Sell Like Crazy

Don’t Use These Weak Offers
Even if they happen to be valid reasons why people should do business with
you, the items listed below are not irresistible offers that motivate people to
do business with you:
Great customer service
Outstanding quality
Being innovative
Having a great team
Being responsive to your customers’ needs
Having a great reputation.
I have a saying:
‘If the offer and the guarantee don’t keep the founder up at night, then
they’re not strong enough’.
You need to create a response from your prospects like, ‘How can they
possibly offer this?’ Or, ‘How can they guarantee so much?’ Or, ‘Are these

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people out of their minds?’ It must look outrageous. It must make the
decision a no-brainer for your prospects.
A compelling offer is infinitely more powerful than a convincing argument
The idea of a compelling offer is to remove all friction for a prospect to buy
from you. You want to reverse that risk and burden and make it an absolute
no-brainer for your prospects to take you up on your offer. In the words of
the late, great Claude Hopkins, ‘Make your offer so great that only a lunatic
would refuse to buy’.
The Seven Parts Of Your Godfather
Offer
A Godfather Offer is comprised of seven major components that make its
brilliance come to life:
1. Rationale
Compelling offers begin with a clear and credible explanation of why
you’re making such an outrageously generous offer. Perhaps it’s a ‘Special
Introductory Offer’ and you’re so confident that once the prospect
experiences the truly amazing benefits your product or service provides,
they’ll be a raving fan of your company and a customer for life. Or maybe
you have a more efficient business model than your competitors and this
allows you to pass the savings onto your customer – exposing a ‘hoax’ or a
‘con’ positioning yourself as a concerned advocate, casting stones at a
shared enemy and becoming your new customer’s greatest champion.
Whatever your reasoning and rationale for the amazing, truly spectacular
and almost unbelievable offer you’re making, put it up in lights and make it
abundantly clear to ensure your offer is believable.