Creating an offer that resonates with your client’s avatar is your best chance of getting them to buy. Here’s how to make a winning offer:
Your client avatar has a specific set of goals and values. To create an offer that resonates with them, you need to know what those are. It’s not enough to ask them what they want; everyone wants more money or a better work-life balance. Instead, it’s essential to consider how they define success, what they value in life and work, hope to achieve in the future, and why they feel these things are essential.
What social media platforms do they use? Where do they get their news? What magazines do they read? What websites do they visit first thing in the morning? How do they spend their free time? What are their hobbies? How can you help them earn more money, save more money, or spend more time with family and friends?
Start by answering questions about who they are and what they do. For example, how old are they? What is their gender? Are they married? Do they have children? What is their income level? Do they live in a metropolitan area or a rural area? Do they own a home? Are they renters or homeowners? What does their lifestyle look like? What makes them happy/sad/angry?
Once you have a picture of who they are and what makes them tick, identify the challenges and the pain points your product or service needs to address. These may include things like feeling overwhelmed by all the information on starting a business, worried about not having enough money saved up before starting, and feeling like there need to be more hours in the day.
Identify your client avatar’s role in the purchase process. For example, if they are a business owner and will be responsible for the funding, they may have different objections than someone just a customer. You can use this to tailor your offer to suit them better.
For example, investors may be more concerned about ROI and growth potential than price. On the other hand, a customer may be more concerned about getting a good deal and price point rather than growth potential and profitability.
The purpose of an offer is to help show your client that you’ve put some effort into understanding what they need and that you’re willing to work with them to produce a product or service that will stand out from the crowd. But remember, your offer can be simple. In fact, the simpler it is, the more effective it can be. The secret is simply understanding your avatar and what makes them unique.