How to sell your offer by answering 3 questions

Ready for a marketing tip that will blow your mind?

Here it is… Answer these questions, and you can sell more of your offer than ever before 👇

Who are you?

Be articulate about it. Keep it short and sweet AND intriguing. Because it needs to pique interest. That’s the only way you can hold someone’s attention.

What do you have?

This sounds simple, but most of the time, it’s not. How often do you speak with someone but are unsure what they’re selling?

Even on their sales page, it’s not clear. Vague stuff about outcomes and containers/deliverables, but you can’t figure out if their thing would work for you.

It’s because it’s not concise and clear. For example, I have an offer that I usually go through with new 1:1 clients, and it’s called Outstanding Gameplan. This is how I explain it

It’s a 2,5 hours online session that helps service-based businesses with a max of 3 decision-makers to strengthen their uniqueness and leverage buyer psychology to increase their profit. Basically, making them incomparable.

Of course, I have a detailed explanation of my process, but that’s the basic. It’s clear and simple.

Why should I care?

This is a biggie again. I know you know that all your content and everything is about your customers/clients, not you. And that’s why I find it amusing that when people start talking about their offer, they automatically launch their preprogrammed pitch.

But who on earth wants to listen to a pitch? If you’re an investor, a shark/dragon or something like that, yup, but otherwise, you don’t.

So, apart from you need to make sure to keep people’s interest (a very short-lived thingy; surprise and intrigue make it work), you need to give a good enough reason why they should listen to you.

I’m going to be a little bit scientific here but bear with me. Our brains work on 3 different levels.

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The REPTILIAN BRAIN; is instinctual. Yes-no, black or white. This part of your brain keeps you away from danger and makes quick decisions about everything.

This is the brain we react to when we start to talk to anyone. This is the brain that we mostly use in our lives. You know, the brain puts you into ‘autopilot’ to preserve your energy.

The first questions of the reptilian brain when they hear a pitch are these;

Can I ignore this/is it threatening to me?

Is it important?

Do I need to act?

The next one; is the LIMBIC BRAIN, where the emotions, feelings and social context ‘live’.

If their reptilian brain decided that your information was worth listening – you were intriguing; they couldn’t figure out what you wanted to say because it wasn’t predictable but it’s not threatening.

This is where you use all those emotions in your messaging you heard from so many marketers. You know, FOMO and its friends.

But you can only ‘enjoy’ reactions to using emotions if you already ‘convinced the reptilian brain’ why they should listen to you.

This is where the following questions come up in your prospect’s brain (not consciously)

Does it trigger any emotions/feelings from me?

Can I ignore this/is it threatening to me?

Is it important?

Do I need to act?

And the third one; is the NEOCORTEX. This is where your rational and logical thinking ‘lives’.

This is where all the analytical decisions happen. And this is where you want to lead your prospect.

But the thing is, when you start to pitch, your neocortex is the one that speaks to your prospect. And you guessed, their reptilian brain will reply.

Because it takes time until they go through the reptilian brain to the neocortex, even if this can happen in a second if you don’t convince the reptilian brain, the ‘decision’ about your offer has been made up in your prospect’s mind. This is how we evolved; you need to keep this in mind.

Basically, you need to convince their reptilian brain that it’s worth listening to you by telling them why they should do it.

That’s why when people pitch you out of blue, you feel kinda offended/surprised and want to shut them down.

They didn’t give you enough reason to listen to them by replying to the 3 main questions and engaging their reptilian brain.

Imagine that you’re talking to a 5-year-old. Your highly analytical reasoning won’t convince them why they should take a bath right now or eat their broccoli.

You need to level with them. And this is exactly the same when you want to sell something. You first engage with the reptilian brain and give it a good reason.

And this is why you need to have a clear, concise and intriguing explanation about who you are, what you do and why people should care.

And it’s back to you; what is your number #1 question regarding marketing? I’d love to share my knowledge with you so ask away!

If you have many questions or need extra encouragement, marketing and mindset courses, materials and workshops, check out the Online Marketing Membership, where you can access all these for a nominal price.

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Who am I?

I’m Viki Thorbjorn, an ex-athlete turned award-winning marketer. I’ve helped clients to go from making £9M in a year to over £20M in just 9 months. Or to save 6 figures in a client’s marketing budget whilst increasing their business growth by 270%. And just in 2021 alone I helped thousands of people with their business and gained hundreds of customers – will you be the next?

I worked with companies such as Avon, Jagermeister, LG, Suzuki, Ford, Microsoft Office, Drogerie Markt and Procter & Gamble and tons of smaller ones developing their marketing campaigns for around 20 years. I trained over 10,000 people over the years. And managed to keep my members usually for 3 – 4 years.