00]: So provide a direct and compelling call to action that guides the customer

[00:16:13] [SPEAKER_00]: on what to do next, such as buy now, sign up today, get started.

[00:16:19] [SPEAKER_00]: Here's your free trial.

[00:16:20] [SPEAKER_00]: Whatever it is, you have to have a clear call to action.

[00:16:25] [SPEAKER_00]: People need to be directed on what are the next steps?

[00:16:29] [SPEAKER_00]: So you just can't have an offer out there and expect the person to do what

[00:16:33] [SPEAKER_00]: you want them to do, you have to give them a call to action.

[00:16:36] [SPEAKER_00]: And as a business coach for the last 20 plus years, guys,

[00:16:40] [SPEAKER_00]: I see this all the time.

[00:16:42] [SPEAKER_00]: There's no clear call to action.

[00:16:44] [SPEAKER_00]: You must have this.

[00:16:46] [SPEAKER_00]: All of these 11 components, guys, are key to having

[00:16:50] [SPEAKER_00]: a compelling offer.

[00:16:51] [SPEAKER_00]: And the whole idea of being in business is being able to convert prospects

[00:16:56] [SPEAKER_00]: into paying customers.

[00:16:59] [SPEAKER_00]: So number eight, have a clear call to action.

[00:17:02] [SPEAKER_00]: Component number nine, bonus incentives, bonus incentive.

[00:17:07] [SPEAKER_00]: So you want to add extra value with limited time bonuses, discounts or free

[00:17:12] [SPEAKER_00]: trials to actually sweeten the deal and make it even more attractive.

[00:17:17] [SPEAKER_00]: You want to make the offer a no-brainer.

[00:17:19] [SPEAKER_00]: But bonus incentives and you can look at things that have a high perceived value,

[00:17:25] [SPEAKER_00]: but really don't cost a lot of money.

[00:17:28] [SPEAKER_00]: So on one of my flat iron brands, one of my bonus incentives was I had a tutorial

[00:17:34] [SPEAKER_00]: video about how to use the flat iron and how to create different styles.

[00:17:39] [SPEAKER_00]: Now, it took about maybe 30 minutes of video on my daughter

[00:17:45] [SPEAKER_00]: and she was doing different things with the flat iron.

[00:17:49] [SPEAKER_00]: And all I did was package that up, you know,

[00:17:51] [SPEAKER_00]: did a nice short little video and that actually was an incentive on how to use

[00:17:56] [SPEAKER_00]: the flat iron and how you can use it to create different styles and different

[00:18:00] [SPEAKER_00]: things of that nature.

[00:18:01] [SPEAKER_00]: So that was a high perceived value, but it really didn't cost me much.

[00:18:06] [SPEAKER_00]: So number nine, bonus incentives.

[00:18:09] [SPEAKER_00]: And you see this everywhere.

[00:18:10] [SPEAKER_00]: So if you're going to buy something online, a lot of times, if you're on a webinar,

[00:18:15] [SPEAKER_00]: you'll see them what they call stacking.

[00:18:18] [SPEAKER_00]: So you're going to get this at this value.

[00:18:20] [SPEAKER_00]: You're going to get this at this value.

[00:18:21] [SPEAKER_00]: And if you order today, we're going to throw in, you know,

[00:18:25] [SPEAKER_00]: bonus one, two, three and four, which is a $10,000 value.

[00:18:30] [SPEAKER_00]: So bonus incentives don't go crazy and be over the top.

[00:18:34] [SPEAKER_00]: But you want to be able to have that component available to make your offer

[00:18:38] [SPEAKER_00]: more compelling.

[00:18:40] [SPEAKER_00]: Number 10 component is scarcity.

[00:18:42] [SPEAKER_00]: That's similar to a limited time offer because it creates urgency.

[00:18:47] [SPEAKER_00]: So scarcity introduces an element such as limited stock, exclusive access

[00:18:53] [SPEAKER_00]: to create a sense of urgency and increase the perceived value of the offer.

