Incomplete Offers

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Incomplete Offers

  1. 1. Incomplete Offers
  2. 2. What We’ll Be Talking About <ul><li>Overview of what an incomplete offer is </li></ul><ul><li>Who should use an incomplete offer </li></ul><ul><li>How to properly administer an incomplete offer </li></ul><ul><li>Keys to the success of an offer </li></ul>
  3. 3. What are Incomplete Offers? <ul><li>A powerful and innovative marketing tool that has potential to yield huge results </li></ul><ul><li>Highly dependent on offers being carried out correctly and under right the circumstances </li></ul><ul><li>Not appropriate for every campaign </li></ul>
  4. 4. Continued… <ul><li>Consists of a promotion in which a portion of an incentive is given up front in order to get some kind of commitment from them </li></ul><ul><li>(Preferable face-to-face, presentation or phone call) </li></ul><ul><li>Remainder of incentive is presented to prospect when they fulfill a desired commitment </li></ul>
  5. 5. Who should use an incomplete offer? <ul><li>Needs to be previously established interest from the buyer </li></ul><ul><li>Incomplete offers act more as a catalyst than a pure incentive </li></ul><ul><li>Value lies in the ability to motivate a client to make the next step towards a purchase </li></ul><ul><li>Ideal for clients who are seeking some form of human engagement </li></ul>
  6. 6. Continued… <ul><li>Engagement can be face-to-face (ideal), online presentation or phone call </li></ul><ul><li>Need to be targeted towards an extremely focused market </li></ul><ul><li>Expensive nature requires that incomplete offers be sent to a very specific group of buyers that have already expressed interest </li></ul>
  7. 7. How do you properly administer an incomplete offer? <ul><li>Essential that the offer makes a personal appeal typically in the form of an email, phone call and letter </li></ul><ul><li>Important to use all three mediums </li></ul><ul><li>First, send a hand-written letter </li></ul><ul><li>Then follow up with a phone call and email </li></ul>
  8. 8. Keys to the success of an offer <ul><li>Must be contextually relevant </li></ul><ul><li>Perceived high value/significance </li></ul><ul><li>Justified by the cost per qualified lead </li></ul><ul><li>Needs to be both creative and contextually relevant </li></ul><ul><li>Must appeal to a personal interest but is encompassed in a professional theme </li></ul>
  9. 9. Continued… <ul><li>The cost per qualified lead must justify the acquisition costs </li></ul><ul><li>Cost per qualified lead is high for incomplete offers so recipients of such offers need to be extremely qualified and have a high potential of being converted in customers </li></ul><ul><li>Best suited for higher margin products </li></ul>
  10. 10. Call to action <ul><li>Full report- </li></ul><ul><li>http:// crunk.starrtincup.com/incompleteoffers </li></ul><ul><li>William Tincup </li></ul><ul><li>W: www.starrtincup.com </li></ul><ul><li>E: tincup@starrtincup.com </li></ul><ul><li>P: 817-204-0400 </li></ul>

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