How to Make People Buy

As a solopreneur, the heartbeat of your business is simple: selling. Whether it’s reaching more people, generating income, or turning your passion into a full-time career, it all comes down to one thing: creating offers so compelling they’re almost impossible to refuse.

Consider some of the top solopreneurs who’ve found success through this exact approach. Take Nicolas Cole, a writer who’s built a thriving ghostwriting agency through cold outreach by crafting offers that simply cannot be ignored. Or Dan Koe, a digital product creator who’s sold millions in online courses, all by constructing offers that speak directly to his target audience.

But what makes an offer irresistible? It’s not just about what you’re selling—it’s about how you present it.

1. Know Your Audience Like the Back of Your Hand

Before you can create an offer that captures attention, you need to have a laser-sharp understanding of who you’re talking to. Get to know their aspirations, fears, and specific needs. This goes beyond simple demographics; dig into psychographics. Who are your people, really? Are they busy parents, young professionals, or side-hustlers trying to make it big?

2. Choose a Problem That Keeps Them Up at Night

Your offer needs to solve a specific problem that’s pressing enough for your audience to take action. This doesn’t mean you have to solve every issue they have. Instead, focus on one primary pain point.

Think of it like this: if your target audience could snap their fingers and make one problem disappear, what would it be? Maybe it’s “How do I finally lose weight without spending hours in the gym?” or “How can I increase my sales without pouring money into ads?”

3. Present a Solution Tailored to Their Needs

The solution you offer should match the scale of the problem and the investment your audience is ready to make. Not every problem requires an intensive solution like a coaching package. For smaller issues, a digital guide or online course may be more suitable.

Ask yourself:

• How significant is the problem? The bigger the pain, the more extensive the solution.
• What can your audience realistically afford? If they see the value, most people can justify spending up to $100-200 for a good solution. Beyond that, you’ll need to establish even stronger trust and credibility.

4. Define the Results—and Make Them Crystal Clear

When people buy a solution, what they’re really buying is the result. To make your offer irresistible, you need to paint a vivid picture of the outcome. A vague promise like "I’ll help you lose weight" doesn’t hold a candle to "Lose 10 pounds in 30 days without giving up your favorite foods."

Even for services that don’t yield tangible results, you can get creative. If you’re offering a writing course, for example, you could promise "Confidently write emails that get responses." The clearer and more specific the result, the more likely people are to see the value and hit "Buy Now."

5. Build Trust and Credibility

Your offer will only be as strong as your audience’s trust in you. Credibility is essential, and there are multiple ways to establish it:

• Show Your Track Record: Share testimonials, case studies, or data about your previous clients’ results.
• Leverage Research: Referencing well-known research or data points can strengthen your credibility, even if you’re newer in your field.
• Offer a Guarantee: A money-back guarantee can reduce risk and make it easier for prospects to take the leap.

If your audience knows that others have achieved results through your methods, they’re far more likely to believe they can, too.

6. Set a Timeline for Results

One of the key ingredients in an irresistible offer is speed. The faster people can get results, the more compelling your offer becomes. If you can confidently provide a timeframe, do it. For instance, “Gain 1,000 followers in 30 days” sounds far more appealing than simply “Gain more followers.”

If you can’t pinpoint an exact timeframe, consider using phrases like “quicker than you think” to emphasize the efficiency of your method.

7. Create a Sense of Urgency

Urgency nudges people to act now rather than “thinking about it.” When prospects feel like they could miss out on a great deal, they’re more likely to take immediate action. You can create urgency in various ways:

• Limited-time offers (e.g., “Get 50% off if you join by Friday”)
• Exclusive bonuses (e.g., “Join today to get a free 1-on-1 consultation”)
• Limited access (e.g., “Only 10 spots available in this coaching program”)

8. Use Numbers for Instant Clarity

Numbers offer specificity and credibility, making your offer more tangible and easy to understand. Instead of saying “Get results fast,” you could say “Get results in 7 days.” This level of clarity helps your audience visualize what they’re getting and makes it easier for them to trust in the value of your offer.

Some powerful ways to use numbers include:

• Quantifying results: “Generate 5x more leads with our proven strategies.”
• Duration: “Gain 1,000 followers in 30 days.”
• Stats: “Join 10,000+ people who have transformed their lives with us.”

Crafting Your Offer: Putting It All Together

Imagine you’re a freelance graphic designer offering a digital course for small business owners who want to create eye-catching social media graphics. Here’s what your irresistible offer might look like with these principles in action:

it might look like this ->

Selling Doesn’t Have to Feel Like “Selling”

Building an irresistible offer isn’t about pressuring people; it’s about showing them the true value of your product or service in a way that speaks to their needs. When your audience can see the benefit and feels the urgency, they’re far more likely to engage.

And remember, selling isn’t just about generating income. It’s about spreading your impact and making a difference. When you create offers that people can’t resist, you’re doing more than growing your business—you’re building a community of people who trust you and rely on your expertise. And that’s a success story worth selling.

‍