[00:18:58] [SPEAKER_00]: So number 10 is scarcity.

[00:19:01] [SPEAKER_00]: So once again, you could say, hey, we only have 25 flat irons left in inventory.

[00:19:06] [SPEAKER_00]: And after that, we're not going to be able to sell this product anymore for X

[00:19:11] [SPEAKER_00]: amount of days. So number 10 component scarcity.

[00:19:15] [SPEAKER_00]: And last but not least, component number 11 of a compelling offer is payment plans.

[00:19:22] [SPEAKER_00]: And this is especially important if you have a high ticket item.

[00:19:27] [SPEAKER_00]: So if you have items that are in the thousands of dollars or even the high

[00:19:32] [SPEAKER_00]: hundreds of dollars, then you can consider offering flexible payment options.

[00:19:37] [SPEAKER_00]: Now, this reduces the perceived risks and makes your offer more accessible.

[00:19:43] [SPEAKER_00]: So if you sell anything and you have PayPal as a payment processor,

[00:19:48] [SPEAKER_00]: you know, they have PayPal credit where somebody could go in.

[00:19:52] [SPEAKER_00]: And if you're selling an online course for $1,900,

[00:19:56] [SPEAKER_00]: PayPal has a payment option.

[00:19:58] [SPEAKER_00]: If they qualify, they can pay.

[00:20:01] [SPEAKER_00]: You'll get your money in one lump sum,

[00:20:03] [SPEAKER_00]: but then the customer will be billed by PayPal in four increments or a set amount of increments.

[00:20:11] [SPEAKER_00]: I know other companies have this to stripe has it,

[00:20:15] [SPEAKER_00]: but you don't get paid your full full amount right away.

[00:20:18] [SPEAKER_00]: But PayPal will pay you your full amount right away, even when they make the initial payment.

[00:20:24] [SPEAKER_00]: So if you have something that's high priced,

[00:20:26] [SPEAKER_00]: you make it more amenable to the prospect by creating payment plans.

[00:20:32] [SPEAKER_00]: OK, these are 11 components, guys,

[00:20:34] [SPEAKER_00]: that you can use to actually create compelling offers.

[00:20:39] [SPEAKER_00]: Now, before we get to the last segment of the podcast,

[00:20:42] [SPEAKER_00]: let me just share my social media contact information and resource links.

[00:20:47] [SPEAKER_00]: So I mentioned at the top of the show my new ebook called Create Winning Headlines,

[00:20:52] [SPEAKER_00]: Classic Headlines you can modify.

[00:20:55] [SPEAKER_00]: For more information, go to moneymakingheadlineswithins.com, moneymakingheadlines.com.

[00:21:03] [SPEAKER_00]: Remember that is the number one component of creating compelling offers.

[00:21:08] [SPEAKER_00]: You need to have a compelling headline.

[00:21:11] [SPEAKER_00]: OK, it has to work.

[00:21:13] [SPEAKER_00]: Your headline is the key now in order to get in touch with me, guys.

[00:21:18] [SPEAKER_00]: Anything long hit me on my email, J Jones at blackontrepreneurblueprint.com.

[00:21:24] [SPEAKER_00]: Facebook Black Entrepreneur Blueprint Instagram J Jones for real.

[00:21:29] [SPEAKER_00]: That's the first one that's J A Y J O N E S the number four are E a L.

[00:21:35] [SPEAKER_00]: My second Instagram account is Black Entrepreneur Blueprint Twitter J Jones

[00:21:42] [SPEAKER_00]: 001 J A Y J O N E S 001 LinkedIn.

[00:21:47] [SPEAKER_00]: Just type in J Jones Black Entrepreneur Blueprint.

[00:21:50] [SPEAKER_00]: You'll find me on LinkedIn also YouTube.

[00:21:53] [SPEAKER_00]: Make sure you guys subscribe to the YouTube channel.

