The Irresistible Offer E-Book

Mark Joyner

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 225

Veröffentlichungsjahr: 2010

Beschreibung

Your customers are going to give you three seconds to make the sale. Do you know what to say in those three seconds? The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than "old" marketing. This new way is The Irresistible Offer. "The Irresistible Offer is the missing link in many marketing books." --Joe Sugarman, Chairman, BluBlocker Corporation "The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process." --John Du Cane, CEO, Dragon Door Publications, Inc. "As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point." --Howard Berg, "The World's Fastest Reader" "I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years." --Dr. Joe Vitale, author of The Attractor Factor "If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business." --Randy Gilbert, a.k.a. "Dr. Proactive" host of The Inside Success Show

Leseprobe

Table of Contents

Praise

Title Page

Copyright Page

PREFACE

Acknowledgments

ABOUT THE AUTHOR

Introduction

CHAPTER 1 - The Magic Window

CHAPTER 2 - The Core Imperative of Business

CHAPTER 3 - The Big Four Questions

CHAPTER 4 - What Is The Irresistible Offer?

THE ANTITHESIS OF OLD-SCHOOL MARKETING THROUGH COERCION

HOW THE IRRESISTIBLE OFFER REVOLUTIONIZED AN INDUSTRY

DECONSTRUCTING DOMINO’S

THE IRRESISTIBLE OFFER MUST BE YOUR STARTING POINT

CHAPTER 5 - What Is Not The Irresistible Offer?

THE IRRESISTIBLE OFFER IS NOT A “SPECIAL OFFER”

THE IRRESISTIBLE OFFER IS NOT A BENEFIT

THE IRRESISTIBLE OFFER IS NOT A USP

CHAPTER 6 - Elements of The Irresistible Offer

THE HIGH ROI OFFER

THE TOUCHSTONE

BELIEVABILITY

MAGIC FORMULAS FOR BELIEVABILITY

PUTTING IT ALL TOGETHER

CONCLUSION

CHAPTER 7 - The Great Formula

STEP 1: CREATE THE IRRESISTIBLE OFFER

STEP 2: PRESENT IT TO A THIRSTY CROWD

STEP 3: SELL THEM A SECOND GLASS

SECOND GLASS DELIVERY TECHNIQUES

SECOND GLASS RECIPES

HOW TO KEEP THE DOOR OPEN

CHAPTER 8 - Offer Intensifiers

URGENCY (CONTRIVED AND GENUINE)

ADDED VALUE

RISK REVERSAL

RISK REVERSAL TACTICS

SCARCITY

EASE

PRICING TRICKS

UNIQUENESS—REAL AND PERCEIVED

BRAND VALUE AND POSITIONING

RECOMMENDATIONS

CHAPTER 9 - The Offer Continuum

HOW TO USE THE OFFER CONTINUUM

HOW OBVIOUS IS THE NEED?

HOW GENUINE IS THE NEED?

HOW COMMON IS A SOLUTION FOR THE PROBLEM?

CAN YOU DEMONSTRATE A RETURN ON INVESTMENT?

HOW EMOTIONAL IS YOUR OFFER?

HOW TIMELY IS YOUR OFFER?

HOW DOES YOURS STACK UP AGAINST KNOWN COMPETITION?

HOW DO YOU COMPARE TO THE KNOWN COMPETITION ON PRICE?

CHAPTER 10 - Great Offers through History

“BE ALL YOU CAN BE”

“YOU GIVE US 22 MINUTES. WE’LL GIVE YOU THE WORLD”

“WE REPORT. YOU DECIDE.”

FANATICAL SUPPORT

“WE’LL BEAT ANYONE’S ADVERTISED PRICE OR YOUR MATTRESS IS FREEEEEEEEE”

“WE WILL HONOR THE LOWEST PRICE YOU CAN FIND FOR UP TO 60 DAYS AFTER YOUR PURCHASE”

“48-HOUR PARTS SERVICE ANYWHERE IN THE WORLD—OR CATERPILLAR PAYS”

“TEN YEARS TROUBLE-FREE OPERATION”

“IF YOU’RE NOT SATISFIED FOR ANY REASON WE’LL TAKE IT BACK WITHOUT A RECEIPT—NO ...

“THE 100 PERCENT SOLUTION”

“BEFORE AND AFTER”

“FREE SAMPLES”

CHAPTER 11 - Word of Mouth from Flaming Lips

THE MECHANISMS OF WORD-OF-MOUTH MARKETING

HOW DOES A BIOLOGICAL VIRUS WORK?

