An outrageous offer may seem daunting and risky, but not when done right.
Trevor "ToeCracker" Crook knows this and explains the logic behind it and how he does it for clients.
James: What would be your go-to grab bag, the little toolkit that you would operate on a new starting out person or someone who’s got a weak or flat offer that you could punch it up a little bit?
Trevor: Good question. You can make a lot of really crazy, outrageous offers based on guaranteeing your product or service. Now, I know you clearly know this, but for the people who don’t, I mean, you’ve got to know your numbers and your business guarantees the risk reversal. But when you look at everything that you’ve done in the past for your past customers, and know that you haven’t had a whole bunch of refunds or complaints, you can make a really, really crazy offer by a guarantee.
I’ll give you one example from a real estate agent many years ago in Sydney’s Darling Harbour, and her problem was getting in front of the home seller. Right? In other words, she struggled to secure the consultation. But she said when I do, I’ll convert, I’ll sign nine out of 10. I said, all right, so I wrote a two-page letter, obviously with some decent copy, and guaranteed the appointment. Basically, it’s Mr. and Mrs. Home Seller, if you let me come around to your home, bring you morning or afternoon tea and explain why you should give me a listing, if you think I’m full of crap at the end of it, I’ll go and turn the dollars out of my own pocket for wasting your valuable time.
And I’ve used that in many, many spin-offs, that sort of way. You know, I love looking at people’s numbers, and then coming up with a crazy guarantee, outrageous offer, which shocks them and frightens them. And when I do that, when they’re frightened, I know it’s going to be a home run.
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