[00:21:56] [SPEAKER_00]: We have additional content on YouTube that is not on the show.

[00:21:59] [SPEAKER_00]: So go to YouTube, type in Black Entrepreneur Blueprint.

[00:22:03] [SPEAKER_00]: Also, don't forget to utilize the website.

[00:22:05] [SPEAKER_00]: Guys, we spent a lot of money to upgrade and update the website.

[00:22:10] [SPEAKER_00]: So we have all types of free content on the website.

[00:22:14] [SPEAKER_00]: Just go to blackentrepreneurblueprint.com, hit the Learn button.

[00:22:19] [SPEAKER_00]: And in the dropdown, we have content on how to scale your business e-commerce

[00:22:23] [SPEAKER_00]: marketing, all types of things that are going to help you to elevate

[00:22:27] [SPEAKER_00]: your entrepreneur IQ and their free.

[00:22:30] [SPEAKER_00]: So make sure that you utilize the website, Blackentrepreneurblueprint.com.

[00:22:35] [SPEAKER_00]: Now let's get back to the last segment of the show.

[00:22:38] [SPEAKER_00]: So today, guys, we talked about a compelling

[00:22:40] [SPEAKER_00]: offer is infinitely more powerful than a convincing argument.

[00:22:44] [SPEAKER_00]: And once again, I use the example of sitting on the same side of the table

[00:22:49] [SPEAKER_00]: as your prospect versus sitting on the opposite side, which is an oppositional

[00:22:54] [SPEAKER_00]: view, even though you may win them over with a convincing argument.

[00:22:58] [SPEAKER_00]: It's easier to create a compelling offer.

[00:23:02] [SPEAKER_00]: And these 11 components that I gave you will help you create a compelling

[00:23:06] [SPEAKER_00]: offer. It all starts with your headline, guys.

[00:23:10] [SPEAKER_00]: And I don't care how you're communicating with your audience.

[00:23:13] [SPEAKER_00]: It doesn't matter if it's a YouTube video, the headline image has to be good.

[00:23:18] [SPEAKER_00]: If it's a social media post, your headline has to be good.

[00:23:21] [SPEAKER_00]: If it's an email, your subject line has to be good.

[00:23:24] [SPEAKER_00]: It has to be a great headline.

[00:23:26] [SPEAKER_00]: That is the key to get the attention.

[00:23:28] [SPEAKER_00]: The rest of the components are going to actually help transform

[00:23:31] [SPEAKER_00]: that prospect into a paying customer.

[00:23:35] [SPEAKER_00]: So these are integral components, guys.

[00:23:38] [SPEAKER_00]: You're going to need to master to create a powerful and persuasive

[00:23:42] [SPEAKER_00]: offers that effectively communicate the value of your product or service.

[00:23:47] [SPEAKER_00]: And it's going to drive conversions.

[00:23:49] [SPEAKER_00]: That's what it's all about driving conversions.

[00:23:52] [SPEAKER_00]: And as I said in the beginning of the show, you don't stand still in business.

[00:23:57] [SPEAKER_00]: You're either going forward or you're going backward.

[00:23:59] [SPEAKER_00]: So being able to modify and upgrade your skill set, guys,

[00:24:04] [SPEAKER_00]: is what's going to take you to the next level.

[00:24:07] [SPEAKER_00]: I always talk about entrepreneur IQ and that's what all everything black

[00:24:12] [SPEAKER_00]: entrepreneur blueprint is about the whole ecosystem and everything is to help

[00:24:16] [SPEAKER_00]: you elevate your entrepreneur IQ so you can grow scale and take it to the next level.

[00:24:22] [SPEAKER_00]: But if you don't have compelling offers, guys,

[00:24:25] [SPEAKER_00]: it doesn't matter. It's going to be a moot point.

[00:24:28] [SPEAKER_00]: So you need to really dig in, understand this and not just understand it.

