Crafting the Perfect Offer

The answer to your outbound problems isn't: ⛔️ AI ⛔️ More volume ⛔️ SDR agents ⛔️ More relevance ⛔️ Dialers It's your OFFER. Let me explain... Most reps reach out with something like: “Just want to introduce myself and our company…” “Let’s do a quick call so you know your options when budgeting season comes around...” The problem? You have NOTHING to offer. If there’s no immediate need, there's zero reason to take a meeting with you. So you need a way to entice buyers to meet when they have a problem, but are not actively shopping. Here are three types of offers you can use to entice buyers to meet with you: ✅ Offer #1: Good - Pitch The Blind Date Position who the buyer will be meeting with. Hype up the AE, sales engineer, or yourself. Show them that meeting with you will be worth their while. Example: A client of ours sells an automated welding solution. The manufacturing industry is facing a massive shortage of welding talent. Their SDRs pitched it like this: “I’d love to introduce you to Eric. He’s worked with a dozen manufacturers like Caterpillar, Karavan, and more, who are all facing similar challenges. He’ll walk you through how they’re automating the most difficult welds and dealing with the labor shortage. Even if nothing comes of it, you’ll walk away with a better understanding of how the industry is solving this.” Even if the buyer isn’t shopping, they gain value from the conversation itself. ✅ Offer #2: Better - 1:Many Offers These are high-quality, reusable insights that still feel tailored. Think: competitive benchmarks, industry research, or best practice guides. Example: We have a client that sells to ecomm brands. They conducted a mystery shop of 400 competitors to analyze response times, customer service channels, etc. Their reps used those insights to open cold calls with: “Hey Katie, I submitted a ticket on your site, and it took about 48 hours to get a response. It was about 3x longer than folks like Patagonia and the North Face. Again, it’s Jason. Mind if I share more about why I’m calling?” That’s an offer that feels immediately relevant and valuable. It gets a conversation started immediately. ✅ Offer #3: Best - 1:1 Offers These are custom-tailored experiences or resources created specifically for the prospect. It’s you and your organization putting in serious effort to customize the offer. This works best at the enterprise & strategic levels. Examples: - A cyber risk analysis - A benchmarking analysis - A workshop - A personalized audit of a website checkout flow. - Visiting and experiencing the brand firsthand, then sharing insights. - Offering free data, licenses, or pilots. These take more work, but they convert like crazy. ~~~ Which one's most applicable for you?

Most offers fail not because they’re bad… but because they don’t make people feel anything. When your offer resonates emotionally, people don’t just buy. They feel compelled to act. Here’s how to create offers that truly connect: 1. Start with empathy Don’t just list what your customers need. Go deeper. What keeps them up at night? What frustrations do they face daily? Your offer should show that you’ve listened and that you understand. Speak directly to their pain, desires and aspirations. 2. Sell the transformation, not the product Features and functions don’t move people. The promise of change does. Show how your offer improves their life. - Will it save them time? - Reduce stress? - Open new opportunities? 3. Use urgency, but keep it authentic Urgency works only if it’s real. Respond to the present moment. Let your audience feel that now is the right time because their problem won’t wait. 4. Leverage social proof We trust people like us. Share stories of others who started in the same place and achieved results. 5. Make it personal Generic offers fall flat. Talk about their unique challenges. Make your audience feel the offer was built for them. 6. Craft a clear, emotional CTA Even the best offer dies without a strong call to action. Don’t just say “Buy Now.” Use language that conveys urgency and value. When your offer makes people feel something, it stops being a transaction. It becomes a connection.

