“It was just a pitch-fest. Yes, I got lots of valuable, useful information, but every speaker pitched something.”
“I am hosting an event and have lots of speakers. But I’ve warned them—I don’t want this to be a pitch-fest.”
Two different events. Two different reactions to selling from the stage. Which of these people has the right attitude?
Answer: Neither.
There should always be an offer. And that includes you!
You should always be making an offer. And just get over all those folks making offers from the stage. That’s what we’re supposed to do.
You see, most marketing is vague and leaves people wondering, “What do you want me to do…because I don’t know the answer to my problem… you’re the expert, right?” If you’re vague when you’re developing a new customer, how will they know what they should be doing? How will they know that you are the answer to the problem they’ve been living with?
We’ve got way too many wimpy business owners out there, afraid or not thoughtful enough to make an offer. And here’s the evidence:
→ How many websites did you visit for the first time this week, and they didn’t ask you to do anything? No call-to-action.
→ How many emails did you get this week that didn’t give you directions on your next step?
→ How many presenters educated you but didn’t tell you what to do next?
Do you make offers?
And we’re not talking about just any old kind of offer. We’re talking about one that’s compelling, gets people into action, thrusts them forward because your offer is so good.
Because we humans are riddled with allegedly good reasons to procrastinate, hesitate, and waver. Your offer must conquer that behavior.
So your offer will be extraordinary. It will have some sense of urgency, a limited availability time-wise or quantity-wise (legitimately). Your offer has some exclusivity.
Get over this notion that making…and receiving…offers is wrong.
It’s right when it’s a great, compelling offer.
Go forth and do great things,
Martha Hanlon & Chris Williams
P.S. Did you think I wasn’t going to make you an offer? Well, I’m actually asking for a favor. Chris and I are about to launch a new initiative. One that will enable entrepreneurs and small business owners to begin to work together to get out of our own way, master our currently painful businesses, and get more customers. And not have to do all of this alone without a sounding board.
One that will encourage customers to open their wallets to you.
Here’s the favor: simply go over to Facebook, put Small Business Thursdays into the search box, click on link and “LIKE” and friend it. We’ll be sharing more about Small Business Thursdays in the weeks to come.
Thanks!