Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is Selling MOR Offers.
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The essential difference between products and offers: even the most basic product (like ketchup!) can be transformed into a compelling offer with the right positioning and belief in its value.
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A game-changing insight emerges: Products rarely sell themselves - it's always about the offer. Even Apple's legendary success isn't just about their products; it's about how they present them (remember "1000 songs in your pocket" vs. competitors' "256 megabytes of storage"?).
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The MOR framework breaks down into three essential components:
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Make the offer (strategic level)
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Optimize the execution (tactical level)
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Review the results (management level)
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A crucial revelation: You don't need a perfect product to make an offer. In fact, sometimes the offer should come first! The key is having unwavering belief in your product's value and being able to communicate that enthusiasm authentically to your audience.
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The conversation culminates with an interesting observation: "optimize" appears in all three of their frameworks (MOR, Measurement Marketing, and BOT), highlighting how continuous improvement and optimization are central to business success.