LANGUAGE IS A VIRUS

WORD OF MOUTH DELIVERY MECHANISMS

VIRULENCE

THE COPULATION RATE

FACTORS OF VIRULENCE FOR WORD-OF-MOUTH VIRUSES

HOW TO MEASURE VIRULENCE

A GENERAL MODEL OF WORD OF MOUTH

GENERAL TIPS ON VIRAL SYSTEMS

THE IRRESISTIBLE OFFER IS THE ULTIMATE WORD-OF-MOUTH TOOL

WHY NOT OTHER DELIVERY VEHICLES?

APPENDIX A - Selling Yourself in Three Seconds or Less

APPENDIX B - A Note to Salesmen

GLOSSARY

INDEX

How to Claim Your FREE $397 in Software and Audio Recordings

“As the world’s fastest reader (Guinness Book certified) I’ve read just about every business and marketing book in existence.The Irresistible Offer by Mark Joyner is, by far, the clearest path to business success I’ve seen. If you want to make a business profitable (any business, small or large), The Irresistible Offer should be your starting point.”

—Howard Berg, “The World’s Fastest Reader,” Author of Maximum SpeedReading, www.mrreader.com

“A three-second sale? Absolutely! Mark Joyner shows you how to easily construct an irresistible offer that will catapult you to success. You’ll learn the secrets of how to take the spot in your customers’ mind that your business deserves. Don’t let your competitors get this information before you do.”

—Kenrick Cleveland, Author of MaximumPersuasion, www.maxpersuasion.com

“Mark Joyner is not only one of the smartest and most successful Internet marketers, but also someone who truly understands the value of honesty and integrity. The Irresistible Offer will open your eyes about a crucial, but often-overlooked, area of copywriting. His rule for how to find the right free bonuses—something you won’t see elsewhere—is worth the price of the book right there.”

—Shel Horowitz, Award-winning Author of Principled Profit: Marketing That PutsPeople First and Founder of the international Business Ethics Pledge, www.principledprofits.com

“Get the offer right, and everything else becomes easy. In the right hands, this book is a prescription for millions.”

—Paul Myers, Editor, TalkBiz News, talkbiznews.com

“If I had to choose one modern marketing genius to learn from, it would be Mark Joyner.The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business.”

—Randy Gilbert, a.k.a. “Dr. Proactive,” Host of The Inside Success Show, TheInsideSuccessShow.com

“The Irresistible Offer is an incredible book. There are a lot of theoretical books on marketing. Not this one. Mark Joyner delivers proven strategies based on actual results gleaned from millions of dollars in real-world testing. Anyone who follows the formulas presented is sure to quickly see incredible results.”

—Shawn Casey, Author of Mining Gold onthe Internet, www.ShawnCasey.com

“Mark Joyner recognized the missing link in many marketing books by focusing on one of the most compelling reasons a prospect will buy—the use of an irresistible offer. The Irresistible Offer is the driving force that propels a prospect to make the big decision to buy your product or service. Up until now there hasn’t been a book that has focused entirely on this important but often-overlooked subject. Mark Joyner captures all of the psychology, science, and art of creating The Irresistible Offer and presents it in a very easy to understand manner. I urge you to read it.”

—Joe Sugarman, Chairman, BluBlocker Corporation, blublocker.com

“I’m going to rave about this masterpiece to everyone I know. Even if you aren’t in business you can apply this to every part of your life. It’s inspiring in every aspect and I urge you to read it! I guarantee it will change your life.”

—Sam Heyer, President of Magga Marketing, Inc., maggamarketing.com

“Mark Joyner plunges to the heart of marketing—crafting the offer you can’t refuse—and reveals secret after proven secret guaranteed to pump fresh power into your sales process. Anyone seriously bent on transforming their revenue stream into a wild cascade owes it to themselves to absorb and implement Mark’s advice.”

—John Du Cane, CEO, Dragon Door Publications, www.dragondoor.com

“In The Irresistible Offer, not only does Mark Joyner give step-by-step instructions on how to create powerful offers that allow you to outshine your competitors, but the real gemstone is that he tells you how to craft mind-blowing offers never before seen that scare the competition completely out of the race. If you’re someone who thinks you could never sell anything to anyone, as I once did, the only way you can fail after reading this brilliant but down-to-earth marketing cornucopia is if you do absolutely nothing.”

