Compelling Offers vs. Convincing Arguments

In one of our most popular episodes, Steve and Dan revisit why there’s a big difference between convincing someone with an argument and compelling them to take action with an offer. And in the market world where we all live, people don’t want to be convinced—they want to be compelled.

Show Notes:

A convincing argument is about the speaker, but a compelling offer is about the listener.

In the education system, you convince someone with your argument, but it doesn’t get them to take any action.

Characteristics of a compelling offer are that it happens very fast, and the clients don’t have to do much work to get it.

Humans aren’t computers, but meaning makers.

The basis of a compelling offer is that everyone is thinking in one direction, and then you present a message that changes the way they’re thinking about things.

Data is what you need to make an argument convincing.

Some people see situations in black and white (it happened or it didn’t happen), and don’t see the progress being made.

When you make a compelling offer, people want to be involved regardless of when the success will come. 

When someone is facing a new experience, it will be a good experience if they have something new as a solution, and a bad experience if they don’t.

Resources:

Deep D.O.S. Innovation by Dan Sullivan

You Are Not a Computer by Dan Sullivan