Latent Demand - Stop Putting Out Rubbish Offers

If you're putting offers out there on social media, week in and week out, wondering why literally nobody is interested in your offer, you'll find out why in this episode of the podcast.

A mistake people make is that they think it's their "audience" who are fools for not wanting to take the marketer up on their amazing offer. They didn't stop to ask several very pertinent questions before spraying marketing muck all over their audience. These questions include:

• Is my offer actually any good?
• Is my offer desirable?
• Does my audience indeed NEED my offer?
• And do the NEED it RIGHT NOW?
• Can they afford to buy my offer?
• Is the offer delivered in a way which is alligned with my prospects' greatest challenge, pain point or problem that they are looking to solve right now?

In fact all of these could indeed by true but your messaging sucks so while your offer is great your value proposition sucks and so the market indeed ignores your offer. 

This is not, however, their fault, it's yours and you need to own it and ensure your offer has some context based on the questions I've posed above.

Your offer should be an invitation to take the next step on your process and NOT to buy something from you.

Let me explain, most people are littering the marketplace with cheap offers which are sub £200. Cheap and dirty and they think that will attract buyers in.

However, this rarely works.

This thing called Latent Demand exists. 

An example of latent demand would be the shoppers trawling the aisles of Sainsburys for bread and milk and then stumbling across the baked beans shelves and spotting that Heinz have a 2-for-1 sale on beans.

It is the latent demant which stimulates people to buy the offer NOT the actual offer itself.

In this example, you don't have loads of people sniffing around your aisles for staple foods, it's rare any small business has this level of latent demand (think here; a Facebook Group with 10,000 members, that's your equivalent of latent demand).

So for most, their offer goes completely unnoticed in all the plethora of other market stallholders shouting, "Buy my stuff! Buy my stuff! Buy my stuff!"

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