You can’t sell what people don’t understand. You might know your offer inside out. But if your audience can’t repeat it back to you in one sentence, it’s not clear enough. People don’t take action on confusion. They scroll. They nod. They forget. And it’s not their fault. Clarity doesn’t mean dumbing it down. It means making complexity feel obvious. Here’s how I help people go from “huh?” to “oh, I get it”: 1.) Essence → One sentence If you can’t describe your offer in a single, sharp sentence, it’s not ready. The best positioning makes people say “makes sense,” not “wait, explain that again.” 2.) Pain → Real-world impact Talk about the actual shift they’ll experience. Outcomes win over features every time. No one buys a process. They buy the result. 3.) Language match → Say it their way Your audience already has a way of describing their problem. Listen first, then reflect. Don’t teach. Speak in words they already use. 4.) Metaphor or analogy → Make it visual If your product were a tool or shortcut, what would it be? One strong visual unlocks understanding faster than long explanations. 5.) Mini proof snippet → Add weight Show one clear result, stat, or story. Proof turns clarity into credibility. One client result > ten claims. 6.) Clarity test → Say it to a stranger If someone outside your industry can repeat your offer, you’ve nailed it. Test clarity in the real world, not your head. 7.) Refine and repeat → Simplicity scales Every time you explain your work, simplify. Clarity compounds. Confusion resets. Repetition isn’t boring. It builds trust. Your offer might be brilliant. But if it’s not clear, it won’t convert. If this helped clarify your offer: DM “System” and I’ll send the full System Playbook. Or DM “story” for the storytelling version that builds trust through narrative. Clear ideas create confident action. Choose the one you need most. If you found this post helpful, repost it with your network. Follow Stevo Jokic for more content like this.

Negotiating a Job Offer — Lessons from Over 100+ Offers Made So, the interview is done, you got through, and now they want to make you an offer. Great news! But what’s next? Negotiation. For most people, this part feels uncomfortable, awkward, or downright intimidating. The truth is—it doesn’t have to be. For some, negotiation is just a box to check before signing on the dotted line. For others, it’s an art—a bit like a tango, where both parties find their rhythm and leave the table feeling like they’ve won. If you’re looking to make the most of your offer, here are some tips to get you started: 1. Do Your Research, Know Your Worth You’d be surprised how many people throw out a random number without context. Some ask for too little and leave money on the table. Others aim too high and risk losing out to a candidate who fits the budget. before accepting, figure out: - What’s the market rate for your role, experience, and location? - What unique value do you bring to the table? - What’s the company’s budget and priorities for this role? 2. It’s Not Just About the Money Sure, a paycheck matters. But it’s not the whole story. Steven Bartlett talks about the five buckets: knowledge, skills, resources, network, and reputation. A great offer should help you fill those buckets. Ask yourself: - Will this role help me grow? - Does it align with my long-term goals? - Are there opportunities for flexibility, benefits, equity, or professional development? 3. Be Open, Not Demanding So, the title isn’t perfect. Or the salary isn’t your dream number. Negotiation isn’t a zero-sum game. Frame your requests as a conversation, not an ultimatum. Collaboration increases the likelihood of a favorable outcome. Don’t Say: “I won’t take the job unless you give me X.” Instead Say: “Is there room to adjust [X or Y] to better align with my expectations?” 4. Anchor Your Position, Then Wait Once you’ve stated your case, pause. Silence is powerful. It gives the other person space to process and respond. Resist the urge to jump in or over-explain. Trust me—they won’t forget you’re still on the call. 5. Be Grateful, But Stand Your Ground You’re getting the offer because you stood out. But that doesn’t mean you have to accept everything as-is. Be polite, express gratitude, and remain professional, but also be clear about your priorities. 6. Know When to Walk Away Sometimes, no matter how skilled the tango, the dance doesn’t work. And that’s okay. If the offer doesn’t meet your needs and there’s no flexibility, it’s perfectly fine to say, “No, thank you.” A better opportunity will come along. Negotiation doesn’t have to be adversarial. Think of it as creating a win-win: you get what you need to thrive, and the employer feels they’re investing in someone who values the opportunity. Approach it with confidence, curiosity, and a willingness to collaborate, and you’ll set the stage for success. What’s been your best (or worst!) negotiation experience? Let’s talk!

