When service professionals start working on crafting Irresistible Offers in hopes of closing more business, it’s very common for them to start thinking about giving discounts or giving away free products and services to entice prospects to buy. In other words, they start with the question, “What would make this offer Irresistible to my prospects?”

Allow me to offer a different perspective. Looking from the big picture, Irresistible Offers are a tool for growing company sales. Thus, wouldn’t it be wise to back up and start with the questions, “What are my sales goals?” In particular, “What are the areas of my business I would like to expand?”

Based on that, design offers that funnel new clients toward the areas you want to expand.

For example, if they come to you for a facial, and you have a new skincare line you would like sell more of, create an offer that gives them a Skincare Starter Kit ($49 Value) if they schedule and pay for a three facial package today.

Your goal of expanding skincare line sales is in action as you’ve opened the door to discussing ongoing product use at your next appointment, you secured three more prepaid facials which puts cash in your pocket and keeps your client dedicated to you, and your client enjoys the value you’ve added to his/her life by trying the Starter Kit. Everybody wins!

For 96 more ways to get results without being ’salesy’, or to learn more about Lisa, her products and consulting services, visit www.theinvisibleclose.com or stay tuned for next month’s Sales Nugget which answers the question, “How can I make a ‘Today Only’ offer without pressuring my prospects?”

When presenting special offers from the stage, I generally recommend having two or three clearly outlined packages to choose from. A magical thing happens when you offer a choice of packages versus just one; Your prospects get the opportunity to shop!

The other amazing thing that happens is you are instantly transformed into a consultant instead of a salesperson. With only one offering there is always the looming, unspoken question in the air…“Are you going to buy?”

When you offer a choice, you can very comfortably ask, from a consultative place, “Which package seems like the best fit for you?”

This approach is very powerful in direct sales situations as well. For example, I recently worked with a graphic designer who used to give clients a bid for the logo work they wanted. She knew that after a logo, most people need letterhead, business cards and about ten other things. We restructured her bids so that instead, she presented three packages to choose from; the logo alone, plus two other packages that offered the option to save money by getting multiple needed items at the same time. She was thrilled to offer this savings because she saved a ton of time by creating multiple items in one sitting.

Needless to say, her closing ratio soared and she loved her new Invisible Close of consultatively asking, “Which package looks like the best fit for you?”

For 96 more ways to get results without being ‘salesy’, or to learn more about Lisa, her products and consulting services, visit www.theinvisibleclose.com or stay tuned for next month’s Sales Nugget on Where to Start When Designing Irresistible Offers. You may be shocked to learn that most people approach it backwards!