Clarify Value People buy your products and services based on their perception of value. Whether you are charging five dollars or five thousand, your prospects need to be convinced that benefits you provide will outweigh cost. Too often service professionals and business owners rush to quote a price, trying to make sale before clarifying value to buyers.

To stimulate sales place your offer in context of your target market's concerns. Once you've clarified how your product or service meets their concerns value of your offer will be apparent.

Use Problem Solving Offers People don't buy your products or services because you've been in business for decades, or because your ebooks are well written or designed to please eye. People buy your products and services because they solve a problem.

Use Additional Incentives Carefully In their rush to sell their products and services some small business owners offer huge discounts or bundle free services. Discounting and bundling can work but make sure you're not undermining prospects’ perception of value of your products and services or your profits.

Key Elements of Your Offer Creating a compelling offer is an art and involves blending following items together to create a sentence or two which will move people to take action, whether it is contacting you or making an immediate purchase.

Include following items to create an offer that helps sell: Name - What you are selling Benefit - The problem it solves Credibility - Why they should buy from you Value - How useful it will be to them Guarantee - Your promise to them Motivation to act - A reason to take advantage of your offer today.

If you want to catch big fish, you need good bait. To increase your catch, improve your offers and you'll be reeling in many more new prospects and clients. - 2004 © In Mind Communications, LLC. All rights reserved.

But if you ‘sideways think’ this product, perhaps you can get to same (or a similar) audience without even competing for those keywords. Keywords like: Atlantic City fun, things to do in Las Vegas, Bugsy Segal, Rounders, high stakes, etc might bring your ad to same interested audience at a fraction of cost. And if your ad copy is good and incorporates your keywords, you should see your click-through rates jump through roof. And since Google likes and rewards high click-through rates, your ads will climb in position, even against all big-money casinos that are bidding $20 per click on regular terms like ‘gambling’

Now understand, above is only an example off top of my head. I don’t actually promote online gambling products and for all I know keywords I’ve suggested aren’t really workable; this is just an example of how to ‘sideways think’.

But once you’ve learned to ‘sideways think’ your product’s market, you can compete effectively in even very crowded markets – and blow big boys right out of water.