The simplest offers make the most money. Last month, a founder showed me her offer. She had three tiers. Seven bonuses. A 12-week curriculum covering "everything they need." She'd spent 6 weeks building it. Zero sales. I asked one question: "What's the one thing they're desperate to fix this week?" She paused. "They can't get their first paying client." "Sell them that." Two weeks later, she stripped everything else. One offer: "Land your first $2K client in 30 days or we work for free." She closed 4 clients in 10 days. Here's what I learned building revenue systems for two decades: Your offer isn't competing with other offers. It's competing with doing nothing. Most people won't buy because they're confused. Not because your price is wrong. Here's how to create an offer that actually sells: 🎯 Solve one problem completely Not five problems partially. Pick the most painful problem your audience has. Make it go away completely. 🎯 Make the outcome impossible to misunderstand "I help you get clients" is weak. "I help you book 3 discovery calls per week" is clear. Vague outcomes = weak offers. 🎯 Price the transformation, not your time If you solve a $100K problem in 30 days, charge $20K. If you solve a $1K problem in 30 days, charge $300. Your time is irrelevant to the buyer. The moment this clicked for me: I wasn't selling my expertise. I was selling their freedom from a problem. Nobody cares how smart you are. They care how quickly their problem disappears. Your best offer solves one thing so well that people can't imagine living with the problem anymore. Build that this week. ___ 💾 Save this post ♻️ Repost to help someone in your network. ➕ Follow Eric Melillo for more offer insights.

Most buyers think winning an offer comes down to price. It rarely does. Here is how I prepare an offer that holds up: 1. Call the listing agent before writing anything. What does the seller actually need? A fast close, a rent-back, certainty? You cannot structure a strong offer without knowing what you are solving for. 2. Anchor the price to something defensible. Pull the closest comps, identify where this home sits relative to them, and give your clients a clear recommendation. Not a range. A number, with reasoning behind it. 3. Make the terms do the heavy lifting. Earnest money, inspection timelines, and closing flexibility can separate your offer from a higher one. Sellers want confidence, not just dollars. 4. Walk your clients through all three outcomes before you hit send. We get it. We counter. We lose. Buyers who have thought through each scenario ahead of time make sharper decisions when it counts. 5. Stay accessible after submission. Respond fast, communicate clearly, and make the transaction feel easy from the start. Listing agents notice, and it influences close calls. The paperwork is the easy part. The preparation before it is where you earn your clients’ trust. #RealEstate #BuyersAgent #OfferStrategy

Job offers aren’t just about the salary. They’re about what you’re walking towards and what you’re walking away from. A client of mine recently faced a situation that comes up more often than people admit. They were offered an exciting new role with real growth potential, but the overall package didn’t quite match what they already had. On the surface, the salary looked attractive, but once she factored in medical cover, income protection, life assurance, and long-term rewards the gap became clear. My client handled it brilliantly. She expressed genuine enthusiasm for the role and the chance to help build something new, but also explained that the total package needed to reflect both the benefits they would be giving up and the personal risk that comes with joining a venture still finding its feet. That’s not being difficult. It’s being strategic. Here are a few lessons that came out of that conversation: 1. Lead with value. Start by showing how you’ll help the organisation grow, not just what you expect in return. 2. Use your current package as your benchmark. Benefits are part of your worth. Understand what you’d be giving up, not just in money but in stability and security. 3. Recognise the risk. If the role is part of a new or developing venture, it’s fair for the offer to reflect that level of uncertainty. 4. Look at the full picture. A job offer isn’t just a number. Think about health cover, bonus structure, flexibility, and future growth. 5. Keep it collaborative. Negotiation isn’t a fight. It’s a professional conversation to find what works for both sides. When an employer comes back with a counteroffer, take your time. Weigh up your bottom line, your ideal package, and where a fair middle ground might sit. Your decision shouldn’t be rushed; it should be grounded in value, confidence, and long-term vision. Because real career progress isn’t only about earning more. It’s about protecting what you’ve built while stepping into something that helps you grow.

