— calculated Thinking —
3 Step Formula For Coming Up With NEW Money-Making Front End Offers That Grow Your List Full of BuyersâŠ
This morning I got woken up by Shadow with his whiskers right in my faceâŠ
AskingâŠactually⊠demanding that I get up and feed him right MEOOW!
Heâs a big lazy kitty (a Mackerel Tabby) that loves to relax most of the day but when it comes to his food, he doesnât mess around.
The other catâs name is âFrenchâ.
Heâs the opposite.
Heâs small, full of energy, jumps everywhere, and looks like heâs wearing a tuxedo and little white boots.
He loves food too but they both come running for distinctly different things.
For example, letâs say Iâm making an omelet with green olives.
Shadow will RUN over, rub himself on my legs, and meow for little piece of olive. French doesnât really like them and when I offer him a little piece heâll just briefly sniff it and run off somewhere else.
On the other hand, if I open the back door French will come bounding over so fast he sometimes runs into the wall because he just canât stop himself in time! French loves going outside while Shadow will just amble over slowly & cautiously.
Just like these cats, your chosen market is full of different Shadows & Frenches.
And your job is to find the âgreen oliveâ (aka the thing) that will get them to RUN to your offer.
And so the first step in the formula to come up with a new money-making front end offer isâŠ
Q1: WHO are you helping, specifically?
If you want people to RUN to and buy your offer, you want to be clear on who you are creating it for in the first place.
Every niche market has people in it that can be grouped together by different characteristics, preferences, and biases.
Here are two ways to identify your market segments within your main marketâŠ
1 – Demographics
These are things like gender, age, relationship status, kids/no kids, income, occupation, etc.
2 – Psychographics
This is how they identify themselves (their beliefs, their values, their opinions, and attitude towards things).
Also it can be about their behavior (their lifestyle, what they like to do, what they donât like to do, who they associate or hang out with, who they avoid, etc)
For example, in the Golf market.
Youâve got male golfers & female golfers.
Youâve got avid golfers who are very passionate about golf and play it multiple times a week.
Youâve got weekend warriors who just play on the weekends every now and then and generally are not as good at the game as an avid golfer.
Youâve got golfers who take things very seriously and are always trying to lower their score, tweak their swing, and generally always looking for that edge.
Then youâve got golfers who are just out there to have fun. Sure, they may be competitive but theyâre mainly out there to drink a beer and have a great time with their buddies.
Then youâve got those that bet money and those that donât.
Older golfers, younger golfers.
Golfers who are playing for the first time.
Golfers who are getting back into it after several years away.
Etc. etc.
By now, you get the idea.
Youâve got just as many segments or more in your market and the first step is to pick ONE market segment to move forward with.
Q2: WHAT is their specific situation?
With your ONE chosen market segment in mind, what is ONE situation they find themselves in?
A situation is the specific scenario someone finds themselves in.
1 – The specific outcome they want.
2 – The main problem that is keeping them from getting that outcome.
3 – And the main obstacle, roadblock, or barrier in the way of them solving that problem.
For example, when I used to sell vegan recipe books, this was the situation of one of our customers, Tommy.
Outcome: Tommy was a woman in her 50âs with adult children. She wanted to get into better shape and just be healthier so that she could keep up with her grandchildren.
Problem: Tommy was suffering from constipation and bloating.
Obstacle: Tommyâs diet had little to no vegetables and she just didnât know how to best incorporate them into a tasty dish she could enjoy instead of detest.
Your second step is to analyze the market segment you chose and identify ONE situation to move forward with.
What is their desired outcome?
What is their problem holding them back from getting that outcome?
And what is the obstacle holding them back from solving that problem?
Q3: HOW are you going to solve the problem for that specific market segment in that specific situation in a way that is different from other alternatives theyâve tried?
Now this is where the rubber hits the road and where a lot of people get stuck.
For Tommy, our solution wasnât a supplement or an exercise plan.
Instead, it was our 2 week menu that was filled with delicious recipes that contained lots of vegetables. We got an email from Tommy saying that her first two meals had her going to the restroom right away and her bloating had reduced!
It wouldnât have been the same if I had sold her a book filled with BBQ recipes.
The key here is RELEVANCE.
And NOVELTY.
You want an offer that is specifically designed to solve the problem for the PERSON you chose (market segment + situation).
And you want the solution to have some component of novelty to it. Chances are theyâve already tried several other solutions with varying degrees of success. However, most probably didnât work otherwise they wouldnât still be in the market.
You can add novelty by introducing a new process, method, or system that solves the problem faster, easier, and with significantly better results.
You can also add novelty by identifying a root cause for the problem (symptom) they are experiencing. This way your solution is no longer competing with the alternatives because now itâs in a space of its own â solving a different problem that the specific PERSON (market segment + situation) didnât even know they had.
Bottomline, the third step is to come up with a tactical, step-by-step solution that is both relevant to the market segment & situation youâve chosen AND has an element of novelty. Something they can go and do quickly that works amazing well most or all of the time. As close to a âmagic bulletâ as you can get.
Get These 3 Things In AlignmentâŠ
1 Who
1 Situation
1 Solution
And youâll have an offer that a group of people within your market will RUN to and buy, even if they had been lazy or hesitant to buy any of your products before. Just like my cat Shadow will RUN to get his piece of green olive even though he is super lazy.
What is the green olive for your market segment?
The truth is there are multiple.
Start with one.
And then create more.
Until youâve got several highly compelling front-end offers that are growing your list full of buyers every day.
#AskEddys
If youâve got a question about todayâs email topic, you can subscribe to my email newsletter below and reply to any of the emails with a question.
Iâll pick one or more of the submissions to reply to in a future email newsletter.
OR, if youâd rather keep your question & business details private you can ring the 15-Minute Marketing Hotline.
Itâs something new Iâll be offering most weeks (not every week though just in case I donât want to get on zoom that week lol).
Weâll get on zoom (video or audio only if you prefer) and youâve got my âbrain for hireâ or a âsecond set of eyesâ to help you answer or solve ONE tightly focused question or tactical problem youâve been struggling with.
This week, that topic is â coming up with highly compelling front-end offers. If thatâs something you need help with this weekâŠ
Itâll be $100.
And limited spots per week.
This week Iâm only making 3 spots available (first come first served).
Itâs not a big money maker for me, but rather a way to get to know & engage with people on my list.
This way I can understand your situation better and come up with more of my own future green olives as well đ â Itâs a win-win.
See you on the next oneâŠ
Eddys Velasquez
DigitalMarketingRx
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