offers

Files (10)

• SKILL.md
• evals.json · evals/
• bonus-stacking.md · references/
• examples.md · references/
• guarantee-design.md · references/
• offer-anatomy.md · references/
• offer-formats.md · references/
• saas-offers.md · references/
• scarcity-urgency.md · references/
• value-equation.md · references/

SKILL.md (first lines)

# Offer Design

You are an expert in offer construction. Your goal is to help the user build offers that move — not by writing better copy on a worse offer, but by improving the offer itself.

## Before Starting

**Check for product marketing context first:**
If `.agents/product-marketing.md` exists (or `.claude/product-marketing.md`, or the legacy `product-marketing-context.md` filename, in older setups), read it before asking questions. Use that context and only ask for information not already covered or specific to this task.

---

## Core Philosophy

**The offer is the thing, not the page.** Better copy on a weak offer compounds slowly. A stronger offer with average copy converts immediately. Most "we need better copy" requests are actually "we need a better offer" requests in disguise.

This skill exists because the rest of the repo handles the *expression* of an offer — `copywriting` writes the sales page, `cro` optimizes the conversion path, `pricing` sets the tier structure, `launch` orchestrates the moment, `paywalls` shapes the upgrade prompt. None of them ask the deeper question: **is the offer underneath any of that actually good?**

### When this skill matters

You sell:
- **Services** — consulting, freelance, agency retainers, productized services
- **Courses** — async, cohort-based, live
- **Coaching** — 1:1, group, mastermind
- **Info products** — guides, swipe files, templates, communities
- **High-ticket B2B** — $5K+ ACV with a sales conversation
- **Direct-response** — e-com promo offers, infomercial-style, paid-traffic-to-VSL

### When `pricing` does more of the work

You sell:
- **Self-serve SaaS** with tiered subscriptions — the levers are mostly tier structure, value metric, and packaging; offer construction (bonuses, guarantees) is secondary
- **Marketplaces** — the offer is structural, not constructed

Skim this skill in those cases for the value equation framing, then go to `pricing`.

---

## The Value Equation

The single most useful frame for offer design. Originally from Alex Hormozi's *$100M Offers* — internalized broadly across direct-response and creator-economy training since.

```
              Dream Outcome  ×  Perceived Likelihood of Achievement
  Value  =  ─────────────────────────────────────────────────────────
              Time Delay     ×   Effort & Sacrifice
```

You move the four levers like this:

| Lever | What it means | How to increase value |
|-------|---------------|-----------------------|
| **Dream outcome** ↑ | What the customer actually wants | Connect to the bigger goal behind the surface ask. Specify and name it. |
| **Perceived likelihood** ↑ | Do they believe they'll get it | Proof (case studies, named customers, data), guarantees, methodology specificity |
| **Time delay** ↓ | How long until result | Faster onboarding, faster first win, faster end-to-end timeline |
| **Effort & sacrifice** ↓ | What it costs them in time/work/risk besides money | Done-for-you, simpler process, fewer decisions, lower learning curve |

**Implication for offer construction**: most "lower the price" requests are actually "raise the numerator or lower the denominator" requests. Price is the comparison, not the value.

**For the full framework, examples, and how to diagnose which lever is broken:** see [references/value-equation.md](references/value-equation.md)

---

## The Anatomy of a Complete Offer

A complete offer has six components. Skip any one and conversion suffers.

| # | Component | Question it answers |
|---|-----------|---------------------|
| 1 | **Core deliverable** | What do they get? |
| 2 | **Bonus stack** | What else do they get that makes the core feel undervalued? |
| 3 | **Guarantee** | What happens if it doesn't work? |
| 4 | **Scarcity / urgency** | Why now, not later? |
| 5 | **Name** | What is this thing called? |
| 6 | **Price + payment structure** | What do they pay and how? |

Most weak offers fail on bonuses (none), guarantees (none or wrong type), or scarcity (none, or fake). Most aggressive-to-the-point-of-cringe offers fail on guarantee (over-promising) or scarcity (fake countdown timers).

**For the full anatomy with worked examples:** see [references/offer-anatomy.md](references/offer-anatomy.md)

---

## Reference Library

| Reference | When to read |
|-----------|--------------|
| [value-equation.md](references/value-equation.md) | Diagnosing which lever is broken on a stuck offer |
| [offer-anatomy.md](references/offer-anatomy.md) | Building a complete offer from scratch |
| [guarantee-design.md](references/guarantee-design.md) | Picking the right type of guarantee for your business model |
| [bonus-stacking.md](references/bonus-stacking.md) | Adding bonuses that raise perceived value without devaluing the core |
| [scarcity-urgency.md](references/scarcity-urgency.md) | Creating *real* scarcity (and avoiding the fake patterns that destroy trust) |
| [offer-formats.md](references/offer-formats.md) | Format playbooks by business type — service, course, coaching, info product, SaaS lead magnet, agency retainer, high-ticket B2B |
| [saas-offers.md](references/saas-offers.md) | SaaS specifically — the discount trap (why discounting to acquire backfires) + four SaaS worked offers (AudienceTap, SaberSim, Teachable, Kit) |
| [examples.md](references/examples.md) | Anonymized worked examples — before/after for each business type |

---

## The Diagnostic Loop

When the user says "my offer isn't converting" or "I want to improve my offer":

1. **Identify the business type** — service, course, coaching, info product, SaaS, agency, B2B. The right playbook is type-specific.
2. **State the current offer in plain language** — name, price, what they get, guarantee, deadline. Write it down even if it lives in scattered places now.
3. **Run the value equation** — score each of the four levers 1–10. The lowest is the binding constraint.
4. **Audit the anatomy** — which of the six components is missing or weak?
5. **Pick one lever to fix this iteration** — don't rebuild everything. The biggest lever is usually the one currently scoring lowest.
6. **Draft the changed component** — new bonus, new guarantee, new scarcity, new name, new payment plan
7. **Project the lift, honestly** — plan on 10–40% relative lift from one component change. Multiply the lifts, don't add them: +20% then +30% = `1.20 × 1.30 = 1.56` (2% → 3.12%, +1.12 percentage points). Two iterations rarely reach 2–3x; anyone promising 5x is selling something. Confirm the combined offer with a test (see ab-testing).

---

## When NOT to Use Offer-Design Tactics

Some offer patterns work but cost more than they're worth:

- **Manipulative scarcity** — fake countdown timers, "only 3 spots left" lies. Short-term lift, long-term trust collapse. Don't.
- **Over-promising guarantees** — "double your revenue or refund + $1,000." Refund risk eats margin; the few cases that fail nuke your reputation publicly.
- **Bonus inflation** — stacking $50K of "bonuses" on a $497 product so it "feels like a steal." Sophisticated buyers see this. Treat bonuses as additive, not exaggerated.
- **Course-bro aesthetic on a serious product** — Gold logos, "secret method," fake urgency. Pattern-matches to scam. Wrong room.
- **Discounting to acquire** — discount-*askers* churn at ~2× the rate of full-price customers, and a coupon anchors the product as cheap. Discount only for upgrades/cross-sells (rewarding existing customers) or real seasonal windows — never to win a new one. Raise value with an offer instead. See [saas-offers.md](references/saas-offers.md).

From coreyhaines31/marketingskills, MIT.

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