Consultants: stop overcomplicating offer validation. You don’t need a 20-step funnel, a 3-month beta, or a fancy survey. You just need conversations! Here are 3 things you can do again and again to validate (and refine) your offer fast: 1. Talk to your ideal clients Most consultants test their ideas with other consultants. Big mistake. You don’t need opinions, you need data. → Ask decision makers what’s breaking right now. → Listen for the business impact behind the pain. → Group their problems into 3–4 categories that’s your offer foundation. When you listen at that level, you’re no longer guessing. You’re building from their world, not yours. 2. Turn your calls into validation labs. Every discovery call is an opportunity to test your offer live. → Present each phase of your program as the solution to one of their challenges. → Ask which part feels most urgent to fix first. → Refine how you communicate your value based on their reactions. You’ll walk away knowing exactly what lands and what confuses. That’s real time validation no guessing, no surveys, no fluff. 3. Share what you’re learning (openly). Most consultants hide the “in progress” phase. Don’t. → Talk about patterns you’re seeing in your conversations. → Share how you’re adjusting your offer based on client feedback. → Let your audience watch your thinking evolve. That transparency builds trust and gives you feedback loops at scale. That’s it. You don’t need to overthink validation.

Your resume got you the senior job. (Here's why it won't get you a $50k client) This is a hard truth for many accomplished leaders when they go independent. In the corporate world, your value was understood through your title and a list of capabilities. But high-ticket clients don't buy your capabilities. They buy outcomes. They have expensive problems and are looking for a guaranteed solution. Not a list of your skills.  This is why the most common advice "lead with your list of skills" fails many people.  ___ Let's re-engineer the offer. Instead of describing what you do, articulate the specific, tangible, and transformational outcome you deliver.  The Old Way (Capability-Focused): ↳ "I offer executive coaching and communication strategy services." The Nicheology Way (High-Ticket Promise): ↳ "I help tech founders eliminate executive infighting and ship product 30% faster in 90 days."  The second is a specific, measurable promise that speaks directly to a high-value problem. You can anchor a premium price to that transformation because the ROI is clear.  Before you can make this promise, first validate that your niche has a problem worth solving at a premium. What is the specific, measurable, time-bound promise your expertise delivers?

Are discounts hurting your brand’s image, and performance? Before you start tossing around discounts just to get customers to buy, take a step back. Are you building a discount brand, or do you want to retain that premium image? I often see brands “train” their customers to only shop with them during heavy discount periods. This is NOT a winning strategy. Often times this dilutes margins and pulls revenue forward at the expense of predictable and stable 30/60/90 days sales. You also attract a different type of buyer (discount shopper), who usually has lower CLV and churns faster. Here’s how to get creative with your offers without slashing prices: 1. Test the Wording Instead of defaulting to percentage discounts, experiment with more strategic language in your offers. For example, if you’re a subscription business, try a "double hit" offer, where customers can bundle two subscriptions to save on shipping or receive a slight added value. This approach keeps the offer compelling without lowering your brand’s perceived value. Wording like “Double Your Order, Save on Shipping” gives the feel of an exclusive offer while still protecting margins. 2. Offer Freebies Instead For premium brands, offering a freebie can be far more powerful than offering discounts. At MANSSION, for example, free ring sizers are provided with each purchase, which adds value without devaluing the product. This approach makes customers feel they’re getting something special and unexpected. This tactic works especially well for building brand loyalty, as customers associate the “extra” with your brand’s generosity. 3. Escalate Offers for Retention Rather than immediately offering a discount to customers who haven’t repurchased, consider using a tiered incentive system. Start with a small offer, like free shipping or a minor add-on, and gradually escalate only if they remain inactive. This gives you a retention lever without conditioning customers to expect discounts right away. It also preserves the brand’s premium positioning, rewarding patience with stronger offers over time. 4. Focus on Value, Not Price Instead of simply lowering prices, focus on delivering additional value. Consider bundling products at a slightly reduced price, offering loyalty program perks, or providing exclusive early access to new products. The goal is to give customers a reason to keep buying from you without eroding your brand image. When value is defined by unique experiences or exclusive access, customers perceive your brand as generous and premium—not discounted. Key Takeaway: You don’t have to race to the bottom with discounts. A well-thought-out offer that preserves your brand’s integrity is far more powerful. Remember: Value > Price.