[00:24:33] [SPEAKER_00]: Apply it so that way you're going to be able to start converting more and making

[00:24:38] [SPEAKER_00]: more money. One of the biggest things that I hear, guys, as a coach and just

[00:24:43] [SPEAKER_00]: talking to my friends and family members, and I'm going to give you a real life

[00:24:47] [SPEAKER_00]: example, my little cousin is in the financial services space.

[00:24:52] [SPEAKER_00]: She's out in LA and I say little she's not she's not little.

[00:24:55] [SPEAKER_00]: She's 35. She's doing a bang up job.

[00:24:58] [SPEAKER_00]: And we were just talking about marketing.

[00:25:00] [SPEAKER_00]: And one of the biggest issues she was having or the biggest issue she was

[00:25:04] [SPEAKER_00]: having is she wasn't getting enough qualified leads.

[00:25:07] [SPEAKER_00]: And I talk ad nauseam about lead generation,

[00:25:10] [SPEAKER_00]: but this is the first component of building a lead generation system.

[00:25:15] [SPEAKER_00]: Guys, you have to have a compelling offer.

[00:25:18] [SPEAKER_00]: And so when you're in business and you have to have customers to make

[00:25:23] [SPEAKER_00]: money, if you don't have a lead generation system, then you're fooling yourself.

[00:25:28] [SPEAKER_00]: If you're just throwing stuff up against the wall and you think that you can bank

[00:25:32] [SPEAKER_00]: on this or you think it's going to be consistent, you got another thing coming

[00:25:36] [SPEAKER_00]: because it's not. But it all starts, guys, with a compelling offer.

[00:25:41] [SPEAKER_00]: You want to be on the same side of the table as your prospect as being

[00:25:46] [SPEAKER_00]: opposing your prospect, even though you may win them over.

[00:25:49] [SPEAKER_00]: It's very different, guys. It's very different.

[00:25:52] [SPEAKER_00]: It's all about the perspective and how you create that offer versus,

[00:25:57] [SPEAKER_00]: you know, arguing with somebody to win a deal or sell or whatever it is.

[00:26:02] [SPEAKER_00]: So make sure you guys check out the show notes.

[00:26:06] [SPEAKER_00]: Go to the website, blackentrepreneurblueprint.com.

[00:26:09] [SPEAKER_00]: It'll be on the top of the page.

[00:26:11] [SPEAKER_00]: All the latest episodes hit episode five, twenty six.

[00:26:14] [SPEAKER_00]: And these 11 components will be on there for you.

[00:26:18] [SPEAKER_00]: And I also have a link to the new ebook, Create Winning Headlines,

[00:26:23] [SPEAKER_00]: Classic Headlines You Can Modify.

[00:26:25] [SPEAKER_00]: Go to moneymakingheadlines.com.

[00:26:28] [SPEAKER_00]: Now, I say this each and every week, guys, because it's true,

[00:26:31] [SPEAKER_00]: we get more and more downloads because of you, the BEB family.

[00:26:35] [SPEAKER_00]: Man, I'm so appreciative of you guys after all these years.

[00:26:39] [SPEAKER_00]: We're still rocking and rolling and we're still growing.

[00:26:42] [SPEAKER_00]: Episode five, twenty six, ten plus years in the books.

[00:26:46] [SPEAKER_00]: So I'm super excited.

[00:26:48] [SPEAKER_00]: And once again, I'm so appreciative for the BEB family.

[00:26:51] [SPEAKER_00]: Remember, guys, it's not about me.

[00:26:53] [SPEAKER_00]: It's not about you.

[00:26:55] [SPEAKER_00]: It's about us.

[00:26:55] [SPEAKER_00]: It's about building an economic power base in the worldwide black community

[00:26:59] [SPEAKER_00]: by building and supporting black owned businesses.

[00:27:03] [SPEAKER_00]: Love you guys.

[00:27:04] [SPEAKER_00]: See you same time next week.

[00:27:05] [SPEAKER_00]: Peace.