Written by Edge Business Solutions
An offer is a promise of value tailored to a specific target audience. It’s the thing that opens the conversation with a prospective client. It’s what makes prospective clients interested in talking to you.
Long gone are the days (if they ever existed) where you can just say “I’m a strategy consultant” or “I run Facebook ads” and clients just go “You don’t say! Welcome and please come in, good Sir! Would $1,000 a day be a good rate for you?”
These days, you must have a far more intricate value proposition to be able to cut through the noise and get a prospective client to talk to you.
This is what we will build in this module.
An offer contains:
- The target prospect’s Dream Outcome that your expertise helps them achieve
- Likelihood Boosters: statements or subconscious messaging that increase the prospect’s subjective perception that achieving the goal with you is likely
- A Credible Plan to help them get to the Dream Outcome, including
- a Defined Timeline
- and Predictable Effort
It’s helpful to use a framework for all of this. I really like Alex Hormozi’s Value Formula. It’s the best definition of Value I have ever seen, especially when it comes to something that can be packaged up and sold. (Value through content is a different matter) So, let’s look at the Hormozi Value Formula.
Definition of offer — But how does “Value” relate to “Offer”?
Offer = Value tailored to a specific target audience as far as a problem is concerned that they are facing.
Creating an offer is taking the cloth of value and making a custom-tailored suit that will fit your ideal target client perfectly.
Pure, unadulterated value would be a Dream Outcome at a 100% likelihood of achievement, delivered instantly and without expending any effort. Snap your fingers and become a billionaire the next instant. That would be an incredibly high value offer.
Of course, no one can make that offer (while staying honest), so we have to accept trade-offs. Likelihood of achievement will not be 100%, it will take some time, and it will require some effort and sacrifice — the prospect understands that. Your goal in creating an offer is to achieve the delicate balance between making the approach appealing enough to:
- Signal to the prospect that you understand their situation and are taking their concerns into account
- Beat your competitors
- While at the same time avoiding selling an unrealistic pipe dream and thus insulting your prospects’ intelligence.
Resources For further reading on crafting high-value offers and Alex Hormozi’s frameworks:
- Acquisition.com training on the Value Equation and Offer Creation.
- Detailed explanations of the Hormozi Value Equation: Value = (Dream Outcome × Perceived Likelihood of Achievement) / (Time Delay × Effort & Sacrifice).
- Practical applications for businesses and freelancers building irresistible offers.
Edge Business Solutions provides these insights to help small business owners develop clear, compelling offers that drive sustainable growth. Our focus remains on actionable strategies tailored to real-world challenges. Visit our blog for more resources on goal setting, revenue optimization, and operational excellence.