—Donna Knight, Consultant, Founder of EbookQueen.com

“This amazing little book ought to be required reading for any advertising executive, politician, marketer, or even member of the clergy before they engage in any type of promotional campaign. What a wonderfully refreshing perspective!”

—Dr. Bill Nieporte, Pastor, Entrepreneur, ezinesuccess.com

“I’ve read every book on marketing printed in the last 150 years. This is the first breakthrough in over 50 years. A truly brilliant, practical, and inspiring book. Destined to be a classic and a collectible. It’s a masterpiece.”

—Joe Vitale, Author of The Attractor Factor, mrfire.com

The Irresistible Offer is a remarkable book that will transform your business and personal life. Mark Joyner’s Great Formula is the simplest and most powerful method of achieving success I’ve come across. If you follow the suggestions in The Irresistible Offer you will develop an endless stream of happy customers, eager to buy from you again and again. Mark Joyner’s new book is a textbook on how business should be done.”

—Richard Webster, Author of more than 80 books, including Seven Secrets to Success, psychic.co.nz

“Mark Joyner is pure genius and incredibly crazy: he’s giving away the secrets that make marketers millions and millions of dollars. The Irresistible Offer is incredibly detailed and surprisingly very easy to read. Mark explains in simple language what you won’t find in other marketing books—how to create wealth by getting inside the mind of your customers and make your products absolutely irresistible. I couldn’t put the darn thing down.”

—Tom Wood, CEO/President, Mastery Media, Inc., masterytv.com

“Clearly written, insightful and intelligent, The Irresistible Offer is amust readfor marketing novices and pros alike. Mark Joyner shows that his true genius lies in being able to take a complex subject and distill it down to its essence in a concise and understandable fashion. I highly recommend this book to anyone who is interested in selling online or offline.”

—Mel Strocen, CEO, Jayde Online Network, exactseek.com

“Genius. Joyner leans over your shoulder and delivers the missing piece to the marketing puzzle. Only a master can deliver information so clearly that the mind has no choice but to focus obsessively and devour every word. This book truly delivers the key to the entire process, and gives you examples from industry giants who used these skills you now hold in your hands to make massive fortunes. We couldn’t put it down. One power-packed punch after the next had us spellbound and gave us ‘aha’ moments almost every time we turned the page.”

—Skye & Jason Mangrum, Creators, “The World’s First Manifestation Software,” usemanifestsoftware.com

“Mark Joyner’s book is absolutely on the mark and brilliant. It’s packed with bite-sized chunks of practical wisdom, breakthrough insights, and unique sales and marketing tips. This book will become very dog-eared and worn, so you may want to get two!”

—Jim Fleck, Author of Millionaire Kids,Millionaire Parents

“The pages flow from start to finish with scientifically sound principles and marketing strategy. Every page bursts with immediately practical guidelines and strategy for applying the elusive obvious that nearly everyone seems to overlook outright in marketing their products and services.

“This is the stuff genius is made of, thinking in new directions and bringing new light to profitably grow your business. Mark Joyner offers an entertaining and balanced blend of marketing psychology and buyer behavior. I found myself rereading chapters and fiercely taking notes on how I’ll leverage his ideas.

“The reach of this contagious book far exceeds modern marketing. It overflows in applications relevant to salespeople, managers, schoolteachers, and parents, to name a few.

“I firmly believe Mark Joyner is one of the great marketers of our generation. This book is a fascinating, intriguing presentation of forward-looking findings and insights spurring new awareness, causing you to completely rethink your company’s marketing strategy. A real eye-opener describing in detail what we all urgently need and unmistakably overlook, The Irresistible Offer.

—Joe Soto, NLP Trainer, persuasiontraining.com

“This should be canonized as marketing scripture. The Irresistible Offer now has a place on my shelf among the marketing classics.”

—Russell Brunson, Author of www.ConquerYourNiche.com

Copyright © 2005 by Mark Joyner. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada.

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Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

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Library of Congress Cataloging-in-Publication Data:

Joyner, Mark, 1968-

The irresistible offer : how to sell your product or service in 3 seconds or less / Mark Joyner.

p. cm.

ISBN-13 978-0-471-73894-7 (cloth) ISBN-10 0-471-73894-8 (cloth)

1. Marketing. 2. Selling. I. Title.

HF5415.J68 2005

658.85—dc22 2005006844