irresistible offer creation for eCommerce

A few days ago, I promised I’ll dive deeper into how to create a killer offer for your e-commerce launch. But first…

Let me tell you a story:

In 2015, I lived in North Bay Pinole, a small city across the bay from San Francisco.

But unlike SF’s Mediterranean climate, Pinole gets much hotter in summer. And that’s why my favorite place during the summer days was a little ice cream shop right before the highway.

Because they sold a mean triple chocolate brownie sundae.

🤤

Now, what makes a good sundae?

Is it the brownie bites?

Or the dash of crushed peanuts?

Or the colorful sprinkles plus cherry topping?

Yes, all of these add a few extra points, but at the core…

It’s about the delicious milky ice cream and three presses of hot fudge.

If you get the ice cream + hot fudge wrong, the rest doesn’t matter.

I’m sharing this with you because it is the same for your launches.

Most business owners focus way too much on the aesthetic. 

Are we aligning the copy?

Are we making the button red?

Are we including the prettiest images?

Yeah, all of these might help, but…

If you mess up the offer, none of these matters.

So, this is the million-dollar question:

How can you create an offer so powerful that prospects jump off the fence to buy right away?

First, let me tell you what is NOT a good offer.

A good offer is rarely about “discount.”

Unless you’re offering a 50% discount—which kills your margin—a 5%, 10%, or even 15% discount doesn’t jump off the page.

(e.g., a 10% discount for a $200 product is merely $20. maybe a free meal? duh)

(due to margin, a 50%+ discount is only realistic for info products)

Instead…

The best offers always focus on answering one key objection.

What is that one big objection that’s keeping your prospects from buying?

This is an example I heard from my mentor, Chris Orzechowski.

When he was CMO for Perennial Pastures Ranch, he noticed that the biggest objection to a $6k cow share was storage.

A discount doesn’t matter if I cannot store the meat.

And that’s why he came up with the offer:

“If you buy a whole cow, I’ll give you a freezer.”

Brilliant!

Here’s another example:

The biggest objection to buying an electric car has always been charging.

One of Tesla’s key advantages is how it operates its network of supercharging stations. This provides more reliable charging options for its customers.

Now, it’s your turn.

What is the #1 reason stopping your prospects from buying?

(if you don’t know, find out)

Now, get creative.

Create an offer that eliminates this objection from the gecko.

Cheering for you,
Wuyen

P.S. – What if you can only offer 10% off?

First, that’s being lazy, but I’ll play along.

Here’s one way to make 10% off a lot more appealing:

Create a bundle.

A 10% off a $100 product (or even $1000 product) is boring.

But if you bundle together a series of complementary products – like a “Father’s Day Special” – creating a package of 3k, 5k, or even 10k.

Now, a 10% discount starts to mean something.